Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. 2: New sales or marketing leader play. 1: The funding play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

SBI Growth

FEBRUARY 29, 2024

Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.” Charting your organization’s course to GTM improvement begins with assessing your revenue growth model so you can figure out which areas need to be prioritized and align your executive leadership accordingly.

Revenue 316

Revenue Objections Course Tools 316

Product Management University

SEPTEMBER 11, 2024

Learn Targeted Skills in Small Chunks On the Go Today, Product Management University announced the availability of 15 new micro learning courses for high technology product managers in B2B. Product Management University micro learning courses are offered in live virtual, onsite and on-demand e-learning formats. Retention is higher too.

Course 105

Course Face-to-face Retention B2B 105

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better. Let’s take a look!

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. Going retro and sending people old-fashioned “boring” letters without any marketing glitz has worked well. This is hours of work, not minutes. Many of your efforts will seem to fail.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

JANUARY 13, 2022

Hopeful outcomes sound like this: Sales and marketing will learn to play nice. The smart ones will, of course, attempt to achieve these goals, but success depends on the savvy of the sales executive who’s leading the team. Of course, I’m not predicting this will happen. That Sounds Nice, But …. But I am hopeful.

Trends 356

Trends Margin Cold Calling Inbound 356

Sales and Marketing Management

OCTOBER 10, 2018

But for business, AI is having an early transformative effect on sales and marketing by helping people make better decisions and serve customers more effectively. Over the course of a seven-week A/B test scenario, overall sales increased 4 percent, which extrapolates to a $154 million annual impact in the company that conducted the test.

Case Study 319

Case Study Analytics CRM Study 319

The Pipeline

SEPTEMBER 14, 2021

The people without needs or problems, which is most of the market, will think and answer no. The other advantage of course, is the more you direct your intro, the more likely you are to narrow the possible answers. What if instead of needs or problems, you framed yourself as an outcome, a positive, desired outcome for the prospect?

Objections 339

Objections Prospecting Fashion Face-to-face 339

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. Consider how you can focus your prospecting on certain geographies, demographics or niche markets that may be busy right now. Focus On Customer Relationships.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

No More Cold Calling

DECEMBER 7, 2018

When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology. The two of them trust each other and value the relationship, so Wes didn’t need to shop the market. Of course, they’ll refer you, but you must ask.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

SalesFuel

NOVEMBER 25, 2024

SMBs need to focus on local marketing tools to promote their offerings and sales to meet their sales goals. Local Marketing Tools are Critical for SMBs in 2025 The Competition Never Tires A study by Valpak says that SMBs shouldn’t decrease their ad efforts because of inflation and higher cost of living. They need help.

Direct Mail 93

Direct Mail Tools Marketing Ideal Customer Profile 93

Zoominfo

DECEMBER 28, 2020

Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Steven Rosen

JUNE 20, 2021

As a sales leader, I would enroll in a 2-3 day leadership course offered by a well-known training organization. The reality was these courses were nothing more than a boondoggle. That is the inherent problem with leadership courses offered by big-name training organizations. The Old Way. The New Way.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Sales and Marketing Management

OCTOBER 12, 2020

A growing market suddenly became an uncertain one. After COVID-19, the picture turned far hazier, with some companies slashing spending, some putting in new controls that delay deals closing, and still others staying the course. Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Smooth Sale

MAY 23, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Market Like A Big Business On A Small Budget Scaling the marketing mountain might seem like a task reserved for the giants in the business world, but hey, even the underdogs have their days of glory.

Marketing 113

Marketing Social Media How To Small Business 113

Understanding the Sales Force

SEPTEMBER 20, 2023

Some are written by marketing experts. There seems to be a blurring of the lines between sales and marketing and that’s not useful to anyone. Should marketing understand what salespeople really do? Should salespeople understand what marketing does? Some are written by sales experts. Absolutely.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SalesFuel

AUGUST 5, 2024

How Marketers Can Use Audience Segmentation to Achieve Rich ROI What is Audience Segmentation? According to Mailchimp , audience segmentation is “a marketing strategy based on identifying subgroups within the target audience in order to deliver more tailored messaging and build stronger connections.” Marketing information (e.g.

