DiscoverOrg Sales

JUNE 13, 2018

Schedule same-day or next-day demos (much higher chance of them showing up). 35% conversion rate of lead to good fit completed demo. Align sales and marketing to boost lead quality. Aligning Sales and Marketing is extremely important for inbound sales , since 100% of the leads my team works are passed over from marketing.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Zoominfo

JULY 8, 2024

We built ZoomInfo Copilot to solve one of the biggest challenges facing go-to-market (GTM) teams today: connecting with prospects who are actively looking to buy, at the moment they’re ready to act. A majority of good-fit prospects simply aren’t in-market at any given moment. Win Faster.

Prospecting 130

Prospecting Decision Maker Face-to-face ACT 130

Sales and Marketing Management

AUGUST 28, 2020

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Here are some ways that sales teams can remain productive and maximize opportunities with prospects. .

Software 177

Software Software Skype Scale 177

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? In fact, over 20% of marketers in a HubSpot survey say that personalization improves their engagement.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Sales Hacker

OCTOBER 24, 2022

“If people want to demo… give them a demo. Interestingly, both views can be summarized into two schools of thought: Your demo is only as good as your discovery. Get your product demo into the buyer’s hands faster. Limit the number of discovery calls and give the demo when the client wants it. Lead requests a demo.

B2B 83

B2B Buyer Scale Sales Qualified Lead 83

Product Management University

DECEMBER 5, 2023

Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. The BIG WHY and a “Strategic Value” Theme For each prospect, find out why your products are ultimately being evaluated. During the demo, there is no reason to refer to each product separately unless asked.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Zoominfo

MAY 1, 2020

So why doesn’t anyone want a software demo? A lot of companies struggle to get prospects to show up to sales demos. It’s time to ditch the product demo. Effective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer.

Software 100

Software Software Lead Rank Top of Funnel 100

DiscoverOrg Sales

MAY 16, 2017

I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. I often hear from account executives that they get stuck in a long, drawn out sells cycle with no commitment or no next steps from their prospects.

Video 154

Video Decision Maker Outbound eBook 154

eGrabber

AUGUST 4, 2021

Sales prospecting is one of the most tedious and time-consuming tasks for B2B companies. Most of the sales & marketing professionals say that sales prospecting is the most challenging stage in their sales process. Therefore, you have to identify ways to find your targeted prospects and reach out to them.

Tools 52

Tools Prospecting B2B Decision Maker 52

Zoominfo

OCTOBER 13, 2021

“It’s something like an educated Hail Mary pass that sweeps up unconverted marketing qualified leads.” What do we mean by “direct mail marketing”? Direct mail marketing makes direct contact with individual consumers, as opposed to reaching a large audience with mass media, such as advertising.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.

Data 246

Data Prospecting Strategy Cold Calling 246

Product Management University

NOVEMBER 29, 2022

Product demos are one of the most critical components of strong product marketing and sales for SaaS organizations. A great product demo creates an urgency to buy, while a bad product demo sends prospects running. What is a Product Demo? A product demo is a verbal value story.

Lead Rank 52

Lead Rank Sales Qualified Lead Lead Scoring Engineering 52

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. They’re essential for preparing your team for every situation that may arise during a demo, sales call, or in-person event.

Marketing 130

Marketing Scale Call-back Decision Maker 130

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. In fact, a recent survey of marketing leaders found broad agreement that ABM programs produce better pipeline growth, revenue growth, and return on investment than competing approaches.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

MarketJoy

OCTOBER 30, 2024

In today’s competitive B2B landscape, the divide between sales and marketing teams drains revenue potential. Research shows that companies lose more than 10% of their annual revenue due to misaligned sales and marketing efforts, yet this challenge persists industry-wide. Creating a Unified Revenue Engine The solution?

Sales Qualified Lead 52

Sales Qualified Lead Lead Rank Closing Marketing Qualified Lead 52

Zoominfo

JULY 14, 2023

For B2B marketers, that means the challenge of effectively reaching, engaging, and converting their target audience is more complex than ever. As competition intensifies and buyer expectations evolve, the need for a well-defined and comprehensive B2B marketing strategy becomes paramount. What is B2B Marketing?

Paid Content 130

Paid Content Report B2B Top of Funnel 130

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

SBI

JUNE 22, 2021

Q: What metrics should customers of Demo Automation solutions use to measure the impact or progress of their activities? Garin : Two key metrics our customers are finding success within their demo automation strategies are Stakeholders Discovered and Demo Qualified Leads (DQLs). Unqualified demos is a huge problem.

Top of Funnel 92

Top of Funnel Sales Qualified Lead Engineering Buyer 92

Product Management University

JANUARY 3, 2023

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script. Create Scenarios.

B2B 52

B2B How To Lead Rank Follow-up 52

eGrabber

SEPTEMBER 27, 2024

Confucius This famous quote rings true for many aspects of life, including sales prospecting. Despite the critical role it plays in securing new clients, sales prospecting often ends up as a dreaded task for many SDRs (Sales Development Representatives). So why do sales reps lose enthusiasm for prospecting?

Quota 52

Quota Motivation Decision Maker Prospecting 52

Zoominfo

MAY 22, 2024

But in today’s go-to-market environment, data isn’t enough. It’s not enough to know who your buyer is — you need to know what they care about, exactly when they are in the market, and what problems they’re facing right now. Modern sales is becoming a science. Sell Smarter. Win Faster.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Get a Demo What Are The Benefits Of Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

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

Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. 2: New sales or marketing leader play. Filtering criteria stays the same. 4: Customer technology play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

DECEMBER 12, 2023

Ask any go-to-market leader about the obstacles they’re facing, and the chances are pretty good they’ll mention sales and marketing alignment. Research from LinkedIn reveals that, for the vast majority of sales and marketing professionals, better alignment is their single largest area of opportunity. It’s easy to see why.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 130

eGrabber

JULY 9, 2021

Sales prospecting is the process of identifying your ideal prospects, building your prospect list and then reaching out to them to turn them into your customers. This blog post will help you learn how sales prospecting tools help you to speed up prospecting and find customers faster. Reach your Ideal Customers.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Tools Sales Qualified Lead 98

DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship. What is Conversational Marketing?

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. What is a CRM system in marketing? What are some CRM marketing examples? What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Elsewhere, we’ve classified the prospects that visit your site into six high-level categories.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Zoominfo

MAY 5, 2021

If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

BuzzBoard

NOVEMBER 5, 2024

For digital sales consultants in competitive sectors like digital marketing, media, and website hosting, high-quality targeting is essential. But as markets evolve, a static ICP alone can sometimes fall short. BuzzBoard’s look-alike prospect identification feature solves this challenge by bringing adaptability to your prospecting.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 52

Zoominfo

JANUARY 6, 2021

It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. Share the same goals and tools between sales and marketing teams. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246