Zoominfo

DECEMBER 11, 2024

This feature also gives you the chance to align messaging with the priorities of new decision-makers or leverage leadership gaps to initiate conversations. With this signal, youll ensure youre the first to engage, ultimately accelerating sales cycles and boosting win rates.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

AUGUST 8, 2024

What is Sales Enablement? Sales enablement is the process of providing content, guidance, and training for sales teams to effectively onboard, interact with buyers, shorten the sales cycle, and ultimately win more deals. Sales should use this same messaging throughout the sales cycle.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Gong.io

DECEMBER 10, 2020

I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Sales leaders have done their best to drill the importance of “selling to power” in every team pipeline review. (You Look at your pipeline.

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

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

Zoominfo

MARCH 29, 2023

As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. And the impact of that are things like elongated sales cycles and multiple layers of approvals.”

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

SBI Growth

OCTOBER 10, 2013

Mapping your external buyer’s decision making process from “not in the market” to “implementation”. Social selling - how to sell and prospect by leveraging social networks and generate meetings with decision makers. Your sales team needs to generate the other 70%. Knowing where time is being wasted allows you to help.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

No More Cold Calling

OCTOBER 6, 2016

Shorten their sales process: They spend more time with customers and less time prospecting. Ace out the competition: They score meetings while the competition is still trying to identify the decision-makers. Convert sales prospects to clients well more than 50 percent of the time (typically more than 70 percent).

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

The Pipeline

FEBRUARY 1, 2013

Long Sales Cycles. I’ve experienced first hand what the sales process is like for real estate, manufacturing equipment, supplies, and countless other things businesses buy. It can be a long process, but none tend to be as long a process as software sales. Large Evaluation Teams.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

SBI Growth

FEBRUARY 4, 2014

They can be measured only after a few sales interactions. Some examples are: Access to Decision Makers. Customers with a higher propensity to buy have a shorter sales cycle. Think of them as the “YES, BUT” factors. As in “YES I know they have huge potential BUT it’s a 10 hour drive!” Geography (Travel Time).

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

Zoominfo

NOVEMBER 1, 2024

Unlike traditional broad-based advertising, this approach allows marketers to tailor their messaging and content to key decision-makers within carefully selected organizations. Improved Personalization Tailored messaging resonates more effectively with decision-makers, increasing engagement and conversion rates.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

MARCH 12, 2025

Theyre using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers. Accelerated sales cycles with targeted, intelligent outreach Increased revenue from previously untapped buyer segments.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Gong.io

SEPTEMBER 12, 2022

It can be easily done by building a simple and repeatable sales cycle. A well-defined sales cycle is the bread and butter of a consistent sales team. It helps them close deals faster and project sales pipelines more accurately. . What is a sales cycle? Why is a sales cycle important?

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Sales Hacker

FEBRUARY 2, 2021

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? It gives you insight into your sales processes and allows you to evaluate their effectiveness. Closing the sale. What is Sales Cycle Management?

Sales Cycle 113

Sales Cycle Ideal Customer Profile Strategy Sales Qualified Lead 113

The Pipeline

JUNE 7, 2013

Next was to work out who our target customer was – their goals, their challenges, their needs and their key decision makers. Top-line sales are up more than 30% and we’ve added six major on-target customers in the past 12 months. Sales Process' The culture shift has pushed us to the next level of growth.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

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. Having a CFO participate in a sales meeting can be nerve-wracking, even for a seasoned sales pro.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

SBI Growth

NOVEMBER 21, 2013

Laser focused on key accounts- World-class sales teams know where to spend their time. They have shorter sales cycles. They maximize opportunities by getting warm introductions with key decision makers, inside target accounts. Instead of chasing every opportunity, they carefully assess selling time.

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

Sales and Marketing Management

FEBRUARY 12, 2020

It’s all about your data – B2B companies will increase their focus on customer insights using customer data management investments in ABM, AI and other data-driven sales and marketing programs. Getting personal – B2B sales and marketing will move closer to the B2C model of personalized selling.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Mr. Inside Sales

SEPTEMBER 25, 2021

This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. If they will, however, then you know there is a legitimate chance they are interested. Open the email when they get it. Blow you off with another objection. Allow you to set a definite follow up appointment.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

DiscoverOrg Sales

JANUARY 10, 2018

The higher up in the org chart someone is, the closer they are to a decision maker. A head of sales is a better place to start than an SDR, so they’ll get more calls. Want to jumpstart your own marketing + sales alignment? We expect that the sales velocity will have a shorter sales cycle as well. (As

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

SBI Growth

JANUARY 13, 2014

84% of B2B decision makers begin their buying process with a referral. Consider secondary factors such as geography or sales cycle length. Inquire about the representative(s) who held the territory before you. What did they do well that drove business? Who could you call on for quick wins? Make the most of Social Media.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Zoominfo

DECEMBER 17, 2018

Reach key decision-makers to shorten the sales cycle. A typical B2B purchase involves a number of different decision-makers, which is a big reason the B2B sales cycle is longer than the B2C sales cycle. Identify cross-selling opportunities.

