DiscoverOrg Sales

JANUARY 10, 2018

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. The Scoop also includes a direct-dial phone number and verified email address , so it’s a piece of data they could take immediate action with.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Zoominfo

OCTOBER 25, 2024

Key Takeaways: We analyzed more than 100K product demos to find the most productive days and times. have the best chance of a completed demo. Thursdays are the best overall day for a completed demo. So what’s the most effective day and time to schedule a virtual product demo? Software demos conducted between 2-4 p.m.

Software 130

Software Software Scale Cancellation 130

Zoominfo

SEPTEMBER 10, 2021

Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts. That means more than half of your reps are putting themselves in a position where they have an inadequate view of the prospects in their pipeline. To succeed, you must teach your sales reps how to build forecasts with data.

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

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

Sales and Marketing Management

AUGUST 28, 2020

Here are some ways that sales teams can remain productive and maximize opportunities with prospects. . One of the most apparent challenges when working remotely is making that all-important connection with a prospect. Virtual Demos and PoCs. If you’ve reached this phase in sales prospecting, it’s go time.

Software 177

Software Software Skype Transportation 177

The Pipeline

SEPTEMBER 4, 2018

What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls. The number one barrier to prospecting success is our willingness to put a well-thought-out plan into practice or action. World Series Of Prospecting. No Practice.

Prospecting 228

Prospecting Cold Calling How To Webinar Metrics 228

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

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

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 23, 2020

Business leaders understand that data is the critical heart of growth and expansion. But there’s data, and then there’s data. It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. This is data too. Data Quality and Management.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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%. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. Embed scheduling into your contact and demo forms.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

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

You’ve got a killer product, a clear value prop, loads of customer proof and an airtight list of good-fit prospects. Thankfully, there are data-driven insights that improve cold calling outcomes if you apply them. ZoomInfo analyzed more than 1 million sales calls to find the very best days to reach out to your cold prospects.

Cold Calling 130

Cold Calling Data Call-back Decision Maker 130

Zoominfo

FEBRUARY 10, 2021

Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Your prospects Are Wired for Storytelling. Conversely, data only activates two brain regions. And that makes sales pitches more engaging – for both you and your prospects.

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

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

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. But all data sets are not created equal.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

Zoominfo

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. But all data sets are not created equal.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. Plus, see actual cold email exchanges that resulted in me scheduling a demo. The “Five by Five” method.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Zoominfo

FEBRUARY 26, 2021

You’ve felt the pain too, sales teams struggle to keep up with data entry, quote generation, and other tasks that take them away from selling. The rise of B2B sales automation is directly correlated with the operationalization of data. 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

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

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

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

FEBRUARY 8, 2024

And dive into stories of how Copilot users have transformed their prospecting playbooks with intelligent account summaries, personalized email outreach, and real-time prospecting alerts that keep them ahead of the competition. No more manual researching, data logging, or guessing which accounts are ready to buy. Sell Smarter.

Data 130

Data Lead Rank Lead Scoring Ideal Customer Profile 130

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. Good content attracts prospects, it’s as simple as that.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 246

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. While your industry has likely been affected by this too, building out a strategy for virtual events can be a great way to attract prospects.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. It’s when prospects should be convinced that your product or service will resolve their challenges. Offer a demo to every decision maker. Qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

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

No More Cold Calling

AUGUST 30, 2018

Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Reps fool themselves into believing that they’re not sending cold emails or making cold calls because they’ve researched their prospects and sent emails with catchy subject lines about why buyers should talk to them.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

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

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. A sales rep walks them through a product demo.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

JULY 12, 2022

The quality of your company’s data and the way it’s routed have a direct effect on your bottom line. Unfortunately, it’s all too common for sales teams to be hamstrung by incomplete routing systems and low-quality data. And it all starts with clean data. What are the Impacts of Incomplete or Inconsistent Data? The result?

Data 130

Data Lead Rank Lead Scoring InsideSales 130

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. Also, not ideal.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Zoominfo

MAY 7, 2021

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. In the same month that Lyon lost the first deal, he immediately started prospecting for the second. Challenge #1: Creative Outreach (March 2020).

Closing 246

Closing Commission Licensing Hiring 246

Zoominfo

JUNE 3, 2022

What is Data Orchestration? Data orchestration is the practice of acquiring, cleaning, matching, enriching, and making data accessible across technology systems. Akin to a conductor directing a symphony, data orchestration seeks to create data harmony across a revenue team. It’s part science and part art.

Data 130

Data Lead Rank Lead Scoring Marketing Qualified Lead 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

DiscoverOrg Sales

APRIL 11, 2019

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go From $0 to $100 Million by Mark Roberge tells the story of how two very different skill sets, each with a lot of prejudice toward each other – are actually the perfect modern pairing in SaaS sales. Product Demos That Sell by Close.io

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210