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. Solution Radwares sales team gained access to decision-makers and real-time buying signals to uncover and prioritize sales-ready prospects.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

JUNE 7, 2024

Questions while qualifying: Closed ended: “Do you ever use an outside vendor?” Assumptive: “How often do you use outside vendors?” Assumptive: “Hi, can you connect me with __ please?” (or or just—“Hi, __ please.”) Closed ended: “Are you the best person to speak to about this?” Assumptive: “How do you get involved in this?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

Mr. Inside Sales

JANUARY 19, 2024

I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get The way to not only handle it, but to overcome it is to be prepared in advance with a proven, scripted approach. Get buy in here before you continue.] “So

Face-to-face 273

Face-to-face Gatekeeper How To Decision Maker 273

Zoominfo

DECEMBER 28, 2020

That might include using analytics tools to determine visitors’ time-on-page or managing email sign-ups in your CRM. The most straightforward way to access buying signals data is through a third-party vendor. Accessing a visitor’s intent data helps marketing understand where B2B decision-makers are in the buying cycle.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

SBI Growth

JANUARY 21, 2013

Download this Sales Metrics that Matter Tool and go into the office armed with data they want. Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. The other three vendors sent AT LEAST two field representatives. One presentation was virtual.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Hubspot Sales

SEPTEMBER 9, 2024

I’ve had many lead list sources over the years, ranging from website visitors and event attendees to telemarketing vendors. These days, sales reps can access a wealth of prospecting tools to enrich their lead lists, like LinkedIn Sales Navigator , ChatSpot , Uplead , and PartnerTap. Tip #2: Subscribe to sales lead enrichment services.

Lead Rank 118

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

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Sellers can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. Or, click here to follow all 20 vendors at once!

Vendor 139

Vendor Twitter InsideView InsideSales 139

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. This information gained by learning more about our client in a curious, light-hearted manner kept us as a primary vendor for several years. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Mr. Inside Sales

MAY 22, 2020

Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. Response: “Right?! I know just what you mean. I know just what you mean. Here’s the good news: we’re on hold here, too. Get Access Today.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.”

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

SalesFuel

DECEMBER 20, 2024

Your clients need to understand what motivates their target audiences to make a decision. With the B2B BuyerSCAN data from AdMall , you can show clients which media formats drive purchases from B2B decision-makers. This tool, available on AdMall , offer real-time B2B market intelligence.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

SBI Growth

MAY 31, 2013

Switching shipping vendors at this point wasn’t an option. As a sales rep, you have many different tools in your toolbox. Or, perhaps a company folded because decision-makers didn’t act quickly enough. Both the right and left sides are activated. The right side (creative side) is engaged and stimulated. Continued below.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

SBI

DECEMBER 29, 2014

20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Read more… Top Marketing Tools. Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? You’ll find them and more in our new Top Marketing Tools of 2014 guide. Thanks for being a loyal reader.

InsideView 127

InsideView Tools Decision Maker Twitter 127

The Pipeline

MARCH 13, 2017

The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people. What some vendors think is really different, may not be that important to the market, which is likely why the others have avoided it. Buying and selling are very subjective experiences.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

Zoominfo

JULY 18, 2018

Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. The buying committee involves many more influencers and decision-makers. Yet, scheduling B2B sales appointments is no easy task. Prepare notes.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads. In fact, tradeshow vendors are often the most egregious abusers of technology. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

APRIL 24, 2020

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. Risk Management with Vendors. It’s not the time to start asking: Who are my critical vendors? Glad you asked!

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

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

Mr. Inside Sales

DECEMBER 4, 2020

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Let me ask you…”. Now ask an engaging qualifying question…. Response Eight: “No problem.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Zoominfo

AUGUST 2, 2022

From startups to the Fortune 500, companies of all sizes are leveraging tools that gather market intelligence data to gain a competitive edge. It’s important to note that the right tool for your business will depend on your specific needs, industry, and goals.