Data 216

Data Company Hotels Decision Maker 216

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. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Zoominfo

AUGUST 6, 2024

This powerful platform combines accurate contact information with intent data, enabling users to identify companies in potential buying cycles and decision-makers who can move deals forward. Impact on Business Growth Effective lead capture software can significantly impact a company’s bottom line.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

FEBRUARY 12, 2025

Fast forward to today, and though events have regained their status as a cornerstone of B2B marketing , many key decision-makers are being extremely selective about where to spend their time and resources. Use ZoomInfo to identify which companies and decision-makers are attending.

B2B 130

B2B Marketing Strategy Lead Rank 130

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6-18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Understanding the Sales Force

DECEMBER 1, 2020

Those include determinations as to whether candidates could succeed in selling scenarios which require: Selling a higher-priced product or service against lower-priced competition, Selling in a competitive environment, Overcoming resistance, Selling value, Working remotely, A very short sales cycle, Selling 5, 6 and 7 figure deals and accounts, and.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

SBI Growth

SEPTEMBER 7, 2013

In reality, they are cluttering the brains of the decision makers. By coaching them through the decision-making you establish yourself as an insider. When the buyer is truly just looking for general numbers early in the sales cycle. So recommend they limit their RFP responses to accomplish that goal.

Closing 297

Closing Strategy Proposal Decision Maker 297

Sales and Marketing Management

JULY 27, 2018

But when you’re in sales, learning the truth about a prospect’s needs is critical. Nowhere else in the sales cycle is independently verified information from trusted sources more important. Jake Shaffren is the director of sales development at DiscoverOrg , responsible for new pipeline generation and SDR team oversight.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

DiscoverOrg Sales

NOVEMBER 9, 2016

Based on work by Robert Cialdini, this strategy helps create rapport based on shared mutual beliefs that you affirm as part of the rapport building process, which happens early in the sales cycle. Yet, studies show that most sales conversations only get started after repeated attempts to contact one or more decision makers.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Zoominfo

OCTOBER 31, 2019

How long is your average sales cycle? If marketing doesn’t deliver enough leads in October, and you have a 60-day sales cycle, December is going to be bad. The third most common pipeline problem is failing to connect with actual decision-makers — or worse, hanging all your hopes on one solitary decision-maker.

Quota 178

Quota Decision Maker Segment Hiring 178

The Pipeline

SEPTEMBER 2, 2020

How do sales leaders create and balance the core element of a fine-tunes prospecting machine? The challenge is many want to deal with prospecting the same way they deal with sales or selling. But while prospecting part/start of the sales cycle. Data-driven decisions and coaching – Leadership.

System 316

System Prospecting Quota Decision Maker 316

Nutshell

MARCH 11, 2024

The sales cycle can be a mysterious concept for a lot of people. Most businesses subconsciously understand that it exists, but they may not use the cycle as effectively as possible. The sales cycle is a universal reference of what happens in a successful sales process for all kinds of industries.

Sales Cycle 77

Sales Cycle Ideal Customer Profile Sales Qualified Lead Negotiation 77

Zoominfo

MARCH 13, 2025

With access to advanced B2B data and real-time buying signals, marketers can build highly personalized campaigns, reach decision-makers at the perfect moment, and maximize customer lifetime value. If youre ready to elevate your marketing with more data-driven strategies, now is the time to take action.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

Zoominfo

DECEMBER 28, 2020

Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles. Accessing a visitor’s intent data helps marketing understand where B2B decision-makers are in the buying cycle. Related: How Business Search Behavior has Shifted During the Coronavirus. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

FEBRUARY 20, 2020

These include potential realizable value in the next two average sales cycles. For example, if your cycle is 4 ½ months, we would look nine months out. Corporate recruiters deal with the same decision-makers I do; we do not compete – but we complement. Opportunities with more attributes get more focus.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

Sales and Marketing Management

DECEMBER 22, 2019

This savvy also allows sellers to engage around the entire sales cycle and open up opportunities throughout. Sales leaders can build their teams’ business acumen by facilitating the following steps: 1. Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Crunchbase

MAY 18, 2023

Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations. They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98