DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

SEPTEMBER 24, 2024

Combining first-party customer and prospect data with trusted, high-quality B2B data partners — especially providers who can incorporate an additional layer of advanced signals — takes the effectiveness of signal-based marketing to another level. Deploying AI at scale, however, requires AI-ready data.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. You can download on our site ). Tactically. Planting Seeds.

Prospecting 210

Prospecting Harvest Call-back SME 210

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. They visit websites where they read blog posts, watch product videos, or download a guide. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 68

Video Lead Rank Lead Scoring Prospecting 68

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Understanding the Sales Force

FEBRUARY 14, 2025

That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. ” In the same report it said that “35% of respondents said they struggle with lead generation, qualification, and converting prospects into customers.”

Data 220

Data Hiring Compensation Quota 220

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Hubspot Sales

JULY 22, 2024

If you're in a hurry, skip to the script or download free sales call templates.) 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 Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. For example, video streaming subscriptions hit over 769 million in Q3 2020, up from around 552 million a year earlier, and TikTok surpassed 2 billion downloads in 2020.

Video 317

Video Scale Marketing Face-to-face 317

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Qualify prospects better and learn their buying motives. (July 20 th to July 26 th , midnight). Click Here to read about the program. Click this special link to make a purchase. Connect with decision makers easier. Get Access Today.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors.

Intent Data 313

Intent Data Intent Data Lead Rank 313

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

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients.

Buying Cycle 309

Buying Cycle Face-to-face Lead Scoring Lead Rank 309

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. No matter how right and tight, your buyer persona is, how much of your drips they have downloaded, or any other factor. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker Face-to-face 344

SBI Growth

JULY 28, 2020

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Prospecting 234

Prospecting Ideal Customer Profile Top of Funnel Sales 234

DiscoverOrg Sales

JULY 5, 2017

It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting. Download a white paper? In the short-term, traditional marketing metrics are good–how many touches, how many opens, likes, responses, downloads, etc. View a video?

Account 289

Account Campaigns Engineering Harvest 289

Sales Gravy

SEPTEMBER 9, 2022

Ever wondered how you can get the attention of that elusive prospect you've been chasing? On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. Get more meeting with effective Prospecting Sequences. You know the one. You know the one.

Meeting 124

Meeting Prospecting Journal Gatekeeper 124

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

SBI Growth

MAY 21, 2020

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Inside Sales 418

Inside Sales Customer Prospecting Sales 418

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. Here is an example of a pre-call planning sheet (you can download it here ). BUT, their service had gone so downhill that it ruined my stay.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

DiscoverOrg Sales

FEBRUARY 6, 2018

This is because Job title is a basic, fundamental part of the Ideal Customer Profile: Even if every other piece of the puzzle is perfect – the right industry, the right time, a perfect pitch – if the prospect is in the wrong department, or doesn’t have purchasing power … nothing else matters. Form-fills / Downloaded your content.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

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. Need-Based Signals : These show active research behaviors, such as downloading content related to solutions. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content? Be the One Who Listens to Customers and Prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

JUNE 4, 2018

Content Downloads: Not all content is created equal—for instance, a high conversion on gated content signals a high-quality piece of content. Total app, product, or software downloads. That way, you can pinpoint which efforts had an impact on downloads and which did not. So, which data points are the common culprits?

Social Media 234

Social Media Marketing How To Campaigns 234

Zoominfo

FEBRUARY 15, 2023

Faster, More Effective Prospecting As any sales leader can attest, selling in today’s market might be tougher than it has ever been. As a result of this shift, efficient, cost-effective prospecting has become vital. ZoomInfo’s world-class platform is helping sales teams navigate today’s markets.

Survey 130

Survey Prospecting Customer Face-to-face 130

DiscoverOrg Sales

JUNE 13, 2018

Warm MQLs : These leads have shown interest in DiscoverOrg through behavior, like reading our blog, visiting our website, downloading content – but they’re not actually requesting more information. What if they attended a webinar, or download an ebook? We call these “hand-raisers.”. Hot lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. It’s just a symptom.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. From digging through LinkedIn for org charts, guessing at email addresses, and scouring the internet for news about a prospective company or contact, salespeople spend a significant amount of time on research. Download the Full Report.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295