Sales Hacker

APRIL 6, 2020

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! Let’s get started… Introduction to Intent Data. Because of this trend, sales organizations must strive to align their sales process with the buyer’s purchasing process.

Intent Data 92

Intent Data Lead Rank Intent Enterprise 92

Zoominfo

SEPTEMBER 30, 2020

Analyze Prospect And Customer Data. When it comes to ICPs, you need more than just firmographic data. A mix between firmographic and technographic data is ideal, as well as any intent data you can collect. Align Sales And Marketing. Working collaboratively with sales is imperative to marketing success.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Zoominfo

MARCH 9, 2021

Messaging, distribution, reach and optimization. On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing. These are just a few pillars that define demand generation.

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Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Zoominfo

SEPTEMBER 9, 2020

One of the most common failure points that often leads to derailed sales and marketing efforts is whether an organization is targeting the right customers. Ask most sales and marketing professionals about how they target prospects, and undoubtedly they’ll rifle off a few concepts around segmentation. Timing is everything. Want proof?

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Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. For Roberts, this means accurate data is mission-critical.

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Prospecting Hiring Face-to-face Intent Data 130

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Sales teams understand the pains and needs of the customer. Anyway, let’s get into it.

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Hiring Marketing How To Intent Data 127

Zoominfo

APRIL 24, 2020

But before we do our deep dive, let’s quickly explore the methodologies we used to arrive at our insights, chief among them, ZoomInfo’s intent data. What is Intent Data? Intent data is designed to uncover buying opportunities. Intent Data Insights from COVID-19 U.S. Glad you asked!

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Outsourcing Services Intent Data Transportation Intent 100

Zoominfo

OCTOBER 5, 2021

Analyze Prospect and Customer Data We’re talking about profiles of your ideal customer that is a culmination of quantitative research, anecdotal observation, and existing customer data. When it comes to ideal customer profiles (ICPs), you need more than just firmographic data.

Ideal Customer Profile 130

Ideal Customer Profile Buyer Persona Marketing How To 130

Sales Hacker

OCTOBER 27, 2023

We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. See more top GTM jobs here.

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Pipeline Distribution Intent Data Intent 124

Zoominfo

OCTOBER 5, 2021

Messaging, distribution, reach, and optimization. On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Sales leadership in your organization is then able to determine your Total Addressable Market (TAM).

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 130

Zoominfo

MARCH 21, 2023

Those rapidly evolving challenges are only exacerbated by a long-standing problem among sales and marketing teams: misalignment. Inaccurate data means leads aren’t routed properly to sales. It all increases friction between sales and marketing — two teams who, now more than ever, need to work in lockstep. What’s it take?

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Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Lead411

OCTOBER 27, 2022

Measuring the TAM for your business helps determine a go-to strategy for sales. In this brief but to the point article, we will address how to determine your TAM, what to do with the data and how to utilize the data to optimize your sales efforts. What are potential distribution channels or partner channels?

Ideal Customer Profile 21

Ideal Customer Profile Analysis Lead Rank Buyer Intent 21

SBI

AUGUST 7, 2018

In each interview, we ask several questions about how their solution can change a sales organization in a significant way. Sales teams are wasting effort chasing down deals that are ‘unwinnable.’ There are so many sales tools to help salespeople at the individual level. Where do salespeople mostly work? In their inbox.

Lead Rank 95

Lead Rank Company Collateral Lead Scoring 95

Zoominfo

FEBRUARY 28, 2024

I maintain their portfolios, and help identify and distribute leads that align with their specialty in the fundraising space,” Slauter says. Some were skeptical of the intent data,” Slauter says. To some, ZoomInfo’s potential was just too good to be true.

