DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

SEPTEMBER 29, 2022

But Henry Schuck, ZoomInfo’s founder and CEO, says a company really can’t deliver its best products unless the people building them hear directly from skeptical prospects. It can also enhance the customer and prospect experience, elevate the conversation, and ultimately help close more deals.

Engineering 130

Engineering Scale Call-back Decision Maker 130

Sales Hacker

DECEMBER 21, 2023

Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. I partnered with Basia Sudol , who joined Stytch as its first Solutions Engineer and now leads the SE team at Stytch.

Engineering 126

Engineering Face-to-face Scale Proposal 126

Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. That was when I realized what the sales people did that I had worked with in my first sales engineering job— they got meetings. I always thought I was pretty amazing. I knew it!).

Engineering 262

Engineering Small Business Small Business Banking 262

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. They engage prospects with full context, and trust in the data means reps can collaborate on strategy for the whole customer. The result?

Data 130

Data Revenue Scale Territories 130

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. Suppose they’ve completed several successful engineering contracts with Novartis in the U.S., You might say Engineering (a practice area) “owns” the current job, led by a project manager. Who owns the global campaign?

Account 289

Account Campaigns Engineering Harvest 289

Zoominfo

FEBRUARY 3, 2021

What’s common knowledge to those in the industry — but not to a bright-eyed data guy like me — is that advertising audiences aren’t engineered to be precise. I decided to dig deeper to learn about the limitations in digital advertising — and specifically, audience solutions.

Data 246

Data Advertising Advertising Lead Rank 246

Zoominfo

FEBRUARY 20, 2025

Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. Before ZoomInfo, sales reps connected with prospects just 23% of the time. By using real-time data and signals, sales teams are identifying high-potential accounts they would have otherwise missed.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

No More Cold Calling

DECEMBER 29, 2020

In a June 2020 report, The New World of B2B Sales , Accenture explained: The leaders of tomorrow are modifying their organizations’ sales priorities using a powerful blend of person-to-person communication, predictive analytics and AI engines. And they don’t pester prospects with unsolicited pitches. Image attribution: Magnet.me ).

Referrals 432

Referrals Customer Social Media Revelation 432

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. It takes roughly eight touches for sales reps to reach cold prospects. Are Referrals Your Priority … or an Afterthought? Listen to the podcast. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Sales Gravy

MARCH 2, 2025

Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting. But heres the cold, hard truth: Email as a prospecting channel has suddenly stopped working. Let that sink in for a moment.

Scale 93

Scale Churn Face-to-face Channels 93

Partners in Excellence

JANUARY 22, 2025

You can’t simply develop a prompt, “Write me a prospecting email for these personas in these companies, about this issue… ” To get the best result, the best people have very sophisticated prompts they go through, to more deeply understand the issue, to more expertly refine and tune the responses.

Engineering 124

Engineering Decision Maker Tools Face-to-face 124

Hubspot Sales

AUGUST 7, 2024

With a variety of sales demo environments to choose from, each catering to a specific need or use case, you can ensure you’re showing prospects exactly what they want to see. When I’m setting up a new environment, I always start by establishing why the stakes are high for the prospect in question. Step 2: Showcase the solution.

Closing 104

Closing How To Call-back Software 104

No More Cold Calling

DECEMBER 19, 2019

We grew up with storybooks like Chicken Littl e, The Little Engine That Could, Click-Clack Moo, and Green Eggs and Ham. Prospects don’t care about your facts. Prospects don’t care about you … or me, for that matter. Want to learn more about connecting with prospects? What do you remember about a speaker, a movie, a novel?

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

No More Cold Calling

MARCH 31, 2021

They recognized that asking clients for referrals was the way to gain access to prime prospects. Or are you taking a new, fresh, and measurable approach to prospecting? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. They were smart. How do I know this? How about you?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. My background before business school was in engineering so I love data. Getting in-the-door with a cold calling. Making a social call. Back to the math.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

JULY 13, 2021

These plays will then be scaled to strengthen your entire go-to-market engine and drive your team’s success. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. It’s not just go-to-market teams that benefit from Conversation Intelligence.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Sales and Marketing Management

NOVEMBER 9, 2020

From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

The Pipeline

OCTOBER 19, 2020

Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. Take the Hippo Video & Renbor Sales Solutions, Prospecting Survey. Your Chance To Shape The Future.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Sales Leadership 220

Janek Performance Group

JANUARY 22, 2025

Providing a secure central location to store your voluminous data, including your companys contacts and communication with customers, prospects, or anyone you with whom you engage, CRM lets you track all interaction, from likes on social media to emails, phone calls, and meetings.

CRM 118

CRM Lead Qualification Social Media Data 118

Sales and Marketing Management

FEBRUARY 23, 2020

Simply put: Your brain is a prediction engine. It’s called the Prospective Memory Model. Using the Prospective Memory Model. Prospective Memory means “remembering a future intention,” and using this model has remarkable advantages for every seller and marketer. Memories are the fuel that help it make better decisions.

Intent 296

Intent ACT Influencer Call-back 296

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

BuzzBoard

NOVEMBER 5, 2024

Buyer needs shift, industries adapt, and seasonal factors impact purchasing behaviors, meaning a fixed ICP may not align with today’s high-potential prospects. BuzzBoard’s look-alike prospect identification feature solves this challenge by bringing adaptability to your prospecting.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 52

DiscoverOrg Sales

MAY 24, 2017

Only after you understand your prospect’s situation and the challenges of their IT environment, you can pick up the phone and talk about a solution. Being well-versed in industry trends, terminology, and current issues shows your prospect that she can trust you to understand her priorities and environment.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

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

Partners in Excellence

APRIL 14, 2023

I’m trying, though sometimes fail, just to ignore the “expert” advice guru’s are offering about using ChatGPT for prospecting. The “guru” offered insights on how to use GPT for highly targeted/customized prospecting out reach. The post In What World Is This Considered Great Prospecting?!??!!!

Ideal Customer Profile 133

Ideal Customer Profile Prospecting Social Media Twitter 133

Zoominfo

JANUARY 29, 2025

Its the engine that powers prospecting, personalization, and pipeline generation. AI-Driven Insights : From prospecting to campaign execution, AI transforms raw data into actionable strategies, streamlining workflows and maximizing efficiency. But when that data is flawed, the entire system breaks down.

B2B 130

B2B Intent Signal Scale Marketing 130

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

No More Cold Calling

SEPTEMBER 28, 2017

Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. If it takes eight to 12 touches to reach a prospect, that tool is too dull. No other prospecting strategy comes close.

Account 245

Account Lead Rank Lead Scoring Referrals 245

Tenbound

FEBRUARY 19, 2025

has unveiled Apollo Labs, a cutting-edge sales prospecting solution that integrates AI-powered SDRs, outsourced sales development, and Clay -based data automation agencies (Claygencies) into a single offering. Launches Apollo Labs: AI-Driven Prospecting That Deliver Qualified Meetings appeared first on Tenbound. Whats Next?

Outsourcing Services 52

Outsourcing Services Sales Qualified Lead Meeting Intent Signal 52

Zoominfo

NOVEMBER 18, 2024

Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. Koala Koala is a pipeline generation engine that combines real-time visitor tracking with account prioritization tools.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. This scenario appears in industries like construction, engineering, software licensing, and more. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

Customer 84

Customer Licensing Proposal Government 84

The Pipeline

OCTOBER 3, 2019

The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Stated otherwise, if your best customers are in a specific industry, have a certain number of employees, and deploy a competitive or complementary technology – then companies that also fit that profile will be your best prospects.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251