Zoominfo

NOVEMBER 11, 2020

We handle roughly 80 accounts of both existing customers and prospects, with an average of around 15,000 employees in each account. With access to intent data , we get in front of the prospect not just when we’re evaluating vendors but also when we’re researching a problem. No other account managers have the same treatment.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Most leads from inbound marketing provide basic demographic information on forms to download or access content. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” I had no clue what he meant by “enterprise.”. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. Selling to enterprise.

Ideal Customer Profile 104

Ideal Customer Profile Enterprise Enterprise Marketing 104

Sales and Marketing Management

SEPTEMBER 13, 2019

The data used as support in these articles suggests that female sales reps listen less, talk more and interrupt prospects much more often than their male counterparts. The Sales Rep Demographic. And yet, they seem to win more deals—these articles suggest. But, is this true? And, do men and women sell differently?

Hiring 227

Hiring Demographics Positioning Up-Sell 227

No More Cold Calling

FEBRUARY 20, 2014

But in order to serve our clients properly, we must actually get to know them—not just their demographics and how they spend money online, but what they actually want and need from us. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Mobilizing the Corner Office—What CEOs Want From You.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. It encompasses demographic data including: . Let us help you convert your next prospect into a valuable customer relationship.

B2B 245

B2B Data Vendor Intent Data 245

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Nutshell

JUNE 25, 2021

Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Sales 2.0

SEPTEMBER 6, 2022

The big “aha” is selecting accounts not on demographics, like industry, geo and size but on “social proximity”. Keep in mind that even if your connection is not your target buyer, just gaining a “coach” in an enterprise account can be a huge advantage. Here’s a quick run through on a couple of the major elements of the book.

Referrals 195

Referrals Account Demographics Competition 195

Zoominfo

MAY 8, 2019

This shift led to the intertwining of concepts and phrases like technographic data, sales intelligence, sales enablement, and sales prospecting tools. Consider contact and company data to be any data points you’d need to get in touch with the right prospects at the right time. Spend less time searching and more time selling.

Sales Process 193

Sales Process Data B2B Company 193

No More Cold Calling

MAY 24, 2012

Grocery stores have long provided demographic-based coupons, deals, and promotions. Personalize your prospects’ and clients’ experience: address what matters to them. I know they really don’t know me, but they know my buying patterns. Grocery stores are a more recent entry into the “knowing you” marketplace.

Customer 192

Customer Fashion Demographics Promotion 192

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. the conversations they have and messages they present to prospective customers.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Cincom Smart Selling

NOVEMBER 23, 2020

The entire enterprise serves the customer, so it only makes sense for the entire enterprise to embrace the digital-selling experience. Digital Selling for the Whole Enterprise Let’s take a look at what it means to extend this concept to other areas within the enterprise.

Enterprise 62

Enterprise Enterprise Segment Education 62

Partners in Excellence

OCTOBER 5, 2021

We get prospecting outreaches from companies that should never reach us. We aren’t interested in the enterprise wide products the large consulting and professional services firms use. Even within our market/firmographic/demographic/persona profiles not every organization is “our customer.” A phone number?

Ideal Customer Profile 138

Ideal Customer Profile Customer Pharmaceuticals Microsoft 138

Act!

FEBRUARY 20, 2025

Data-driven sales strategies let you focus your resources on prospects with the highest chance of converting. Instead of chasing every lead, your team can focus on prospects who align perfectly with your product or service. This precision helps you maximize your ROI while keeping your sales efforts lean and efficient.

Data 52

Data Top of Funnel Strategy Lead Rank 52

Zoominfo

MAY 14, 2020

Behavioral information is only predictive when combined with well-defined firmographic data and demographic criteria that fit the ideal customer profile. Fit data includes basic demographic, firmographic, and technographic information at the account and contact level. Type #1: Fit Data. Type #2: Opportunity Data. Type #3: Intent Data.

Ideal Customer Profile 162

Ideal Customer Profile Lead Rank Lead Scoring Data 162

Lead411

NOVEMBER 7, 2024

Prioritize Leads with Intent : Focus on prospects showing high buying intent, as they are further along in the buying cycle. For example, a small tech startup may respond to a flexible, growth-focused solution, while a large enterprise may need an emphasis on integration and scalability.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Zoominfo

AUGUST 22, 2022

Budget: What is the prospect’s annual revenue? Are they a small to medium-sized business, or an enterprise? For example, a medium-sized business with a larger-than-average sales team might have a bigger need for sales software than an enterprise company with a smaller sales team. Let’s break it down. What’s their job title?

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. prospecting) while others support all aspects of B2B sales (e.g. Sales Hub Enterprise.

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Janek Performance Group

APRIL 15, 2025

This method assigns values to leads based on factors like source, demographics and behavior. Providing sales staff with targeted training on managing complex enterprise sales cycles and navigating new market entry can enhance their ability to generate accurate forecasts.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

Partners in Excellence

AUGUST 12, 2013

But too often, I see organizations with poorly defined sweet spots, with sales people wasting huge amounts time on marginal deals or prospecting where they have no business. They define the demographic, geographic and other characteristics. “We focus on beer breweries of a certain size in North America.”

