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Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.
But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Today, intent goes well beyond simple website visits or form fills, encompassing deeper insights into buyer behaviors and needs.
In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.
But savvy sales leaders know AI isnt a magic wand that can close deals for you. Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Take email prospecting, for instance. Heres how AI can help: 1.
By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. For every action a prospect takes, they create a trail of intent data across the internet.
In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. . The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike.
Selling points and promises aside, without fully understanding their prospects (i.e. the particular pain points of each prospect at different parts of the funnel), companies can amass all the data in the world without actually using it to its full potential. The Basics: What Exactly is ZoomInfo Intent? That’d be something.
On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.
But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Take email prospecting, for instance. Heres how AI can help: 1.
In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. It’s a win-win situation.
When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.
Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!
Gone are the days when salespeople could rely on high-pressure tactics and generic pitches to close deals. This means salespeople must take the time to deeply understand each prospect’s unique situation, challenges, and goals. So what exactly are customer intent signals? That’s where implicit intent signals come in.
Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. By leveraging advanced artificial intelligence, these powerful solutions automate a wide range of tasks and processes, allowing sales teams to focus on what they do best: building relationships and closing deals.
This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.
The following stories from real GTM professionals show how today’s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals. Company, contact and intent Data Cubes Custom datasets to meet your unique requirements and fill specific gaps Sendoso: $4.9M
Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.
Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. Without leveraging data and intent signals, the flywheel stalls in its ability to generate sustainable growth. A prospect downloads a competitor comparison chart and begins engaging with high-value case studies.
How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.
By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. ZoomInfo Copilot leverages AI to prioritize accounts, surface key engagement signals, and deliver real-time insights on buyer intent, ensuring reps reach out at the right moment. Learn More about Close 3.
In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.
To put these plans into action, Smartsheet needed a way to better segment its audience and target high-intentprospects while ensuring marketing and sales alignment. Intent data to prioritize high-value accounts and improve lead scoring. Intent data to prioritize high-value accounts and improve lead scoring.
Its the engine that powers prospecting, personalization, and pipeline generation. Key insights about customer intent, competitor activity, and buying signals are often buried in emails, call notes, and isolated tools, making it nearly impossible for teams to work cohesively. But when that data is flawed, the entire system breaks down.
Prospects who love your product may not be ready to buy. Intent data is the key that helps B2B sales and marketing leaders separate the ready from the rest. Here’s how to make the most of the intent data advantage — and how to distinguish the best B2B intent data provider for your business. What is Intent Data?
Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today.
ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.
These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers.
As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. You don't have to have your team berate prospects, wide-eyed and frantic, yelling, “THERE IS LITERALLY NO MORE TIME!
It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.
Role of Sales Intelligence In: Data Quality and Management Creating an Ideal Customer Profile Lead Generation The Technology Stack & Intent Data. Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. JUST KIDDING.
Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.
In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Fortunately, AI tools like Conversica can fill in the gaps and analyze current and historical data to deliver personalized messages that inspire confidence in your prospects.
If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. ZoomInfo, Apollo, LeadIQ) to identify new leads and tap into intent data. Intent Data: Tools like ZoomInfo can show you whos actively looking for solutions like yours.
How to Use Predictive Analytics to Improve Your B2B Lead Scoring and Prospecting Stop chasing dead-end leads! Predictive analytics can help you focus on the prospects most likely to convert. B2B lead scoring is the process of ranking prospects based on their likelihood to convert into paying customers. What Is B2B Lead Scoring?
How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.
How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Do you itch under your skin to get the deal closed? Passion – Prospects smell fear. You will never close and it will be a brutal uphill battle.
Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?
A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You had all the tools you needed to prospect efficiently and effectively. . The New Reality of Prospecting . The y may be working with kids at home while schools are closed. . How to Talk to Your Prospects .
But in this sea of data, which individual data points predict purchase intent? In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. Intent data. What data matters? Opportunity Wasted!
Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Find More Selling Opportunities with Buyer Intent Data. Our post, “What is Buyer Intent Data? Read more: What is Buyer Intent Data?
How to close a sale with twelve techniques that have been tried and tested, because closing sales is about the salesperson’s attitude as much as the sales skill. There is no doubt that sales cycles have gotten longer, and closing a sale is nearly a process in itself. What does close a sale mean?
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. Trend #2: Leveraging real-time intent data. Real-time intent data is the competitive advantage every marketer needs in their 2021 strategy.
We acquired Clickagy and launched Streaming and Custom Intent. We launched Workflows to activate market insights, buyer intent, and website activity. Signals we generate come from all over: intent from research on the B2B web, executive changes, funding alerts, website chats, and emails, to name a few.
Its no surprise that LinkedIn sales strategies have revolutionized how prospects are approached and deals are closed. Whether youre a sales professional, entrepreneur, or B2B marketer, leveraging LinkedIn can significantly increase lead generation and help you close deals faster while building trust with potential clients.
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