Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Here are the three biggest ways bad B2B marketing data impacts your marketing efforts: 1. You have high churn rates. There are two types of list churn to be aware of. The short answer—everything.

B2B 223

B2B Data Churn Marketing 223

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Hubspot Sales

NOVEMBER 22, 2024

Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. Re-target churned customers.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Zoominfo

FEBRUARY 20, 2018

7. Churn Prediction. This statistic paints a clear picture: Customer churn costs your business money and does damage to your reputation. But, what if we told you we had a tool that could analyze customer interactions to predict and prevent customer churn? If your form is too long, your prospects will lose interest.

Lead Rank 272

Lead Rank Churn Analysis Lead Scoring 272

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

Zoominfo

MAY 20, 2021

You can engage prospects throughout the customer life cycle. At this stage, email is used to welcome new prospects at the beginning of the purchase journey who have filled out a form on your website. Stage 4: Dormant Subscribers, Unsubscribers, and Churn. Source: Campaign Monitor. Stage 1: New Subscribers.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Sales and Marketing Management

JULY 19, 2019

Here’s how to improve your digital customer experience and prevent your customers from churning. When your prospects land on your website, they want to find what they’re looking for without having to click back and forth endlessly. Improve your website. Improving your website’s navigation should be a priority. Protect their data.

Customer 240

Customer Churn Loyalty Small Business 240

Zoominfo

JUNE 25, 2021

Number of emails sent helps companies understand the number of prospects discovered per number of emails sent. It also helps assess prospect interest in messages sent by your team. and appointments made with prospects. Closing the largest deals sometimes isn’t enough; consider costs that influence prospecting and retention.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Lead411

APRIL 29, 2025

behavioral signals that reveal when a prospect is actively researching or considering a purchase. Why Intent Data Matters in B2B Sales Intent data takes the guesswork out of sales prospecting. Instead of casting a wide net, sales teams can focus on prospects already in-market. The real differentiator now?

Intent Data 52

Intent Data Intent ACT B2B 52

Hubspot Sales

AUGUST 8, 2019

How well are your salespeople prospecting? It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate. Email Sales Metrics.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools. Wiza reviews 4.5/5 5 on G2 4.6/5

Ideal Customer Profile 125

Ideal Customer Profile B2B Tools Prospecting 125

Hubspot Sales

MAY 1, 2019

Churn rate. Reduce cycle time by automating email prospecting. Spend one hour each day prospecting to find good-fit leads. Limit the number of discounts given to prospects. For instance, salespeople can minimize the number of discounts offered to prospects each month. Sales objective type: Churn rate.

Objections 137

Objections Examples Churn Margin 137

DiscoverOrg Sales

JANUARY 2, 2019

Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Prediction #2: B2B Intent Data will (start to) go mainstream.

Data 196

Data Intent Data Customer Intent 196

Zoominfo

SEPTEMBER 15, 2020

According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. ZoomInfo’s Intent tool allows sales reps to narrow down ideal prospects with buying intent using filtered searching, notifications, and CRM integration. Reduce Churn. A Guide for 2020.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Close.io

APRIL 8, 2020

How are they handling sales prospects under these circumstances? What are your direct competitors doing? How are they responding to the crisis and dealing with customers? What do their marketing channels and social media look like? During a crisis, it makes sense to do competitive research.

Cancellation 118

Cancellation Churn Customer Software 118

Sales Hacker

JANUARY 20, 2025

Memo hosts 10-15 prospective buyers at each dinner event. Instead of generic outreach, top-performing teams are conducting deep research to connect their solutions directly to C-level priorities like revenue growth and churn reduction. More for your eyeballs AI SDRs and the future of prospecting.

Scale 106

Scale Sales Qualified Lead Revenue Intent 106

Zoominfo

MARCH 27, 2019

Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. Consider these statistics ( source ): 81.10% of those with access to technographic data say it helps them feel more prepared to talk to sales prospects. Technographic data is a critical advantage in a highly competitive marketplace.

Report 222

Report Data B2B Survey 222

Crunchbase

JANUARY 7, 2021

This article addresses ways to bring back prospects who stopped interacting and offers creative ideas on how to warm up, re-engage, and reconnect with cold leads. Discover new prospects with Crunchbase Pro – try it free. So, what are the creative ways salespeople can use to win back the attention of cold prospects?

