Zoominfo

FEBRUARY 7, 2025

The sales and marketing go-to-market frameworks weve relied on for decades staples like the funnel, the flywheel, and the buyers journey are fast becoming obsolete or are out the door already. With multiple stakeholders influencing decisions, theres no single moment of delight that triggers the next rotation of the wheel.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

SBI Growth

APRIL 6, 2020

Your customers, your decision-makers, your influencers—they’re all people. Which decisions can wait, and. CMOs are in the people business. And that’s no different for B2B CMOs. And like you, they’re all set with similar worries: How long will my business be disrupted?

Decision Maker 240

Decision Maker Webinar Metrics Strategy Influencer 240

Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Sales and Marketing Management

JULY 7, 2022

When selling enterprise software and software as a service (SaaS), a proof-of-value exercise (POV) can be an accelerator for the decision maker, especially when working with a prospect that has complex requirements. The post Proving Business Value in the Software Sales Process appeared first on Sales & Marketing Management.

Software 334

Software Software Sales Process Decision Maker 334

Zoominfo

DECEMBER 11, 2024

Weve witnessed sellers become their best, most efficient selves and seen marketers fully realize their TAM and identify messaging that really drives leads. But with our new WebSight Buyer ID capability, enterprise marketers and sellers can know exactly whos interested in their solutions even if theyre anonymously visiting a website.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales 2.0

APRIL 23, 2020

If you don’t sell to the enterprise market, it’s very likely your competitors will. When one of your competitors succeeds in getting business in the market that has 60% of the cash to spend in your type of solutions, what will that do for their business and yours? It’s the “80/20, Pareto rule” again. Areas of change.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

No More Cold Calling

OCTOBER 1, 2021

How to Reach Decision Makers Every Time. Salespeople continually struggle with reaching B2B decision makers. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Read “ How to Reach Decision Makers Every Time ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. Objective Management Group (OMG) has assessed nearly 2.4

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

Sales Gravy

MARCH 25, 2025

A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Lead with Pain-Focused Messaging If you expect busy decision-makers to respond, talk about their painnot your credentials. The goal is to make them nod in agreement before they realize theyre reading a marketing pitch.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. You can start chatting with your accounts and have them make an introduction for you to the decision-maker at a company.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Zoominfo

JUNE 26, 2020

Traditionally, marketing plans lay out these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

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

Sales Gravy

OCTOBER 31, 2024

Effective content marketing draws buyers by providing engaging, informative resources. Psychology in Digital Sales: Neil’s "Virtual Persuasion Engagement and Psychology Pyramid" uses psychological tactics like social proof, price anchoring, and loss aversion to influence buying decisions.

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. The decision-makers you want to reach aren’t playing hide-and-seek with your team. It’s much, much easier to get to decision-makers with a referral introduction.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SalesFuel

DECEMBER 20, 2024

One way to improve this situation is to use the best B2B market intelligence. The B2B Marketing Outlook Surveyed business leaders also have downgraded their performance scores on customer acquisition and brand value in the past six months. Market Intelligence This is great news. But there's always room for improvement.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Zoominfo

SEPTEMBER 17, 2024

Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. Enhancing data quality by validating and enriching existing client information for more targeted marketing efforts. The result?

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Sales Gravy

NOVEMBER 7, 2024

Cold calling and consistent outreach are crucial strategies for success in sales, helping to gather information about decision-makers and open doors to larger deals. It helps them stay focused and motivated, even when facing tough markets or challenging clients.

Cold Calling 103

Cold Calling Decision Maker Face-to-face Competition 103

Zoominfo

SEPTEMBER 7, 2021

They’re the key decision-makers when it comes to making major investments in their businesses. But the COVID-19 pandemic has disrupted that status quo and made the path to connecting with a C-level decision-maker much shorter. How about getting the ultimate business decision-maker — the CEO — on the line?

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

DiscoverOrg Sales

MAY 1, 2018

This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. Learn as much as possible about your targets in each level of the decision-making process. B2B buyers have to give the thumbs up before a purchase can go through.

Account 276

Account Top of Funnel Decision Maker Segment 276

Sales Hacker

OCTOBER 30, 2024

Product-Channel Fit measures how well a product aligns with its distribution channels to effectively reach its target market. Are you targeting consumers or decision-makers? The goal is not to test every possible channel but to focus on the one or two that maximize your resources and scale your product for hypergrowth.

Channels 114

Channels Scale Strategy Distribution 114

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams?—?super super teams that include customer success in the same organization as sales, marketing and operations.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks.

Territories 396

Territories Compensation Scale Decision Maker 396

DiscoverOrg Sales

SEPTEMBER 4, 2018

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It And if they are a CEO or the decision maker, they have the power to make it happen.” Closing should be a win for both sides. It has roots in human behavior and psychology. Throw in a no-brainer!)

Closing 286

Closing B2B Decision Maker Discount 286

SalesFuel

NOVEMBER 22, 2024

Social video is one of the influencer marketing tools that should be used by both B2C and B2B influencers. B2B brands have been slow to trust influencer marketing, but it’s time for you to change that. Consumers, including business decision-makers, know that brands will always paint themselves in the best light, no matter what.

Influencer 59

Influencer B2B Video Tools 59

Understanding the Sales Force

MARCH 13, 2024

When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough. Replace them!

Decision Maker 201

Decision Maker Data Hiring Proposal 201

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

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

Zoominfo

MAY 21, 2020

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. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When your prospect is a decision-maker.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

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. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

The Pipeline

DECEMBER 3, 2019

For years we have been telling people to do two things, find the decision-maker(s), and part of doing that requires having an org chart. Not All Decision Makers Are Equal. The disconnect is in believing that all decisions are made at the highest levels of the buying organization.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. And while the payoff is certainly worthwhile, enterprise lead generation does not come without a set of challenges that salespeople and marketers alike have to work to overcome. What Is Enterprise Lead Generation?

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Zoominfo

MARCH 4, 2021

Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Marketing teams typically have their process of scoring and qualifying leads (MQLs), but it may look different for sales teams (SQLs). Align with your marketing team for unified lead scoring and qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Sales and Marketing Management

DECEMBER 21, 2022

Rob Mitchell, CEO of FT Longitude, a marketing services division of the Financial Times, offers four ways that B2B companies can use their thought leadership to connect emotionally with their audience. Remember that your prospects are people, not just decision-makers. Senior executives are not robots.

Decision Maker 185

Decision Maker B2B Prospecting Marketing 185