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.

Ideal Customer Profile 104

Ideal Customer Profile Enterprise Enterprise Marketing 104

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. Hussam: Here’s some context: Essentially, my team was created to align Go-To-Market resources (Sales, Marketing, Customer Success, Product Management, and Executives).

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Janek Performance Group

APRIL 15, 2025

In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. One study found that companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% What Is Sales Forecasting? A well-crafted sales forecast differs from a sales goal or target.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

No More Cold Calling

FEBRUARY 20, 2014

The first rule in sales? Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. 29% increase in percentage of sales reps making quota. 24% decrease in sales force turnover. 29% increase in percentage of sales reps making quota. Know your customer.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Partners in Excellence

AUGUST 27, 2024

Or by functions within these customer, like HR, finance, sales and marketing.We further characterize those markets by certain demographics. A customer is an enterprise. While they may share many characteristics with other enterprises in their markets, each is unique. They may be in certain market or industries.

Strategy 139

Strategy Customer Health Care Scale 139

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. While demographic and firmographic data are essential to B2B sales, technographics complete the picture. 5 Ways Technographics Improve Sales Prospecting. Improve close rates.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales 2.0

SEPTEMBER 6, 2022

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. The big “aha” is selecting accounts not on demographics, like industry, geo and size but on “social proximity”. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Account Selection.

Referrals 195

Referrals Account Demographics Competition 195

Pointclear

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. CRM will become more predictive.?AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day? If you’re ready to learn how high-quality sales data can make a huge impact on your success as a sales rep, keep reading!

Sales Process 193

Sales Process Data B2B Company 193

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. It encompasses demographic data including: . And when time is wasted going through outdated and unnecessary data, the chance of closing those sales dwindles. Data is the key to B2B sales and marketing success.

B2B 245

B2B Data Vendor Intent Data 245

Zoominfo

FEBRUARY 24, 2025

Savvy GTM orgs can continue using traditional and effective demand gen methods while also leveraging this powerful latent-demand intelligence to reveal untapped sales and marketing opportunities. Deal Velocity Shortens sales cycles through pre-educated, intent-driven accounts. -15% And get there before the competition does.)

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

Alice Heiman

MARCH 18, 2020

When sales teams struggle , I like to investigate three critical aspects of their sales strategy. . Understanding your market position is powerful because it helps you understand where to focus your sales and marketing efforts, and what language to use. Whatever it is, demographics are facts or measurements. The market.

Ideal Customer Profile 136

Ideal Customer Profile Demographics Webinar Metrics Segment 136

Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen.

Buyer Persona 145

Buyer Persona Referrals Commission How To 145

Hubspot Sales

DECEMBER 28, 2020

Sales is changing. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. But, who has the time for that?

Territories 140

Territories How To Demographics Software 140

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory? Sales Territory Planning 101.

Territories 145

Territories Lead Rank Lead Scoring Top of Funnel 145

Lead411

NOVEMBER 7, 2024

B2B Sales Process: 9 Steps to Avoid Failure Succeeding in B2B sales heavily depends on using data strategically to target the right leads, personalize outreach, and close deals efficiently. An ABM approach helps you align sales and marketing efforts around specific accounts to drive personalized, high-touch engagement.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Act!

FEBRUARY 20, 2025

Did you know sales strategies based on behavior insights and real-time performance data achieve a 20 percent higher sales productivity ? Imagine if your sales team could do the same. In this article, well show you the power of data-driven sales strategies and how they can give your small business a competitive edge.

Data 52

Data Top of Funnel Strategy Lead Rank 52

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. B2B Sales Tools. Why use B2B sales tools? 16 B2B Sales Tools.

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Cincom Smart Selling

NOVEMBER 23, 2020

At each step along the product developmental cycle—throughout its active sales life and during the sunsetting of the product—data derived from multiple sources will help make all the critical decisions in terms of extending or expanding and slowing or stopping the development of that product.

Enterprise 62

Enterprise Enterprise Segment Education 62

Sales Training Connection

JUNE 23, 2014

McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. But what’s really happening, and what does it mean to sales? ©2014 Sales Momentum, LLC.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

No More Cold Calling

MAY 24, 2012

Business customization isn’t just for the big sales guys. Carving market niches in not a new sales approach. Grocery stores have long provided demographic-based coupons, deals, and promotions. The more you personalize your customer’s experience, the better. Personalizing a buying experience is not new.

