The Pipeline

JANUARY 26, 2021

Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. As we have explored in a different context, the answer is not always more prospects. This will allow you to generate more revenue without necessarily having to add volumes of prospects. By Tibor Shanto.

Churn 310

Churn Quota Margin Exercises 310

Zoominfo

DECEMBER 20, 2024

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.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect. Effective:?

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Zoominfo

OCTOBER 25, 2024

Early Mornings Weakest for Demos While not terribly surprising, we found strong confirmation that demos are typically not how prospects want to start their days. ZoomInfo SVP of Sales Development Brian Vital says sellers should always ask for the soonest meeting possible while respecting the prospect’s time.

Software 130

Software Software Scale Cancellation 130

Zoominfo

SEPTEMBER 24, 2024

Combining first-party customer and prospect data with trusted, high-quality B2B data partners — especially providers who can incorporate an additional layer of advanced signals — takes the effectiveness of signal-based marketing to another level. Deploying AI at scale, however, requires AI-ready data.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

SalesFuel

MARCH 3, 2025

If your client has attracted a prospective buyers attention to the point of checking reviews, dont let the process end there. Online Review Sites Consumers have expectations when it comes to local businesses. Review Formats Consumers are hungry for information about local businesses. 27% of consumers watch them.

Revenue 52

Revenue Lead Rank Lead Scoring Consumer 52

Sales Hacker

DECEMBER 10, 2024

Roth’s journey began as a 23-year-old failed entrepreneur, fresh from a stint pedicabbing in the French Quarter of New Orleans for cash after his consumer product startup fizzled out. It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process.

Scale 111

Scale Hiring Insurance Insurance 111

Sales and Marketing Management

JANUARY 16, 2019

These factors converge to present an opportunity – and challenge – for B2B merchants: adopt an omni-channel sales approach or miss out on significant revenue. This comprehensive experience is becoming more important: nearly 50 percent of buyers make business-purchases via the same apps and websites used for consumer shopping.

Channels 259

Channels Social Media Consumer Lead Rank 259

Zoominfo

FEBRUARY 26, 2021

We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities. Automation is perfectly suited to handle these tasks which in turn, increase sales and revenue.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

DiscoverOrg Sales

DECEMBER 4, 2017

Because it’s time-consuming to create and frequently overlooked, it is imperative that you streamline content creation, refresh content to keep it relevant, and throw out unnecessary content. Finding the right contact – and context – for sales outreach is time consuming. Decrease research time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

DECEMBER 6, 2024

For teams managing large datasets and complex workflows, ZoomInfo Operations provides advanced automation to eliminate time-consuming manual tasks. It simplifies and automates complex data tasks, enabling revenue operations teams to cleanse, connect, and orchestrate data. Focused functionality for B2B revenue operations processes.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

OCTOBER 27, 2020

Personalization happens when a marketer or salesperson can take a piece of content and make it more useful for a specific prospect or customer.” – @ducttape Find more #personalization quotes on the blog: [link] pic.twitter.com/U3ENGnZyMu — ZoomInfo (@ZoomInfo) October 10, 2018. Benefits Of Personalization In Marketing.

B2B 246

B2B Marketing Segment Scale 246

Zoominfo

MARCH 17, 2025

Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

No More Cold Calling

JUNE 22, 2017

It’s complicated and time-consuming. Inconsistency: You record huge differences in revenue from one sales rep to another, and from one area to another. Know where the revenue potential exists so you can make informed decisions about how to invest and where to deploy your resources. And is it really necessary?

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Hubspot Sales

FEBRUARY 22, 2021

A lot of revenue was lost in the unadulterated chaos, unspeakable tragedy, and frantic scrambling that characterized this past year — and now, we're stuck picking up the pieces. Recovering lost revenue is a tall order, but it's still totally doable. Sometimes the blame for lost revenue doesn't fall squarely on your sales team.

Revenue 139

Revenue Hiring Sales Qualified Lead Lead Generation 139

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. Also, the CPM or cost per impression of digital campaigns coupled with stringent global compliance laws and email regulations has made targeted marketing solutions an irresistible avenue to reach prospects. Utilize Intent Data. This is a no-brainer.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Targets Demand Generation B2B 271

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting.

