DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality. Hot lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

SBI Growth

JULY 6, 2013

Love it or hate it, it’s a big factor in business and sales. Reps often lament that it’s challenging to get their message through to customers and prospects. These social selling strategies will also double as new sales techniques in your arsenal. You’ll be a more effective sales rep, and will avoid becoming obsolete.

LinkedIn 312

LinkedIn Maximizer Strategy Networking 312

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 264

Territories Outside Sales Field Sales Segment 264

Zoominfo

FEBRUARY 3, 2021

My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.” A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales.

Data 246

Data Advertising Advertising Lead Rank 246

Cincom Smart Selling

APRIL 10, 2025

Sales teams must not only require meeting them but also personalize their experience at every step of the sales cycle. Sales teams today need relevant data and insights to meet the buyer expectations precisely. Sales teams today need relevant data and insights to meet the buyer expectations precisely.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

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

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? Where Do Sales Reps Waste The Most Time?

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Sales and Marketing Management

MAY 15, 2020

The sales teams positioned to succeed during this time will be those who help rather than haggle customers – understanding, too, that “success” will look somewhat different these days. Here are best practices for securing sales while remaining sensitive to customer circumstances amidst crisis. Focus On Customer Relationships.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. Bad leads are pretty easily identifiable: they consist of any contact with a low probability of converting into a sale.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Sales and Marketing Management

JULY 24, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

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

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. BTW: Are Your Sales and Marketing Teams Aligned? You’ll also use your customer personas to guide future marketing and sales efforts.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Sales and Marketing Management

DECEMBER 22, 2019

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call. Customer-Centric Sales. This savvy also allows sellers to engage around the entire sales cycle and open up opportunities throughout.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish. The largest age group (38%) of B2B buyers is 35-44.

Hubspot 116

Hubspot B2B Buyer Data 116

Sales and Marketing Management

SEPTEMBER 13, 2019

is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better? The Sales Rep Demographic. Can you guess what we found?

Hiring 227

Hiring Demographics Positioning Up-Sell 227

DiscoverOrg Sales

MAY 30, 2018

Sales and marketing event season just ended. But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Build a targeted list of your most viable prospects. That’s frustrating.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

Smooth Sale

NOVEMBER 18, 2024

Matt Dunkmann, the Vice President of Sales & Marketing at Craftsmen Industries, provides our guest blog, How to Create Memorable Brand Experiences. Find Your Target Audience As a company, you already understand your target demographic but must refine it for the experiential campaign.

How To 103

How To Demographics Campaigns Consumer 103

The Pipeline

SEPTEMBER 21, 2021

While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. This can be a million places based on industry, geography, and other basic demographics, again there are loads. At any given time only about 10% of your buyers are in Decision Mode, which results in challenge for sales leaders.

Buyer 345

Buyer Demographics Video Territories 345

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

Zoominfo

MARCH 6, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. Demographic and Firmographic Segmentation. B2B marketers lean more on firmographics than demographics. Why Is Customer Segmentation Analysis Important?

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

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? Engage with your prospects.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

The Sales Heretic

MAY 21, 2019

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with. When I first [.].

Demographics 210

Demographics Vendor Survey B2B 210

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. What is social prospecting? The Best Social Media Channels for Prospecting in 2022.

Social Media 124

Social Media Channels Media Prospecting 124

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? …But what about next quarter? Think about it.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. Bad leads are pretty easily identifiable: they consist of any contact with a low probability of converting into a sale.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Nutshell

AUGUST 20, 2024

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. Table of Contents What is sales prospecting? Table of Contents What is sales prospecting?

Ideal Customer Profile 127

Ideal Customer Profile Benefit Prospecting Sales Qualified Lead 127

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

Zoominfo

OCTOBER 27, 2020

Marketers can now offer highly-targeted campaigns based on a person’s buying preferences, demographic information, web activity, and more. The statistics speak for themselves: 77% of B2B sales and marketing professionals believe that personalization builds better customer relationships. It Boosts Sales And Conversions.

B2B 246

B2B Marketing Segment Scale 246

Zoominfo

SEPTEMBER 18, 2018

But as marketing technology has advanced, so too has personalization—marketers can now offer highly-targeted campaigns based on a person’s buying preferences, demographic information, web activity, and more. Personalization allows you to make stronger bonds with customers, create more targeted and useful content, and ultimately boost sales.

Marketing 206

Marketing Demographics Campaigns Social Media 206

Sales and Marketing Management

FEBRUARY 2, 2018

More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert. By understanding your prospects’ intent, you can identify the best channels for reaching out to them and deliver more targeted messages. Buyer Intent Beats Buyer Identity.

Channels 174

Channels Demographics Intent Marketing 174

Zoominfo

SEPTEMBER 1, 2021

Lead response time can make or break your sale. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. Need proof?

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. Others may reflect the size of the target company or a couple of other demographics. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect.

Buyer 277

Buyer Collateral Harvest Quota 277

Zoominfo

DECEMBER 2, 2019

If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline. But first, let’s build a great group of target prospects based on the customers you’ve already had success with.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216