The Pipeline

FEBRUARY 1, 2013

We’ll use enterprise software as an example to make our points. As it stands here today in 2013, its hard to find a medium or large size company that hasn’t purchased and implemented at least some enterprise software for their business. Long Sales Cycles. Large Evaluation Teams.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Zoominfo

JANUARY 26, 2021

Enterprise leads are the gold standard of lead generation. What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Benefits & Challenges Of Enterprise Lead Generation There are a host of benefits to closing an enterprise deal.

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Rank 130

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On top of that, you have multiple decision makers to be looped in. Building rapport with prospects. Leveraging information to become your prospects doctor. Lots of time.

Enterprise 128

Enterprise Enterprise Prospecting Cold Calling 128

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

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. If they were a prospect you would know how to treat them. External B2B Trends: Buying Process Map (BPMs) – a BPM includes the macro and micro questions your buyer is asking during the purchasing decision timeline.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. Account based sales development only works if reps get in the door and meet with their ideal prospects.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

OCTOBER 25, 2013

Referral selling is the most effective, most efficient prospecting strategy that exists. With referrals, you convert prospects into clients more than 50 percent of the time. When you receive referral introductions to your decision-makers, you convert a minimum of 50 percent to clients. Sure, you’re pressed for time.

Networking 270

Networking Referrals Decision Maker Small Business 270

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. In other words, it takes a lot of time for both sides to vet an enterprise deal.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

No More Cold Calling

SEPTEMBER 9, 2014

Because decision-makers don’t care how your technology works. Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Associations Enterprise Sales Management Salespeople Small Business' In fact, the best demo is no demo. They want to hear what it—and you—can do for their businesses.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Hubspot Sales

JULY 8, 2021

SMB sales cycles come with their own challenges, stages, and appropriate strategies, and the same goes for larger enterprises'. We'll take a closer look at some key elements of the typical enterprise sales cycle, review the basic steps to the process, and get a quick refresher on how to calculate close rate for longer sales cycles.

Sales Cycle 122

Sales Cycle Enterprise Enterprise Scale 122

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. Do know your prospect’s org chart and the CIO’s “Lieutenants.”. Their time is valuable.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift. Comment Here.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Enterprise 113

Enterprise Enterprise Ideal Customer Profile Sales Process 113

Janek Performance Group

SEPTEMBER 11, 2024

A typical business project or initiative involves various decision-makers who can influence the outcome. The decisions or actions of key stakeholders can slow or speed up your sales initiatives, and that’s why stakeholder mapping is crucial. These decision-makers have a significant influence on the sales process.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

DiscoverOrg Sales

OCTOBER 3, 2017

Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company. That is a tall order.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. When you're at work, prospect incessantly. Tony’s most recent book is “Combo Prospecting.”

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

SBI Growth

NOVEMBER 29, 2012

In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

Zoominfo

JULY 13, 2021

We acquired Everstring , a leader in Data-as-a-Service for the enterprise. The acquisition of Chorus will support our aim to be a champion for sales professionals, helping them to identify, connect with, and sell to decision makers at the companies who are most likely to buy their products and services.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. Someone interested in paying you $100k annually likely won’t follow the same sales process as a prospect interested in a $50 monthly plan. How Enterprise Sales Differs from SMB and Mid-market Sales.

Enterprise 116

Enterprise Enterprise Marketing Buyer Persona 116

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 higher up in the org chart someone is, the closer they are to a decision maker. Prospects really respond to that! See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Zoominfo

JULY 8, 2021

Delivering our data, insights, and technology enables sellers and marketers to be more effective and efficient when they are engaging with prospects and customers and building demand and lead generation campaigns.” Previously, these same sales reps needed to leave their home base to search for prospects and build opportunity pipelines.

Data 246

Data Microsoft Decision Maker CRM 246

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” This is how I make the best out of Enterprise sales–”.

Scale 124

Scale Enterprise Enterprise How To 124

DiscoverOrg Sales

APRIL 16, 2019

Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Uncovering enterprise buying centers. Enterprise sales are also known as complex sales for a reason. Multiple stakeholders = multiple decision-makers.

Enterprise 120

Enterprise Enterprise B2B Data 120

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. Why Divide Enterprise and SMB Sales?

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

Sales and Marketing Management

NOVEMBER 28, 2017

It’s not necessary, and perhaps not even wise, to start by talking with the individual who you believe is the ultimate decision maker. Speak with a variety of people to learn who is involved in the buying decision — the decision makers and the influencers. This will help you to refine your account strategy.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value.

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” I had no clue what he meant by “enterprise.”. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. Selling to enterprise.

Ideal Customer Profile 104

Ideal Customer Profile Enterprise Enterprise Marketing 104

Hubspot Sales

APRIL 1, 2020

There are many challenges that come with any part of a sales process — and prospecting is no exception. Weathering relentless rejections and spending hours pursuing a prospect just to find out they aren't actually a good fit for your product or service can be annoying at best and soul crushing at worst. However, lead trickle was slow.

Prospecting 119

Prospecting Decision Maker Referrals Small Business 119

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . Key KPIs for reaching the Enterprise milestone . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Enterprise. “In Mid-market.

Enterprise 108

Enterprise Enterprise Penetration How To 108

Zoominfo

MAY 26, 2020

Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. 5 Reasons Sales Reps Need Access to Company Hierarchy Data Company hierarchy data is more than just a family tree that offers context about your customers and prospects.

Enterprise 100

Enterprise Enterprise Data B2B 100

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events 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. With so much money – and excitement – on the line, how do you connect with new prospects? f their entire budget.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227