B2B 277

B2B Intent Signal Customer How To 277

Sales and Marketing Management

DECEMBER 15, 2017

In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Prospects expect cold calls and emails to be personalized. Allow sales to prospect intelligently. Reduce time spent on research. Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Highspot

FEBRUARY 28, 2025

Artificial intelligence (AI) is transforming how sales teams operate, with AI-enabled teams seeing 83% higher revenue growth than teams not using AI. Increase selling time Time-consuming admin work is one of sales biggest challenges. The key is knowing exactly where AI can have the biggest impact. The solution?

Sales Enablement 52

Sales Enablement Revenue Hiring Sales Cycle 52

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s also important to determine the lifetime value a customer brings and create loyalty efforts based on long-term revenue estimates. Market expansion. Build Loyalty.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

MARCH 11, 2019

Consumers are savvy: They research, read reviews, and often have more touchpoints throughout the sales process than ever before. Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers.

CRM 289

CRM Lead Scoring Lead Rank Data 289

Cincom Smart Selling

FEBRUARY 20, 2025

Your reps are chasing leads and engaging prospects, but they are not able to close deals on a positive note. In this article, you will discover how CPQ automation transforms sales efficiency, the hidden costs of manual quoting, and the revenue impact of automation. How Does CPQ Automation Transform Sales Processes and Boosts Revenue?

Revenue 48

Revenue Scale Margin Lead Rank 48

Hubspot Sales

AUGUST 27, 2024

AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends. Competition-Based Pricing This strategy focuses on the going market rate for a company’s products and services without accounting for product costs or consumer demand. Up to 5% margin growth.

Strategy 103

Strategy Margin How To Lead Rank 103

Zoominfo

NOVEMBER 29, 2018

Today, we show you 26 B2B personalization statistics: Your prospects and customers want personalized content. Over 78% of consumers will only engage offers if they have been personalized to their previous engagements with the brand ( source ). Luckily, as technology advances, it’s easier for marketers to personalize their efforts. .

B2B 214

B2B Marketing Retail Consumer 214

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. Additional related topics being consumed above normal rates included Sick Leave, Health and Safety, and Safety Supplies.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Hubspot Sales

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Researching Your Prospect During the Call Researching your prospects while youre on the phone with them is better than not researching them at all but barely.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

Zoominfo

MARCH 8, 2024

One of the key promises of generative AI for business is the ability to eliminate time-consuming, manual research and prospecting tasks for frontline go-to-market professionals. However, even exceptional salespeople rarely have time to read the fine print of a prospect’s latest 10-K, and for good reason.

Prospecting 130

Prospecting Insurance Insurance Scale 130

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting.

B2B 246

B2B Intent Signal Customer How To 246

No More Cold Calling

DECEMBER 7, 2018

You get leads, your prospect gets your expertise, and your referral source gets a reputation as someone with a network of experts. If anything, the referral source is doing a favor for your prospect by saving them the time and resources they would have spent looking for an expert like you. But with referrals, everyone wins.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

Allego

AUGUST 23, 2022

We are pleased to announce that Allego has been recognized as a Representative Vendor in the 2022 Gartner Market Guide for Revenue Enablement Platforms. Revenue enablement platforms, formerly sales enablement, provide key functionality enabling resources that generate revenue via content, training and coaching.”.

Revenue 117

Revenue Face-to-face Marketing Vendor 117

Hubspot Sales

JULY 31, 2024

How digital payments solve cash flow problems: Digital payments are processed quickly and streamline incoming revenue for accounts receivable. As more B2B companies adopt a product-led growth model, they realize what a game-changer it is to hand over the keys to your prospective buyers. Consumer expectations have shifted.

Small Business 105

Small Business Small Business Lead Rank Cold Calling 105

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: To improve prospecting, relevance is key.

Ideal Customer Profile 124

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 124

Zoominfo

AUGUST 18, 2020

Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? So, what are the things that stand in the way of a salesperson actually getting in contact with a prospect? Researching Prospects. Identifying prospects.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. in sales revenue ( source ). Quick implementation: You can forget time-consuming installation processes. 2. The rise of big data. 3. Automation becomes standard.

B2B 225

B2B Social Media CRM Social Selling 225

KLA Group

OCTOBER 18, 2024

Email prospecting remains one of the most effective ways to engage potential B2B clients. However, writing personalized emails at scale can be time-consuming, especially when trying to avoid generic, templated messages.

B2B 98

B2B Scale Prospecting Data 98