Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. Pick out the right email automation tool. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

DiscoverOrg Sales

JANUARY 10, 2018

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. We based call cadence on engagement in our marketing automation tool. Prospects really respond to that! Measure 2: Demos / Meetings set.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Zoominfo

SEPTEMBER 24, 2024

When combined with AI, these signals become powerful tools that reach potential customers much earlier in their journey — giving go-to-market teams a massive advantage over competitors who rely solely on ideal customer profile matches, traditional intent data, or account-fit scores. Deploying AI at scale, however, requires AI-ready data.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales and Marketing Management

AUGUST 28, 2020

Here are some ways that sales teams can remain productive and maximize opportunities with prospects. . One of the most apparent challenges when working remotely is making that all-important connection with a prospect. Virtual Demos and PoCs. If you’ve reached this phase in sales prospecting, it’s go time.

Software 177

Software Software Skype Transportation 177

The Pipeline

SEPTEMBER 4, 2018

What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls. The number one barrier to prospecting success is our willingness to put a well-thought-out plan into practice or action. World Series Of Prospecting. No Practice.

Prospecting 228

Prospecting Cold Calling How To Webinar Metrics 228

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. So go ahead and lean on ChatGPT for that email, or turn to one of the tools mentioned below to offload even more of the labor.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

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

Zoominfo

FEBRUARY 11, 2025

Sales teams are drowning in tools. For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. Its time to make them intelligent.

Strategy 147

Strategy Scale Marketing CRM 147

The Pipeline

OCTOBER 1, 2019

I know what you mean when you say to a prospect: “I just need a few minutes” or the popular “I just need a quick 15 minutes.” Or when you have a prospect on the phone, and you say “I was hoping to set a time…” Hoping? Demo – I’ve written about the fact that demo is a four-letter word , and it continues to be used as such.

Objections 291

Objections Sports Up-Sell Buyer 291

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Instead, qualified opps became demos on the calendar around the clock. AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Vengreso

JANUARY 7, 2025

This article explores the cutting-edge tools and methodologies that will define the future of video sales mastery, with a spotlight on Vengreso’s FlyMSG Sales Pro Plan for teams , the top choice for salespeople seeking to elevate their video sales performance.

Video 75

Video Tools Top of Funnel Analytics 75

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Partners in Excellence

JANUARY 23, 2025

And that drives us to look at our prospecting and activity metrics. How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. ” And we are using these tools to…… ramp up the numbers even more.

Segment 122

Segment Maximizer Margin Up-Sell 122

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. Give better demos and presentations. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Connect with decision makers easier. Overcoming objections easier. You do want to do that, don’t you? Click this special link to purchase!

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Getting virtual sales right involves far more than using digital tools.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

FEBRUARY 7, 2025

But generative AI tools have empowered them in ways GTM teams can scarcely imagine. Armed with tools like GenAI, buyers zigzag through buying stages now, reacting immediately to real-time insights and shifting priorities. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Zoominfo

JANUARY 16, 2025

But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Declared Intent : The most actionable form, where a prospect explicitly requests a demo or more information. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2:

Face-to-face 258

Face-to-face Sales Qualified Lead Hiring Gatekeeper 258

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Zoominfo

SEPTEMBER 1, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. Embed scheduling into your contact and demo forms. Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves. Besides, it’s now in their calendar too.).

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Pipeline

OCTOBER 23, 2017

But many sales people cherry pick time, and use it to avoid things that have to be done, like prospecting for example. Regularly when I ask buyers why they didn’t prospect, or when they plan to prospect, I hear “I’ll get around to it when I have time”. Which may lead one to conclude that they do not want to prospect.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

Tenbound

JANUARY 28, 2025

With an ever-growing market of tools designed to tackle everything from lead generation to pipeline management, choosing the right sales technology can feel overwhelming. – Are we struggling with lead generation, prospecting, or closing deals? Step 5: Request Demos and Trials Most vendors offer free trials or live demos.

Sales Technology 91

Sales Technology Software Software Vendor 91

Zoominfo

NOVEMBER 9, 2020

What Tools Do People Use for Sales Funnels? The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. While your industry has likely been affected by this too, building out a strategy for virtual events can be a great way to attract prospects.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. Be sure to share this agenda with the prospect beforehand so know what to expect.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Hubspot Sales

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. I dont go there so their team can sell me random tools. As a rep, youll need to engage in meaningful conversations to uncover what truly matters to prospects and tailor your pitch accordingly. Lowes is my go-to example.

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

Sales and Marketing Management

OCTOBER 10, 2018

The sales function is uniquely well-suited to be transformed by AI tools. It can improve effectiveness by suggesting an optimal path to deal closure, and it can provide detailed guidance for approaching each prospect. Machine learning and an expert recommendation system allow it to act and learn. Why AI Is Poised to Transform Sales.

Case Study 319

Case Study Analytics CRM Study 319

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. Plus, see actual cold email exchanges that resulted in me scheduling a demo. The “Five by Five” method.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more. They pitch features and benefits instead of asking questions and qualifying.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

Zoominfo

AUGUST 11, 2021

The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. Your sales pipeline is also your surest tool for forecasting revenue and growth.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Zoominfo

FEBRUARY 12, 2025

If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. Train your team on engagement tactics, from quick pitches to in-depth demos. These tools simplify engagement and provide real-time data on interactions. Youve gathered all these leads, but now what?

B2B 130

B2B Marketing Strategy Lead Rank 130

Pipeliner

JANUARY 25, 2025

Heres how to do it right: Embed a product demo or trial upfront. Ensure your demo or trial showcases your products core benefits in seconds. Once they engage with the demo, direct them toward the next action, whether thats signing up, exploring pricing, or booking a call. Prospects should see themselves in your success stories.

Case Study 105

Case Study Customer Social Media Lead Rank 105

Zoominfo

APRIL 23, 2021

ZoomInfo’s Workflows tool ensures that reps can easily automate their plays and ensure that potential sales opportunities don’t fall through the cracks. Action: Once reps bucket the data they have accordingly, they can identify prospects like sales leaders and sales ops professionals with a campaign to initiate that first conversation. #4:

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices. Buyer Stage: Consideration.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197