Zoominfo

SEPTEMBER 10, 2021

Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts. It’s not just sales reps who are put at risk from non-data-based sales forecasting. To succeed, you must teach your sales reps how to build forecasts with data. This has to change. No clear and obvious objections.

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

Zoominfo

JULY 3, 2020

The answer: data. But not just any kind of data. Behavior and intent data are two of the obvious choices, but there are different sources of data that can tell you a whole lot more about an account. Let’s explore firmographic and technographic data. What is Firmographic Data and How Do You Use It?

Data 195

Data Account Based Marketing Demographics Segment 195

Sales and Marketing Management

NOVEMBER 9, 2020

From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . Dive Into the Demo, Not the Deck. Neither demo nor deck is an opportunity to “do what we’ve always done.” Mind the CFO.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Zoominfo

JANUARY 18, 2021

It’s time to give your CRM strategy a data-driven makeover. Whether it be an existing customer, a past customer, or a potential one, CRM tools are geared towards managing those relationships and leveraging the data in order to improve future interactions. In other words, how do you make the data make sense?

CRM 204

CRM Data Ideal Customer Profile Strategy 204

Zoominfo

DECEMBER 15, 2020

Find More Selling Opportunities with Buyer Intent Data. Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance. Our post, “What is Buyer Intent Data? Read more: What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

APRIL 9, 2024

Many marketers and frontline salespeople are turning to real-time intent data as a competitive edge in their pursuit of strong leads and motivated buyers. Having a sophisticated range of intent data available from a single source of truth can be a powerful advantage.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Zoominfo

JUNE 19, 2024

Thankfully, there are data-driven insights that improve cold calling outcomes if you apply them. Our Methodology To determine the best days for cold calling, ZoomInfo analyzed data on more than 1.4 Tuesday calls also drive the most demos, along with Wednesdays. Wednesday Wednesdays are the second-place cold calling day.

Cold Calling 130

Cold Calling Data Call-back Decision Maker 130

Zoominfo

SEPTEMBER 1, 2021

Consider the data: According to HBR , if you don’t respond in 5 mins, the probability of establishing contact decreases by a whopping 400%. Embed scheduling into your contact and demo forms. Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves. Need proof?

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Sales and Marketing Management

OCTOBER 10, 2018

One factor is the availability of data and the evolution of technologies that make it easier to harmonize information and deliver insight. CRM data is typically underused, but now it’s possible to integrate CRM data with other internal data sources and even unstructured data for analysis.

Case Study 319

Case Study Analytics CRM Study 319

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). Paste that data into CRM. The 4 Main Data Points of Lead Qualification. Like many B2B SaaS businesses, this company has a product demo as part of its marketing and sales funnel.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Zoominfo

FEBRUARY 8, 2024

Make Every Seller Your Best Seller with ZoomInfo Copilot Request a Demo AI tools are revolutionizing modern go-to-market teams, transforming the way they work with unmatched efficiency and seamless automation. No more manual researching, data logging, or guessing which accounts are ready to buy. Sell Smarter. Win Faster. Win Faster.

Data 130

Data Lead Rank Lead Scoring Ideal Customer Profile 130

Sales Hacker Training

JANUARY 7, 2025

Fred Viet: Is we spend too much time on, especially on the tech, about the demo. They were just demoing a product without selling the value. So they cannot demo it. And then they do a very brief demo. But the race is they’ve got a bigger impact at customer than just demoing the product. They ask questions.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Zoominfo

SEPTEMBER 20, 2022

For revenue operations leaders, that means a foundation of high-quality data is only a starting point. To ensure your company can grow and thrive in an unpredictable economy, you need go-to-market data that changes as fast as your total addressable market.

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Decision Maker 130

Zoominfo

MAY 23, 2023

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.

Intent Data 130

Intent Data Intent Account Data 130

Zoominfo

JANUARY 12, 2024

To put those plans into action, Smartsheet is partnering with ZoomInfo to leverage advanced customer acquisition techniques fueled by best-in-class data, timely market signals, and tight alignment across go-to-market teams. We use firmographic, contact, and behavioral data to deliver a more personalized experience,” Bennett says.

Data 130

Data Maximizer Lead Rank Sales Qualified Lead 130

Zoominfo

JULY 30, 2020

In part one of our inside look series, we’re going to show you how we’re using data and CRM systems to drive genuine effectiveness. GTM motions create momentum, not disruption, through data. Data is the end-all-be-all maestro behind the people, processes, and technologies that are part of your GTM success. We’re serious.

Lead Rank 213

Lead Rank Lead Scoring Marketing Qualified Lead Sales Qualified Lead 213

Zoominfo

MARCH 28, 2023

Today’s most dynamic companies rely on an intricate series of data-driven processes to stay competitive. From customer insights and lead capture to business intelligence and beyond, a high-quality data flywheel is the essential system that makes efficient growth possible. With a comprehensive data management system.

Data 130

Data Government Policies System 130

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. But not all intent data is created equal. There are many types of intent data, and an array of providers. How Do I Know Which Intent Data is Trustworthy?

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Zoominfo

AUGUST 1, 2023

Without a trustworthy, reliable data foundation, even the most sophisticated generative AI systems will not only fall short of expectations — they could actually supercharge routine error, scaling costly mistakes across a company. Start thinking about your data as an infrastructural element of your technology stack,” Schuck says.