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Intent Signal Nonprofit Face-to-face Scale 130

Zoominfo

SEPTEMBER 22, 2022

Content marketing tools may include project management, content management, creative development, and distribution systems. Intelligence and automation will not only help you turn marketing-qualified leads into sales opportunities — but do so at scale. Tools may include intent data, personalization, and chatbots.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Vengreso

JANUARY 8, 2021

At the end of every month, quarter, and year sales leaders are trying to figure out what is going to close and what is going to slip. Sales forecasting is a challenge for most sales teams, either because they don’t know how to do it or because their methods are imprecise. What is sales forecasting? Click To Tweet.

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Sales Forecasts Forecasting Revenue Lead Rank 117

SBI

SEPTEMBER 12, 2018

I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. To help you with that mission, we’re naming our top 20 Sales Tech Twitter handles to follow during this epic Dreamforce 2018. Go beyond sales enablement to create a sophisticated selling experience that buyers value.

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Vendor InsideView Hotels Hiring 106

Zoominfo

MARCH 7, 2023

Company and contact data As you begin audience building, align with your sales team on which companies and contacts you want to target and make sure you have accurate company and contact data to rely on. Inaccurate or generalized targeting means wasted time and money.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Lead Rank Marketing Qualified Lead 130

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They start worrying about how many touchpoints are sales and marketing hitting.

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Account Based Marketing Top of Funnel Ideal Customer Profile Account 113

Zoominfo

NOVEMBER 29, 2021

Intent lift. Run two variations of a campaign — one with intent data layered in and one without. Then ask yourself: if the conversion rate increases by X amount with intent, how much more could I pay to box out the competition for audiences, while still being as efficient or more efficient than my non-intent audiences?

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

SEPTEMBER 9, 2020

Failure Point #1: Targeting the Wrong Customers One of the most common failure points that often leads to derailed sales and marketing efforts is whether an organization is targeting the right customers. Prospects are always cautious whenever dealing with an early-stage or a new sales professional at a Fortune 500 company. Want proof?

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Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 100

Crunchbase

JULY 2, 2021

For anyone not in sales, the process may seem straightforward enough — you make a few calls, pitch your products, close the deal, and repeat. But the reality is different, especially for industries that have longer sales cycles. Sales reps need every bit of information to nurture and move leads through the sales funnel.

Ideal Customer Profile 98

Ideal Customer Profile Top of Funnel How To Social Media 98

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. Salespeople are busy. Let’s jump right in!

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

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Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Allbound

DECEMBER 18, 2019

of the sales team, they’re responsible for significant and sometimes delicate relationships. How do they drive results from external sales teams and manage conflicts? Bombora is the leading provider of Intent data for B2B marketers. Training our distribution centers has a direct impact on how they train our resellers.”.

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Channels Face-to-face Intent Data Intent 83

Chorus.ai

NOVEMBER 5, 2020

Amount of Accounts per Rep This week, Jim launched into data that revealed the distribution of accounts per rep. One of the things you learn as a seller is that the only asset you have is your time,” said Latane, a self-professed recovering sales person. But you need to look at your sales veloscity formula.

Lead Rank 62

Lead Rank Account Data Marketing Qualified Lead 62

Sales Evangelist

DECEMBER 29, 2019

It’s a manufacturing marketing agency that helps manufacturers transform their marketing and sales apparatus by making it more digital in nature. The challenge in sales prospecting Prospecting is a huge part of the sales process. Many sales leaders and managers have not explored other options outside of traditional practices.

Strategy 52

Strategy How To Scale Follow-up 52

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts. 1) Outreach.io

Lead Scoring 52

Lead Scoring Lead Rank Lead Generation Sales Qualified Lead 52

Zoominfo

APRIL 23, 2020

It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

DiscoverOrg Sales

MAY 7, 2019

It’s not hard to find data : a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Zoominfo

NOVEMBER 30, 2023

Artificial intelligence and machine learning, guided by human reasoning, are revolutionizing data maintenance for GTM professionals. Whether it’s demographic, firmographic, or intent data, teams today don’t have to make tradeoffs between data coverage and accuracy because of technology limitations. The result?

Lead Rank 147

Lead Rank Lead Scoring Data CRM 147