Segment 104

Segment ROI Ideal Customer Profile Marketing 104

SalesFuel

JULY 12, 2024

Here’s how to use custom content marketing to get your clients ahead this summer. How to Help Clients Create Custom Content Marketing for the Summer Consumers are Ready to Buy This summer has been a hot one in the U.S. So, why is it that 8% of marketers go dark during the summer, according to data from effectv ? Furniture: 25.6%

Ideal Customer Profile 105

Ideal Customer Profile Marketing Customer Advertising 105

Highspot

AUGUST 13, 2024

Key Takeaways Focus on defining clear roles, aligning on a shared vision, invest in the right tooling, and always communicate Organizations that prioritize alignment with marketing are nearly 3x more likely to exceed new customer acquisition targets. In the GTM world, it’s the silos that kill successful execution. Did you know?

Sales Enablement 105

Sales Enablement Marketing Coaching Competition 105

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. And, of course, flattening the curve.). The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”. What do businesses typically do when clients stop buying and the sales pipeline dries up?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Sales and Marketing Management

DECEMBER 14, 2020

Today, this popular program creates channel brand advocates by rewarding those who view learning videos, complete in-person courses, take surveys, generate participant content (testimonials), or engage with an assigned sales/account rep (bring them in on a joint sale). A closer look at a sales training incentive program. their skills.

Incentives 295

Incentives Incentive Training Channels 295

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Of course, roles vary based on the size, scope, and scale of the organization. 76% percent of BDRs report to sales over marketing. In addition, BDRs relay customer feedback and market trends to internal teams.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Smooth Sale

DECEMBER 18, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: The Long-Lasting Impact of Sensory Marketing Do your marketing efforts focus on audio-visual presentations, such as print ads, radio spots, and videos on TV and the Internet? Author Bio: Natalie Whited is the VP of Marketing at Orbus Visual Communications.

Marketing 78

Marketing Influencer Loyalty Hiring 78

Sales and Marketing Management

FEBRUARY 11, 2021

Of course, it takes leadership to drive a company's culture. Of course, as you likely have discovered, business leaders need to be more flexible. While each component is essential, we need to look beyond individual elements to something all-encompassing that drives a company to achieve. It's the culture. .

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Zoominfo

MARCH 8, 2021

Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). When marketers look over a lead’s qualifications, they examine their engagement with the brand along with their b udget, a uthority, n eeds, and t imeline (BANT). Instead, it’s a chase.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Zoominfo

FEBRUARY 8, 2021

The pandemic pushed companies to install a massive amount of back-office tech for collaboration, payroll, esignatures, and of course web conferencing. In addition to the large amount of back office tools, companies in 2020 needed to shift their go-to-market strategies to sell the new products they had just released. New Products.

Trends 230

Trends Trade Show Retail B2B 230

Zoominfo

JANUARY 8, 2021

The wave continued with another dip in July for both markets. At times like these, market expansion (one of the four quadrants that make up ZoomInfo’s go-to-market framework) can hint at the health of a company’s financial state, partly due to the potential for sales increases and customer growth.

Face-to-face 246

Face-to-face Travel Report Data 246

Sales 2.0

JULY 17, 2019

One thing I consistently found along this journey was that much of the traditional sales “wisdom” (at least pre-2000’ish) was almost 180 degrees off course and that doing the opposite to the wisdom was often the best thing to do. Along the way I read every sales book I could find and then over time became friendly with many of the authors.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Lead gen occurs within the second stage of a marketing funnel—meaning it happens after marketers have attracted an audience and are ready to hand them over to the sales team. What does a “good lead” look like anyway? What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

DECEMBER 15, 2020

And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. B2B Tips for Sales, Marketing, Recruitment, and More. These signals alert sales and marketing teams to recognize their pain points and take the next step in putting them through the pipeline.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Smooth Sale

AUGUST 12, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Leverage Email Marketing to Build Customer Relationships for Growth Email marketing can be a cornerstone for building and maintaining strong customer relationships in today’s digital landscape.

Email Marketing 106

Email Marketing Customer Marketing Loyalty 106

Smooth Sale

SEPTEMBER 11, 2024

Marketing is one of the most effective ways to grow your business and customer base. If you don’t market your business, people can’t find out about it. Effective marketing isn’t simply telling people about your brand; good marketing means making it appealing and applicable to people. First, think about your niche.

Marketing 96

Marketing How To Social Media Hiring 96

Zoominfo

AUGUST 11, 2020

Building out ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term. Ideal client profiles are crucial for any account based marketing (ABM) strategy, and are important for understanding your customers better.

Ideal Customer Profile 246

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