The Pipeline

JULY 23, 2015

The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker. Reps come in unprepared in so many ways.

Decision Maker 120

Decision Maker Objections Case Study Face-to-face 120

Zoominfo

MAY 1, 2020

A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. The modern sales software demo is value-based and focused on use cases that address the prospect’s unique and specific problems. Two reasons.

Software 236

Software Software Lead Rank Top of Funnel 236

DiscoverOrg Sales

MAY 29, 2019

A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems.

Software 198

Software Software Decision Maker Lead Rank 198

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

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

The Pipeline

AUGUST 23, 2013

Assign a numeric value to the transactions that landed them in your pipeline, as well as a lead’s job title—for those B2B marketers—and demographics data if you can get it. The quick decision-maker shouldn’t get the same automated emails as the questioning customer, because his lead time will be virtually nil. Track Everything.

Pipeline 292

Pipeline Sales Qualified Lead Lead Scoring Lead Rank 292

Cincom Smart Selling

MARCH 29, 2025

Now imagine the same situation with a Quoting Software. Quoting software, often powered by Configure, Price, Quote solutions, automates the entire pricing and proposal generation process. In this article, we will take a deep dive into how quoting software enhances accuracy and accelerates sales cycles.

Software 48

Software Software Discount Lead Rank 48

Zoominfo

MARCH 29, 2018

As a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line. You can’t make sense of your marketing reports—or even worse, you don’t have marketing reports.

ROI 219

ROI Marketing Scale Campaigns 219

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

SBI Growth

OCTOBER 26, 2013

Profiles must explain how your sales reps solve the market problems of your prospects. LinkedIn is software. In the end, you will have implemented a software tool, not Social Selling. The purpose of Social Selling is to get meetings with decision makers inside target accounts. Instead, they are online resumes.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

Zoominfo

AUGUST 8, 2024

With the right sales enablement process, revenue leaders can confidently improve sales team skills, boost customer retention, expand market differentiation, and drive revenue growth. That reflects the fact that effective enablement relies on contributions from multiple teams, including product, marketing, and customer success.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales 2.0

JUNE 29, 2014

My prospecting framework has 3 elements: Define your prospects and get their basic data : for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers. I’ve recently written about this movement to bring “marketing automation” to sales people.)

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

SBI Growth

AUGUST 16, 2013

They have kept up with the market. On the other hand, organizations are using voice recognition software. Utilize voice recognition software. Still focused on reaching a decision maker and handling objections. What your rep did 5 years ago is obsolete. Agile Sales – mobile enabled CRM. Social selling is the norm.

Customer 328

Customer B2C Decision Maker Inside Sales 328

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

Cincom Smart Selling

MARCH 2, 2025

Here, CPQ (Configure, Price, Quote) software is a real rescuer for the sales team as it automates and streamlines complex sales workflows, improving speed and accuracy. Before understanding how CPQ software as a service helps sell modern medical equipment, lets first look at the challenges vendors and manufacturers face.

Software 48

Software Software Scale Face-to-face 48

Sales 2.0

MAY 12, 2014

Two software firms approached me with a product in the same space. As a buyer, I knew that my decision maker (in my case our CEO) was not going to buy anything in this space unless there was a clear ROI. Maybe her marketing department had not created such ROI examples for her. I felt a little bad for her.

ROI 273

ROI Decision Maker Case Study Film 273

DiscoverOrg Sales

JUNE 21, 2017

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth. The sales and a marketing professionals gaze around a room filled with … people. DiscoverOrg for Account-Based Marketing.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

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

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

SBI Growth

MAY 24, 2013

Ingrid Inward – She Struggles Selling Software. She was eager to train for her new role selling software solutions. Ingrid had a hard time identifying decision makers and struggled to secure appointments. A customer moves through a reasonably predictable buying process when making a purchase decision.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

DiscoverOrg Sales

OCTOBER 3, 2018

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

Zoominfo

MARCH 6, 2021

Customer segmentation is a marketing strategy that organizes buyers into groups. The groupings allow marketing teams to nurture leads with personalized content and convert them to customers. For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

Hubspot Sales

SEPTEMBER 9, 2024

Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). Leads who have engaged with your marketing efforts, and are deemed ready for sales review and converting it to an opportunity. Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

SBI Growth

MAY 9, 2013

Others purchase enablement software in the hope that an algorithm will pinpoint the problem. Losses will tell you much more about your position within the market and against the status quo. Does your product meet the entire market’s needs or just a segment? However, capturing competitive intelligence is difficult.

Decision Maker 306

Decision Maker Report Trends Competition 306

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. With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.”

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Sales and Marketing Management

SEPTEMBER 17, 2017

In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms. Whether it takes you one attempt or nine attempts to reach the decision-maker, being patient is key.

B2B 192

B2B Decision Maker Conversion Cold Calling 192

Zoominfo

JANUARY 23, 2021

Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. The key to a great sale is to identify your decision makers – learn how data can help. Let’s say the rep pitches a new prospect — a marketing director.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

AUGUST 18, 2020

And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Leverage Sales Intelligence Software. Sales intelligence software can do everything from: Ensuring database quality. Basically, there’s very little a good sales intelligence software can’t do.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. One such technology, Digital Sales Room software , has emerged as a game-changer, empowering sales teams to operate seamlessly in a virtual environment. What Is Digital Sales Room Software?

Software 125

Software Software Lead Rank Vendor 125

Sales and Marketing Management

OCTOBER 9, 2017

From that experience, I noticed the five abilities that these top performers used: Vis-ability – The best salespeople know how to create such a curiosity about their product or service that decision-makers and influencers are compelled to know more. The power goes out during a software deployment. You know the answer.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

MarketJoy

OCTOBER 1, 2024

Explore MarketJoy’s future-focused view of healthcare’s transformation and learn why outbound marketing is the most effective way to engage with this rapidly evolving sector. healthcare continues to evolve at an unprecedented rate, outbound marketing provides a direct and strategic approach to capitalize on the moment.

Outbound 52

Outbound Decision Maker Scale Lead Rank 52

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 130

Marketing Decision Maker Telecommunications Lead Rank 130

Gong.io

JANUARY 31, 2022

Sometimes we all need a bit of technology, some software (MORE software … sales management software ), in our lives to take sales management to the next level. MORE software? Why Sales Managers Need More Software. And often, it’s captured via call recording software. I hear you. Errors happen.

Software 118

Software Software Sales Management Sales Forecasts 118

PandaDoc

MARCH 25, 2025

Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Lead Rank 52

Sales and Marketing Management

JULY 26, 2020

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Share the Collective Customer Knowledge.

Hiring 234

Hiring Training Lead Rank Health Care 234

Zoominfo

NOVEMBER 14, 2023

The upsides of account-based marketing are no mystery to anyone running a B2B go-to-market team. However, the gap between developing an account-based marketing strategy and actually aligning teams to win over their target accounts isn’t always easy to bridge. This is where sales and marketing alignment can make a difference.

Account Based Marketing 147

Account Based Marketing Scale Strategy Marketing 147