Customer 192

Customer Fashion Demographics Promotion 192

Hubspot Sales

JULY 25, 2018

Every sales team and entrepreneur need to know their customer. Are you looking to become a true velocity business, or do you see yourself as a steadier flow of pipeline with enterprises and consumers? To recap, here are a few of Starbucks’ target markets: 25-40-year-olds: Remodeled locations accommodate their largest demographic base.

Apparel 139

Apparel Marketing Segment Demographics 139

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Forecasting 130

Zoominfo

AUGUST 22, 2022

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. Your buyer persona is the VP of sales for both. Let’s break it down.

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Zoominfo

APRIL 15, 2018

The importance of data cannot be understated in the modern sales landscape. Now, data and analytics reign supreme when it comes to running a successful sales organization. Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy.

Data 170

Data Strategy Lead Rank Lead Scoring 170

Partners in Excellence

AUGUST 5, 2021

For example, recently, I was working with a team of product managers, product marketing, and sales. ” They were able to characterize the ideal customer, learning their success rates, sales cycles, and ability to create value were significantly higher than any other customer. Are you looking at the enterprise personality?

Ideal Customer Profile 112

Ideal Customer Profile Customer Enterprise Enterprise 112

Zoominfo

MAY 14, 2020

But, thanks to technological advancements and mass data collection, predicting customer behavior has become a reality—and it’s changed the face of sales and marketing forever. When applied to sales and marketing, predictive analytics forecasts companies most likely to buy or take future action relevant to your business.

Ideal Customer Profile 162

Ideal Customer Profile Lead Rank Lead Scoring Data 162

Hubspot Sales

JULY 17, 2019

Here’s a question: How should sales teams spend their time? There are two primary ways to ensure that sales teams actually have time to sell: Make sure the right teams own the right tasks. Decrease the time spent on “non-sales” tasks, or better yet, automate them. Which one will make your sales organization's lives easier?

Exact 111

Exact Lead Rank Lead Scoring Hubspot 111

Partners in Excellence

OCTOBER 5, 2021

If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email? We aren’t interested in the enterprise wide products the large consulting and professional services firms use. A phone number? A LinkedIn ID? We are a specialized boutique consulting company.

Ideal Customer Profile 138

Ideal Customer Profile Customer Pharmaceuticals Microsoft 138

Partners in Excellence

AUGUST 12, 2013

Maximizing sales success, market penetration, and growth requires knowing your “sweet spot.” The biggest drain on sales performance is selling outside the sweet spot—trying to get customers whose problems we aren’t the best in the world at solving to buy. How does that tell me where they are the best?

Ideal Customer Profile 124

Ideal Customer Profile Margin Penetration Enterprise 124

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. 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. What’s the difference?

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Sales Hacker

AUGUST 30, 2021

Businesses have been worshipping big data for some years already, but unforeseen events in 2020 and 2021 made it clear that revenue rests on sales data. The pandemic turned markets and sales expectations upside down, leaving only 27% of CEOs feeling confident they’ll see revenue growth in the next 12 months.

Top of Funnel 118

Top of Funnel Data Scale Segment 118

Hubspot Sales

AUGUST 26, 2020

In B2B sales, that means boosting conversion rates and landing more lucrative clients. It’s an effective way for businesses looking to sell to enterprises to boost their success rate. Personalization is a watchword in all modern sales environments. More than ever, companies must be as productive and efficient as possible.

Ideal Customer Profile 138

Ideal Customer Profile Account Data Sales Qualified Lead 138

Janek Performance Group

SEPTEMBER 11, 2024

If running a sales campaign, for instance, your goal is to attract the highest number of customers possible and increase revenue. The decisions or actions of key stakeholders can slow or speed up your sales initiatives, and that’s why stakeholder mapping is crucial.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

Zoominfo

OCTOBER 2, 2018

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. Manual or “batch uploads”: Finally, sales reps do their own outbound prospecting. Without normalization processes in place, the data will not reflect this commonality.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113