Ideal Customer Profile 126

Ideal Customer Profile Margin Penetration Enterprise 126

Hubspot Sales

JULY 3, 2018

A sales territory owner is responsible for prospecting into their customer base and meeting their territory quota. Factors could include geography, size, and consumer demographics, among others. For example, a territory that is defined by large enterprise deals needs to be handled by a rep who has experience closing big deals.

Territories 145

Territories Lead Rank Lead Scoring Top of Funnel 145

Hubspot Sales

JANUARY 9, 2018

Whether you’re writing your first sales plan or your fifteenth, knowing your target demographic is crucial. Objective: Acquire 20 Enterprise logos. Identify 100 potential prospects and assign tiger team to each. Deadlines and DRIs (Directly Responsible Individuals). Team structure. Market conditions. Buyer personas.

Buyer Persona 145

Buyer Persona Referrals Commission How To 145

Hubspot Sales

AUGUST 26, 2020

It’s an effective way for businesses looking to sell to enterprises to boost their success rate. Ideal for landing enterprise-level clients, it’s a hyper-personalized sales technique. You can’t successfully target an account unless you know the prospect inside out. Personalization is a watchword in all modern sales environments.

Ideal Customer Profile 138

Ideal Customer Profile Account Data Sales Qualified Lead 138

Hubspot Sales

DECEMBER 28, 2020

A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Knowing as much as you can about customer demographics will help you make the most promising matches when deciding on territories. But all this new technology doesn’t help us if we don’t have a plan to use it.

Territories 140

Territories How To Demographics Software 140

Zoominfo

AUGUST 27, 2020

With a focus on getting ahead of competitors, reps are assigned target prospects without overlapping each other. So let’s say you want to target larger enterprises in the US. Greater adaptability: One of the main reasons territory maps are built is to maximize company visibility to sales prospects.

Territories 130

Territories Field Sales Outside Sales Forecasting 130

Zoominfo

OCTOBER 2, 2018

Here are three common normalization problems: Web forms: For many organizations, most prospect and customer data is collected through web forms. This means two prospects who both have a job title of “Director of Sales” could fill out the form “Dir of Sales” and “DOS” respectively.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Zoominfo

OCTOBER 28, 2018

What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? Beyond that basic definition, technographics can also include information about how and when your prospects use their technology. What Are Technographics? As it turns out—a lot.

Data 100

Data Eloqua Buyer Persona Demographics 100

Partners in Excellence

AUGUST 5, 2021

” As we dug into things, they found “their customers” represented process based manufacturing companies of a certain size, working on certain types of materials, with a certain “enterprise personality.” Do you have it well defined–beyond just firmographics and demographics.

Ideal Customer Profile 112

Ideal Customer Profile Customer Enterprise Enterprise 112

Zoominfo

APRIL 15, 2018

Unfortunately, managing data quality is tougher than it sounds—data decays rapidly, particularly customer and prospect data. Fortune 1000 enterprises lose more money in operational inefficiency due to data quality issues than they spend on data warehouse and customer relationship management (CRM) initiatives ( source ).

Data 170

Data Strategy Lead Rank Lead Scoring 170

Janek Performance Group

SEPTEMBER 11, 2024

Details of buyer personas may include their purchase behaviors, demographic factors, and details such as their industry, motivations, pain points, goals and challenges. For example, a customer who is about to buy or sign a contract is a high-priority prospect.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

Hubspot Sales

JULY 17, 2019

But you can certainly take steps today to act on the second -- introducing automation into other parts of your sales process , like an automated email prospecting system (just make sure your emails are still relevant and personalized!). Reps spend a third of their time finding or creating content to send to prospects.

Exact 111

Exact Lead Rank Lead Scoring Hubspot 111

Sales Hacker

NOVEMBER 16, 2021

Use prospect search filters. Mailshake is a lead generation tool that lets brands automate their prospecting outreach via email, social, and phone. Unlike traditional email marketing solutions, this automated solution enables you to send personalized cold emails at scale, then engage with these prospects via phone and social.

Paid Content 127

Paid Content Lead Generation Lead Rank Lead Scoring 127

Nutshell

APRIL 26, 2023

In short, CRMs help companies nurture their relationships with customers, prospects, and leads so they can grow. By pairing that with a prospecting tool like Reply , you can automatically create new leads in your Nutshell account when potential customers reply to your email promotions. What are the three types of CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Nutshell

APRIL 10, 2019

Before we dive into the best CRM solutions for marketing, here are a few features that your marketing team will absolutely need: Customer conversation histories: By having a chronological record of every interaction a prospect or customer has had with your company, you can deliver the most relevant marketing communication at the right time.

Paid Content 128

Paid Content Marketing SugarCRM CRM 128

Zoominfo

JANUARY 31, 2023

As a ZoomInfo user and partner , there is no way I could do my job without the firmographic, technographic, and demographic information and filters in SalesOS. Alright now, let’s prospect! Log into your prospecting software and compile a list of companies to reach out to based on your ICP traits and targeted job titles.

Hiring 130

Hiring Sales Qualified Lead Software Software 130