Prospecting 109

Prospecting How To Scale Social Media 109

Zoominfo

APRIL 17, 2019

Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. These are as follows: Top of the funnel: Prospects enter the sales funnel but are still in the “pre-awareness” and “awareness” stages of their buying journey. Why is the sales funnel outdated?

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Zoominfo

MARCH 8, 2022

Bad data and data decay weaken critical business activities, such as prospecting or running email campaigns. Increased email churn Email churn is caused by customer attrition. Churn rate refers to the percentage of email subscribers who leave your list over a period of time. What are the risks of poor data quality?

Data 130

Data Outsourcing Services Churn Buyer Persona 130

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. How can you really know the answer to that and have real confidence if you’re not on those calls, or if you haven’t seen the prospect’s reactions to proposals or new products?

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 120

B2B Ideal Customer Profile Top of Funnel Prospecting 120

Sales and Marketing Management

DECEMBER 8, 2019

SMBs must be willing and able to create highly connected, personalized experiences to stay relevant amid the churn. If an SMB is resource-constrained in terms of workers, it has to get smarter about how it uses technology to not only find or engage prospects, but also win customers and keep them for the long term.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

Nutshell

NOVEMBER 20, 2024

Here are the core sales report types you should be familiar with: Sales pipeline report Conversion rate report Customer churn report Sales forecast report Deals won and lost report Average deal size report Average sales cycle length report Sales call report Marketing collateral usage report Lead response time report Revenue report 1.

Report 62

Report Examples How To Sales Forecasts 62

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Are there specific features prospects always go crazy for, or competitors you consistently lose to?

Analysis 142

Analysis Report Churn Collateral 142

Zoominfo

SEPTEMBER 20, 2021

Here are three must-have data tips to engage B2B prospects and customers for more wins, renewals, and growth. Engage Prospects Based on Industry Change Data Getting an alert that an ideal company just raised money signals the need to spring into action and hit the phones.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). She only needs a 2.5X

Marketing Qualified Lead 146

Marketing Qualified Lead Churn Territories Pipeline 146

Zoominfo

MAY 5, 2021

You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects. While intent data is extremely valuable in helping you to prioritize accounts, reduce customer churn, and get in front of your ideal customer ahead of your competitor, the information expires quickly.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Billions are spent on training of all sorts. Each has their own approach, models, techniques.

Churn 163

Churn Maximizer Discount Negotiation 163

No More Cold Calling

MAY 4, 2017

Even when you do know referral sources well, a conversation is still in order—for two reasons: Until you talk to potential referral sources, you don’t know the nature of their relationships with your prospects. Find out how their referral sources know the prospects they want to meet. Connect with No More Cold Calling.

Referrals 197

Referrals Account Sales Qualified Lead Cold Calling 197

Highspot

MARCH 24, 2025

For example, clunky handoffs between sales and customer success may delay onboarding, make a poor first impression, or even cause churn. To make sure youre capturing the right data, determine the business decisions your team needs to makewhether its improving lead conversion or reducing churn.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

SalesFuel

FEBRUARY 20, 2025

Likewise, an effective pricing negotiation strategy can impact long-term aspects like customer loyalty, brand positioning , churn rate and more. If you know your prospects objectives, you can usually come up with ideas to build value without lowering price. If a strong defense is the best offense, then learn from his insight.

Negotiation 59

Negotiation Strategy Penetration Hiring 59

Alice Heiman

DECEMBER 21, 2022

Make no mistake, the focus of SalesOps in moving prospects through the pipeline has served the enterprise very well. If these prospects aren’t relevant or valuable, the meetings are a waste of time. ’ This results in failed implementations, a high churn rate, and deploying customer success resources on doomed projects.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Churn 133

The Sales Hunter

MAY 17, 2019

Sadly, I see the results of a big ego play out in sales with a high degree of churn among customers and fewer referrals. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

Sales Leadership 146

Sales Leadership Churn Referrals Lead Rank 146

Zoominfo

AUGUST 31, 2020

Consider these points: Key metrics : Customer churn and attrition rate, customer retention rate, lifetime value of a buyer (how much revenue a customer brings in the long term), and Net Promoter Score (a range that measures a customer’s experience with a product). Company Transformation.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264