Data 130

Data B2B Harvest Scale 130

Zoominfo

NOVEMBER 8, 2023

This is where traditional CRM systems, which often contain a patchwork of inaccurate or incomplete data, can fall short. By automatically appending engagement-ready records for the entire buying committee, data teams can transform their CRM from a static data repository to an actionable source of truth. What is Data Enrichment?

Data 130

Data Ideal Customer Profile Decision Maker Sales Qualified Lead 130

Zoominfo

DECEMBER 18, 2023

To make those plans a reality, businesses need to leverage the most complete, accurate, timely data available, delivered in flexible formats and powerful computing environments. But first, companies must ensure they’re far enough along the curve of data maturity to give their AI investments a fighting chance.

Data 130

Data Lead Rank Penetration Analysis 130

Zoominfo

MARCH 31, 2023

Having good data is no guarantee that a business will make good decisions. But being saddled with low-quality data at the most critical points of strategic decision-making is a recipe for failure — and a lot of lost money. Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year.

Data 130

Data Government Decision Maker Lead Rank 130

Zoominfo

FEBRUARY 10, 2021

Conversely, data only activates two brain regions. He told me the other day that their sales productivity is way up, and they’re doing 10 times more demos. Storytelling like this delivers visual, relatable outcomes for prospects (in the form of increased sales productivity and demos ). You’ve invested in a great CRM.

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

JANUARY 9, 2023

We track funding data within the ZoomInfo platform. Business intelligence software and consulting services became much more necessary to make data-driven decisions and help companies understand their performance in an uncertain market. Schedule a demo to see how. What does that three-year swing mean for what’s ahead in 2023?

Data 130

Data Software Software Microsoft 130

Zoominfo

AUGUST 14, 2020

Because data doesn’t lie , at ZoomInfo, we like to convey the performance metrics we quantify and try to make incremental improvements toward every new rep. . 250+ inbound demos booked 225+ opportunities created. That comes from the 175+ outbound-sourced demos we book every day. I looked back to September 24th, 2019.

Hiring 200

Hiring Lead Rank Lead Scoring Outbound 200

Hubspot Sales

DECEMBER 7, 2023

Now you know there’s some data and reasoning behind increased Q4 sales, here are top tips to help you score more deals. Work backward from these numbers to determine the number of demos, discovery calls, and connects you’ll need to make by month, week, and day. Leverage data-driven insights. Demo in bulk. Set a goal.

Data 122

Data Discount How To Quota 122

Zoominfo

SEPTEMBER 7, 2021

Speaking of the bottom-line, your preparation for selling to the C-suite should include lining up all your data points about the economic impact of the buying decision and the expected ROI. Chorus.ai’s analysis of sales meeting data shows that in the second quarter of 2020 — when the COVID-19 crisis in the U.S.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. A lead magnet can be anything from gated content like ebooks, whitepapers, e-newsletters or consultations, to free product trials, free tools, demos, or samples.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

JULY 23, 2020

Leveraging our own data, we reroute inbound demos to the AE most suited to help a specific customer based on attributes we have collected. Give them a product demo. A good way to keep a warm lead engaged is by offering them a product demo. If we miss them, we call up to 7 more times that day.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 246

Hubspot Sales

JUNE 24, 2024

In the call or demo, I can gather more information to further qualify potential clients and lay the groundwork for new business. Crafting the Perfect Pitch/Demo After I’ve qualified my leads, it’s time to move on to a product demo or sales pitch. Here are the steps I take to get the most out of demos. Personalize demos.

Ideal Customer Profile 119

Ideal Customer Profile Sales Qualified Lead Data Top of Funnel 119

Zoominfo

APRIL 29, 2020

If you can find this data, look for: who you already know contacts and companies that are a great fit for your product or service attendees to contact ahead of time. Or you had to pay for a one-time use of a still-limited list of contact data. You can also advertise free demos or other promotions. Also, not ideal. Call cadence.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. But here’s the catch: many marketing teams are flooded with disconnected data points and siloed insights, struggling to understand what truly drives customer behavior.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

MAY 5, 2021

According to Pew Research Center , 79 percent of adults assert they are very or somewhat concerned about how companies are using their collected data. Years ago, marketers primarily segmented their audiences by age range—mainly because the data to get super granular didn’t exist back then. “As Trend #1: Getting Granular.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Zoominfo

AUGUST 4, 2020

Interest can be as subtle as browsing your company website, or as overt as requesting a free demo of a product. Using intent data from auto-sites, a local dealership is able to get retargeting ads to receive special rebate offers available only to newsletter subscribers. Identify Data Points. As always, data is important here.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Sales and Marketing Management

APRIL 28, 2019

Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. As you continue testing, keep a record of the data you’ve collected so you know what to change the next time around.

Video 214

Video Closing Scale Face-to-face 214

Zoominfo

FEBRUARY 5, 2021

A sales rep walks them through a product demo. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers. Reps can gather information about prospects via first-party data, such as their activity on your website (the pages they visited and how long they stayed). Are there more than one?

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

JANUARY 6, 2021

They help improve customer experiences and boost customer retention with ever-progressing data analytics features. If your personalization isn’t data-driven using CRMs, it’s time to rethink your content strategy. CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more.

Trends 246

Trends CRM Top of Funnel Marketing 246