Ideal Customer Profile 130

Ideal Customer Profile Tools Marketing Hoovers 130

Sales Hacker

JUNE 16, 2021

Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out. What categories of sales enablement tools are there? Content management tools.

Sales Enablement 122

Sales Enablement Top of Funnel Tools Scale 122

DiscoverOrg Sales

NOVEMBER 13, 2017

In this the step, decision makers that fit the ICP are identified. More than a contact name and phone number, account-based strategy means we need to identify best-fit accounts, go wider and deeper within organizations, target the right decision makers, and influencers … and personalize it all. You know who to call.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

SEPTEMBER 21, 2017

There’s no Magic 8 Ball for investing, but new tools are making the world of B2B sales development a whole lot more predictable. Using DiscoverOrg’s list-matching tool to pull up those 50 accounts in Advanced Search, tab over to Employees results, and further refine search criteria to target specific roles: Director level or higher.

Outbound 215

Outbound Hiring Account Campaigns 215

Hubspot Sales

DECEMBER 23, 2022

In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

DiscoverOrg Sales

MAY 26, 2017

It was a list they’d gotten from their CRM: a mix of contacts their sales reps had entered over the years, and contacts from other data providers and list vendors. It’s not available to the web-scraping tools most data providers use. Decision-makers only. We hired and trained a research team. A human research team.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

SalesFuel

SEPTEMBER 10, 2024

This new B2B buyer research provides invaluable insights into the minds of B2B decision-makers, equipping sales and marketing professionals with the data they need to enhance their strategies and drive successful outcomes. Vetting criteria for B2B suppliers: Understand what decision-makers look for when selecting new suppliers.

B2B 111

B2B Decision Maker Ideal Customer Profile Advertising 111

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. Practically speaking, most companies do not increase the number of vendors they decide to speak with. If they usually select from among 5, they are still selecting from 5.

Travel 251

Travel Decision Maker Insurance Insurance 251

SBI

AUGUST 20, 2014

The problem was, enterprises were unable to scale and leverage success stories and references to the level they needed – especially as the number and types of decision makers involved in the buying process increased. Plus, buyers today trust the experience of their peers over that of a vendor.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Zoominfo

OCTOBER 31, 2019

Here are the three tools you’ll need to fix your lead problem, fast: 1. With these three simple tools – email, a phone, and solid contact data – send an email to all the prospects on your list. Secure contact with decision-makers. These individuals might open the door for you to reach a true decision-maker.

Quota 178

Quota Decision Maker Segment Hiring 178

Sales and Marketing Management

OCTOBER 14, 2019

First, your decision-maker is probably talking to people from many potential vendors, not just you. When you understand what the other person needs, you can deploy one of the most powerful persuasion tools – offering examples that strike the other person as like their situation and show how you helped.

Customer 239

Customer Closing Proposal Decision Maker 239

Zoominfo

FEBRUARY 19, 2018

90% of top salespeople use social selling tools, compared with 71% of overall sales professionals ( source ). Over 70% of B2B purchase decision makers use social media to help them decide ( source ). 90% of decision makers never answer a cold call, but 75% of B2B buyers use social media to make purchasing decisions ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Mr. Inside Sales

NOVEMBER 26, 2022

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Identifying decision makers. Let me ask you…”. Response Eight: “No problem.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

eGrabber

NOVEMBER 11, 2024

A good contact list enables you to: Reach decision-makers directly Personalize your outreach with data-driven insights Increase conversion rates with more relevant and timely messaging Streamline your sales process and improve ROI However, building B2B contact lists comes with challenges. Try for Free!

B2B 52

B2B Decision Maker Lead Generation Face-to-face 52

Score More Sales

JANUARY 3, 2012

To use a CRM, or Contact Relationship Management system well – you need more than tools – you must have a way – a process and a methodology – to do the following things we will be talking about to grow revenues. You MUST have tools that can: help you find and /or attract prospects. Trigger Alerting tools.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads. In fact, tradeshow vendors are often the most egregious abusers of technology. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 112

ROI Sales Tools Tools How To 112