Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Alice Heiman

NOVEMBER 5, 2024

11:54] Importance of a Structured Sales Framework The critical role of a formal sales framework and accountability in scaling and managing sales efforts effectively. [12:40] 12:40] Strategic Partnership and Lead Generation Jay emphasizes the importance of strategic partnerships and localized lead generation in scaling the business. [14:24]

Scale 62

Scale Software Software Networking 62

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. By analyzing vast amounts of information in real time, these tools provide a competitive edge that manual processes simply can’t match. The downside?

Software 211

Software Software Tools Hubspot 211

Zoominfo

JANUARY 29, 2025

Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Its the engine that powers prospecting, personalization, and pipeline generation. The world of B2B sales and marketing is at an inflection point.

B2B 130

B2B Intent Signal Scale Marketing 130

Act!

APRIL 9, 2025

You cant survive in a competitive market if you dont grow your business. In this article, well discuss the ins and outs of how to scale a small business for long-term growth and success. How to scale a business: 4 practical strategies If youve been planning to take your SMB to the next level , youre already familiar with the basics.

Scale 52

Scale Lead Rank Lead Scoring Strategy 52

No More Cold Calling

JANUARY 31, 2025

Myth #2: Referral selling cant be scaled. 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. Theyre your competitive edge. Cold outreach is a slog.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Sales Hacker

DECEMBER 10, 2024

Former Levelset CRO Martin Roth takes you behind the scenes of scaling a company from $0 to over $25 million ARR and a successful exit to Procore. However, his competitive spirit and willingness to learn fueled his determination to succeed. I’m competitive. As he puts it, “I like to win. 1 to 10’s really hard.

Scale 111

Scale Hiring Insurance Insurance 111

Zoominfo

DECEMBER 20, 2024

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. Advanced Search Functionality : Pinpoint prospects with precision.

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

FEBRUARY 11, 2025

Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. AIs ability to fuel massive scale is applied to good data and bad data equally, magnifying the negative impacts of inaccurate data at an unprecedented scale. The list goes on. The reason?

Strategy 147

Strategy Scale Marketing CRM 147

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in. Spend more time with customers and less time prospecting. Prioritize referrals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. A competitive win rate indicates sales is proficient in closing deals.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 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. ZoomInfo Copilot users offer further proof of whats possible when AI is integrated at scale.

Survey 130

Survey Forecasting Lead Scoring Lead Rank 130

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. Before ZoomInfo, sales reps connected with prospects just 23% of the time. The results?

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

No More Cold Calling

MAY 17, 2019

To receive referrals at scale, you must ask for referrals at scale. A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. Referred prospects trust salespeople, because they trust the referrer, and that trust gets transferred.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

SEPTEMBER 20, 2018

Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. At least not at scale. So, guess how reps choose to spend their sales prospecting time? At least not at scale. It may seem obvious, but if you don’t ask, you don’t get. The Referral Metrics That Matter.

Referrals 258

Referrals Scale Cold Calling Social Media 258

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Zoominfo

DECEMBER 20, 2024

These powerful apps help businesses of all kinds address critical gaps in their technology stacks, grow quickly while maintaining data quality, reach new markets and new industries, launch new products, and keep growing sustainably in the face of stiff competition. With ZoomInfo, exporting enriched data into Salesforce is quick and easy.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

DECEMBER 6, 2024

The Power of Automation in Lead Management In competitive markets, efficient lead management is crucial. The platform includes features for deduplication, standardization, and real-time data processing, ensuring data hygiene and efficiency at scale. Openprise integrates with popular CRM and marketing automation systems.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Scoring 297

Zoominfo

JANUARY 16, 2025

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. Declared Intent : The most actionable form, where a prospect explicitly requests a demo or more information. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Zoominfo

JULY 13, 2021

These plays will then be scaled to strengthen your entire go-to-market engine and drive your team’s success. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. It’s not just go-to-market teams that benefit from Conversation Intelligence.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

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 Scoring 130

No More Cold Calling

OCTOBER 4, 2018

I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. Referrals Don’t Scale. That’s how referrals scale. Let me clarify. How would you rather work?

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales Hacker

MARCH 30, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Create healthy competition within your team using leaderboards and contests. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Motivate with gamification and incentives.

Cold Calling 72

Cold Calling Scale Microsoft Ideal Customer Profile 72

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. Basically, it’s like ICPs but on a larger scale. When you can see where the competition missed the mark, you can make sure your company can fill that void. What would you change about our platform?

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Zoominfo

APRIL 2, 2025

The Systems Advantage in Go-to-Market Execution Go-to-market teams that apply systems thinking to their data strategy gain distinct competitive advantages: Revenue Acceleration: When data flows seamlessly across systems, prospects move through your pipeline more efficiently than in fragmented data environments.

System 130

System Enterprise Enterprise Data 130

Zoominfo

NOVEMBER 11, 2020

One of the biggest challenges organizations continue to face with ABM is not having the right, easily accessible data at their disposal to scale ABM campaigns. We handle roughly 80 accounts of both existing customers and prospects, with an average of around 15,000 employees in each account. So, how’d they do it? Next up, Scoops.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Zoominfo

NOVEMBER 3, 2020

It takes planning and strategy to execute on such a large scale. It all starts with marketing operations preparing lists of thousands of prospects for the SDRs to contact. Newly adopted campaigns enable the marketing team to generate even more MQLs and further scale Demo Day’s capabilities. So, how do we do it?

Lead Rank 246

Lead Rank Marketing Qualified Lead Sales Qualified Lead Demand Generation Targets 246

No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. But they do scale. No more than 20.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

Zoominfo

MAY 17, 2018

Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ). Since your reps work closely with prospects, they have valuable information that can be helpful when it comes to constructing your sales forecasting process. Have reps conduct their own forecasting.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

No More Cold Calling

OCTOBER 5, 2017

And unless asking for referrals is an organization’s #1 outbound prospecting strategy, sales teams will revert to their old habits: cold calling and occasionally asking for referrals to “anybody.”. Referrals don’t just happen, at least not at scale. Referred prospects actually want to hear from your team.

Referrals 279

Referrals Top of Funnel Account Scale 279

Jeffrey Gitomer

MARCH 19, 2019

If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? Your strategy should be to make the preliminary call at the prospect's place of business. There are 10.5

Sports 250

Sports Scale Proposal Call-back 250

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. Prospecting is either HOT or cold … period.

Referrals 228

Referrals Scale How To Lead Scoring 228

Vengreso

NOVEMBER 19, 2024

The advantages of AI-driven sales tools are manifold: Efficiency Boost: Automate tasks such as data entry , scheduling, and follow-ups, freeing up sales reps to engage with prospects. Scalability: AI sales assistants can handle large volumes of sales data and scale effortlessly with the growth of the sales team.

Software 114

Software Software Scale Sales Qualified Lead 114