Zoominfo

FEBRUARY 20, 2025

A clear competitive edge for those who embrace Go-to-Market Intelligence. Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. Enterprise users saw even greater gains, reporting 89% larger deals thanks to expanded buying committees and multithreaded outreach.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. A large enterprise can have hundreds of entities worldwide. Thats the real win: turning a once-overlooked blind spot into a competitive advantage.

Data 130

Data Revenue Scale Territories 130

Zoominfo

APRIL 15, 2025

These tools help streamline day-to-day tasks and offer actionable insights into prospect behavior. Larger Deal Sizes : 70% reported an increase in deal size, likely attributed to better prospect insights and tailored outreach. Higher Win Rates : AI-powered tools contributed to a 76% increase in win rates.

Survey 130

Survey Forecasting Lead Rank Lead Scoring 130

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Instead of building tools that fit your specific needs (and budget), they focus on enterprise-level solutions with sky-high price tags. While small and mid-market businesses (SMBs) represent 43.5%

Enterprise 52

Enterprise Enterprise Proposal Sales Qualified Lead 52

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

The Pipeline

MAY 18, 2021

It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. By Tibor Shanto. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

OCTOBER 2, 2014

When it comes to communicating with clients and prospects—building the kind of relationships that increase sales and revenue—there’s simply no gadget, gizmo, or automated process that can replace the power of a real human connection. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

MAY 27, 2014

Your buyer will move on to your competition—after trashing your reputation and brand on social media. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. Associations Enterprise Sales Management Salespeople Small Business' Be Realistic.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

Cincom Smart Selling

NOVEMBER 23, 2020

The entire enterprise serves the customer, so it only makes sense for the entire enterprise to embrace the digital-selling experience. Digital Selling for the Whole Enterprise. Let’s take a look at what it means to extend this concept to other areas within the enterprise. Do we know where the competition is installed?

Enterprise 118

Enterprise Enterprise Segment Education 118

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. Account based sales development only works if reps get in the door and meet with their ideal prospects. Prospects expect to hear from your team when they’re referred. Shortens prospecting time by at least 20 percent. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

SBI Growth

APRIL 6, 2013

Simply put, my LinkedIn Network is more valuable to the competition.”. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. How many ideal company prospects are located in their territory?

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Hubspot Sales

SEPTEMBER 23, 2020

Solutions that help sellers focus on the best prospects, engage more effectively, communicate value, close, and renew have led to more effective (and efficient) sales teams. Leveraging this type of ecosystem is even more important in the enterprise-level sales space. RingCentral (US) — cloud enterprise two way sync caller.

Enterprise 133

Enterprise Enterprise NetSuite Hubspot 133

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Lead mining software offers a competitive edge by: Maximizing existing data by uncovering hidden opportunities within your current customer base and historical data. There are many lead mining tools and platforms available today.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. There is no other sales prospecting strategy that can claim these results. Think again.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Hubspot Sales

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. Someone interested in paying you $100k annually likely won’t follow the same sales process as a prospect interested in a $50 monthly plan. How Enterprise Sales Differs from SMB and Mid-market Sales.

Enterprise 116

Enterprise Enterprise Marketing Buyer Persona 116

No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? there’s both a biological and competitive advantage for being in another person’s presence. Associations Enterprise Sales Management Salespeople Small Business' A 27-year-old told me, “There’s nothing like meeting face to face.”

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. Selling in the Orange—Online Prospecting. You see an example of an enterprise software rep’s network.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. What is an enterprise CRM software? Enterprise CRM vs. SMB CRM.

Enterprise 116

Enterprise Enterprise CRM NetSuite 116

No More Cold Calling

SEPTEMBER 1, 2016

More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals. No other prospecting method competes with referral sales strategies.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

Zoominfo

JULY 13, 2021

We acquired Everstring , a leader in Data-as-a-Service for the enterprise. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. Chorus is also the technology leader in the category, with seven times more patents than the nearest competition.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

JULY 8, 2021

Delivering our data, insights, and technology enables sellers and marketers to be more effective and efficient when they are engaging with prospects and customers and building demand and lead generation campaigns.” Previously, these same sales reps needed to leave their home base to search for prospects and build opportunity pipelines.

Data 246

Data Microsoft Decision Maker CRM 246

SBI Growth

DECEMBER 5, 2013

Most important items to remember – screen and select on competencies and pay on a competitive scale. Having an enterprise-wide Customer Master File (CMF) is the ideal first step. Having a clear understanding of your ideal customers and prospects is essential to success. Without the right team, all else suffers.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Zoominfo

NOVEMBER 11, 2020

We handle roughly 80 accounts of both existing customers and prospects, with an average of around 15,000 employees in each account. With access to intent data , we get in front of the prospect not just when we’re evaluating vendors but also when we’re researching a problem. No other account managers have the same treatment.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Nutshell

JUNE 11, 2021

Let’s all agree that differentiating yourself from your competition is one of the most important things you can do as a B2B organization. . When a prospective customer arrives at your site, they’re not necessarily looking for a feature. The post 4 tips on differentiating from your competition appeared first on Nutshell.

Competition 113

Competition Top of Funnel Case Study Buyer Persona 113

Allego

JULY 26, 2022

For that time, learning management system (LMS) software was ideal for enterprise learning and development, including sales training. It allows you to provide organizational knowledge, learning, coaching, and content to the field to gain—and keep—a competitive advantage in a buyer’s world. Just-in-Time Learning. Coaching and Feedback.

Competition 117

Competition Collateral Software Software 117

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? That’s where market intelligence comes in.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

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

Ideal Customer Profile 124

Ideal Customer Profile B2B Tools Prospecting 124

No More Cold Calling

JUNE 15, 2017

My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Even though I lost this deal, I won the trust of my prospects—and earned the right to ask for referrals. You learn something.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

OCTOBER 4, 2018

Equally important, they need to know the business reason to refer you—that you have something valuable and relevant to offer the prospect. Find out how they know your prospects, what’s important to your prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

Zoominfo

DECEMBER 6, 2024

The Power of Automation in Lead Management In competitive markets, efficient lead management is crucial. Leadspace identifies high-potential prospects and delivers actionable intelligence to sales and marketing teams. By treating the enterprise application stack as a single system, Syncari ensures data consistency and accuracy.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Vengreso

NOVEMBER 12, 2024

By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. Read it: How to Use the Tech Stack for Competitive Intelligence.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Sales and Marketing Management

FEBRUARY 25, 2019

With competition so immense, and the chances of failure so high (at a rate of 95 percent, to be exact), attention should be paid to delivering value to your target audience. By doing so, they’re in a much better position to attract the right prospects and gain market shares in their respective targeted segments. Clearing the Field.

Lead Rank 214

Lead Rank Lead Scoring Consumer Exact 214

Janek Performance Group

APRIL 15, 2025

As companies navigate increasing uncertainty and competition, mastering the art of sales forecasting has never been more important for sustained success. This agility can be an essential competitive advantage in fast-moving markets. more likely to hit quotas. This technique helps quantify the impact of different factors on sales.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

Pipeliner

JANUARY 29, 2025

The owner eventually sold the business for a substantial profit, illustrating the potential of geofencing to turn around struggling enterprises. As the landscape of advertising continues to evolve, geofencing stands out as a powerful tool for small businesses looking to thrive in a competitive market.

Video 95

Video Advertising Advertising Marketing 95