SBI Growth

AUGUST 6, 2020

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.

Data 386

Data Maximizer How To Revenue 386

Zoominfo

MAY 27, 2021

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge , we’re often left thinking: “How?”. Selling points and promises aside, without fully understanding their prospects (i.e. Selling points and promises aside, without fully understanding their prospects (i.e.

Intent Data 246

Intent Data Intent Data Top of Funnel 246

Zoominfo

SEPTEMBER 2, 2021

These upgrades focus on three areas: Easier access to Chorus’ Momentum Insights feature Automatic transcription of calls from ZoomInfo Engage More accurate data feeding into Chorus. The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business.

Data 52

Data Scale SalesForce Forecasting 52

Understanding the Sales Force

JANUARY 24, 2022

Like I said, this is not a COVID article because if it was, I could write a book about the data, science, policies and hypocrisies. Have you or your salespeople ever been told by a prospect that they can't:

Airlines 334

Airlines Prospecting Policies Groups 334

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

JULY 8, 2021

This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365. Previously, these same sales reps needed to leave their home base to search for prospects and build opportunity pipelines. Features of the Dynamics Integration with ZoomInfo.

Data 246

Data Microsoft Decision Maker CRM 246

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. These data points flesh out ideal prospects that you can target. Don’t rely on just one type of data for modern outreach efforts.

Data 246

Data Intent Lead Scoring Lead Rank 246

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

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. You’ll also want to invest in a platform to centralize and cleanse all the contact and company data your teams will use to track progress.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Understanding the Sales Force

FEBRUARY 14, 2025

You can see the data, filter by industry, and see how your sales team compares at no cost by clicking here. ” In the same report it said that “35% of respondents said they struggle with lead generation, qualification, and converting prospects into customers.” If you feel the same way, we can help.

Data 227

Data Hiring Compensation Quota 227

Zoominfo

SEPTEMBER 9, 2021

Data quality is important to every company. Businesses need a clean, complete, and actionable data asset to inform engagement and drive intelligent automated workflows that increase sales efficiencies and close more deals. ZoomInfo changed that by creating access to more data than most organizations could have ever imagined.

Data 52

Data Company Lead Scoring Lead Rank 52

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Understanding the Sales Force

MARCH 13, 2024

But salespeople who have never attempted option 2, and whose experience is limited to option 1, are unable to play the part of the prospect in an option 2 role play because they can’t wrap their heads around the possibility that option 2 is possible.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. My background before business school was in engineering so I love data. Here’s some cold calling data boiled down into time units. Sales 2.0:

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

AUGUST 6, 2024

Here’s why businesses are increasingly turning to lead capture software: Efficiency : Automated lead capture processes save time and resources, allowing sales teams to focus on nurturing qualified leads rather than manually entering lead data. Seamless CRM integration ensures real-time lead syncing, minimizing manual data entry.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

JANUARY 13, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Prospecting 130

Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. AI can generate insights and predictions at lightning speed, but if your data is flawed, you’re essentially weaponizing those errors.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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

Zoominfo

JANUARY 30, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Scoring 130

Lead Scoring Lead Rank Intent Signal Conversion 130

Partners in Excellence

SEPTEMBER 18, 2024

Despite YoY plummeting win rates, based on my feeds, the biggest challenge facing sellers is not winning, but seems to be prospecting, engaging customers in conversations, hopefully finding and qualifying new opportunities. So what do win rates have to do with prospecting? It is completely independent of our prospecting!”

Prospecting 139

Prospecting Face-to-face Conversion Opportunity 139

Understanding the Sales Force

DECEMBER 21, 2023

I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. You are in your head instead of focused on what your prospect is saying. According to data from the assessments of 2.4

Prospecting 177

Prospecting How To Call-back Objections 177

Zoominfo

FEBRUARY 27, 2025

Its why were thrilled to be named a leader in both The Forrester Wave: Intent Data Providers For B2B, Q1 2025 and The Forrester Wave: Marketing And Sales Data Providers For B2B, Q1 2024. Beyond the Basics Intent data has long been a powerful tool for identifying accounts showing interest in your offerings. We process over 1.5

Intent 130

Intent Intent Signal Data Ideal Customer Profile 130

Sales 2.0

FEBRUARY 18, 2025

Ive gotten to the point in this project where I need to start building a list of prospects. CRM fishing Like every CRM Ive ever encountered, my clients CRM data has plenty of issues. There is data missing and there are duplicate records. There is data missing and there are duplicate records. More on that in future emails.

CRM 221

CRM Lead Scoring Lead Rank Marketing Qualified Lead 221

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls?

Call-back 290

Call-back Pipeline Face-to-face Cold Calling 290

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. After 12 days XANT found that it is optimal to take a break for four to five days then start another sequence of eight attempts to reach your prospect.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 333

Insurance Insurance Outbound Video 333

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. If you and your prospects can shift time in your favor, you’ll both have an advantage over your competitors.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Zoominfo

FEBRUARY 28, 2025

The solution for this data disconnect is Go-to-Market Intelligence, built on a constantly updated universe of sophisticated data and buying signals that turn stagnant, chaotic CRM data into the foundation of modern growth. Yet this data is also expected to be the foundation for any GTM initiative your company needs to execute.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions.

Software 211

Software Software Tools Hubspot 211