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. For a long time, few people could complete that punch list.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. MARKETING: Maybe if you actually followed up the same day. Rolls eyes.]

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

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?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

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

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. However, working with them also lengthens the sales process.

Decision Maker 207

Decision Maker Insurance Insurance Call-back 207

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. 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 about your prospects.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

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? Increasing sales with enterprise customers starts here — find out how to build custom solutions. What Does a Go-to-Market Strategy Look Like?

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. 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.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

JULY 11, 2018

When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. B2B Content Marketing Strategy.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

The Pipeline

DECEMBER 3, 2019

Sales, and the corner my fellow pundits and I occupy is no different. People often talk about changes we face in sales but continue to try to deal with theses changes using old schtick. While that may have made sense in more traditional organizations, in 2020, there is a better way to chart sales success. Going High.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. 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.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

MARCH 4, 2021

On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Sales reps can also pinpoint specific obstacles and make improvements with a stage-focused sales strategy. Prospecting. Negotiation.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Are you obsessed about getting that key decision maker live even if they tell you “no.” If hesitation, don't work there - that's an anti-sales culture. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

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

Zoominfo

SEPTEMBER 7, 2021

They’re the key decision-makers when it comes to making major investments in their businesses. Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot. CXOs will want to hear about these details as soon as possible — like, in your first sales meeting.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Decision Maker 122

Decision Maker Pharmaceuticals Salary Travel 122

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. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. I was wrong. Some Lead Generation Tools Never Change.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” That means sales reps spend a lot of time on the phone, getting absolutely nowhere.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Mr. Inside Sales

NOVEMBER 20, 2023

Then Google REALLY started marketing! What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. This week ask yourself: Are you following AT&T’s marketing efforts? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Google 222

Google Face-to-face Gatekeeper Licensing 222

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. 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. And we’ve got examples.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

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

Understanding the Sales Force

AUGUST 9, 2024

Sales and marketing are not the same. Not only are they all on the marketing and tech side of business, they are NOT experts on selling. Has sales changed? Has it changed to the degree that selling is no longer part of sales Not a chance. Somebody or a whole bunch of somebodies have lost their way.

Top of Funnel 207

Top of Funnel Forecasting Decision Maker Call Monitoring 207

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

Zoominfo

NOVEMBER 1, 2024

Personalization, precision and performance are the keys to modern B2B marketing. And account-based marketing software is what helps your team nail all three with perfection. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

SEPTEMBER 10, 2021

Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Accurate sales forecasting is one of the most important skills sales leaders and sales organizations as a whole can have.

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. Some are written by marketing experts. I am concerned about the subjects being curated for sales and sales leadership professionals. Absolutely.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Sales and Marketing Management

FEBRUARY 19, 2018

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. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. This sales thing violates a lot of psychology.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Mr. Inside Sales

JANUARY 31, 2020

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233