The Pipeline

JULY 27, 2021

Some enterprising salespeople asked what they should do during this period? While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. Prospecting Fundamentals. Summer is a great time to update or develop a prospecting process, different from your sales process.

Prospecting 391

Prospecting Enterprise Enterprise Course 391

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Heres how AI can help: 1.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Zoominfo

APRIL 2, 2025

Beyond the Data Silo Trap Most enterprises approach data management as a collection of distinct technical challenges: CRM Implementation : Often viewed as a standalone software rollout, rather than a strategic foundation that relies on clean, connected data to be effective.

System 130

System Enterprise Enterprise Data 130

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Zoominfo

JANUARY 26, 2021

Enterprise leads are the gold standard of lead generation. What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Benefits & Challenges Of Enterprise Lead Generation. There are a host of benefits to closing an enterprise deal.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Sales and Marketing Management

JULY 7, 2022

When selling enterprise software and software as a service (SaaS), a proof-of-value exercise (POV) can be an accelerator for the decision maker, especially when working with a prospect that has complex requirements. The post Proving Business Value in the Software Sales Process appeared first on Sales & Marketing Management.

Software 334

Software Software Sales Process Decision Maker 334

SBI

FEBRUARY 3, 2021

The All New 2021 Enterprise SalesTech Landscape. By Nancy Nardin I first started curating and categorizing sales technologies in 2010. For one, we no longer have a Sales Enablement category. I’ll write a separate post on the history of the Sales Enablement category and why we made that decision.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. The bad news?

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

APRIL 15, 2025

ZoomInfos State of AI in Sales and Marketing survey, which gathered insights from more than 1,000 GTM professionals, reveals just how quickly AI is transforming sales teams and the roadblocks for further AI innovation. Power users on sales teams are saving time, closing deals faster, and seeing real, measurable business results.

Survey 130

Survey Forecasting Lead Rank Lead Scoring 130

Sales 2.0

MAY 14, 2020

I am looking for contact information in some target enterprise accounts. And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too. Sales people should sell. Enterprise selling needs data.

Data 396

Data Enterprise Enterprise Insurance 396

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. Learn about your prospects.

Account 276

Account Top of Funnel Decision Maker Segment 276

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Chamber of Commerce, yet sales tech providers often leave smaller businesses hanging. Their sales process has guardrails. This means less focus on high-value sales and more exhaustion.

Enterprise 52

Enterprise Enterprise Proposal Sales Qualified Lead 52

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Zoominfo

FEBRUARY 20, 2025

We surveyed over 11,000 revenue professionals to uncover exactly how GTM teams use ZoomInfo to expand markets, accelerate sales cycles, and drive revenue. Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. The results? Copilot users reported saving 10.5

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

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. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? There’s a better way, but it takes guts and conviction from every sales leader. Your conversation shifts.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

The Pipeline

JUNE 3, 2020

As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. So, what is an enterprising seller to do? It’s too early to tell the long-term impact on sales and selling. Start by aligning yourself with the right people, both in the sales tribe, more beyond.

Sage 361

Sage Airlines Enterprise Enterprise 361

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

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. But corporate hierarchy errors are much more serious than your garden-variety duplicate CRM record because they undermine core sales and marketing strategy.

Data 130

Data Revenue Scale Territories 130

Zoominfo

JULY 26, 2022

An enterprise API strategy can transform your data management system for better GTM sales motions, targeted outreach, and success. That’s the value of ZoomInfo’s Enterprise API technology. APIs for Sales For B2B sales teams, narrowing in and prioritizing accounts is a critical first step.

Enterprise 130

Enterprise Enterprise Data Top of Funnel 130

Sales Gravy

JANUARY 14, 2025

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life. Success in sales is about balance across the entire funnel.

Data 98

Data Tools Intent Data Top of Funnel 98

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. When you're at work, prospect incessantly. This sales thing violates a lot of psychology. Pushing back.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks. Automates lead distribution.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

No More Cold Calling

OCTOBER 4, 2018

Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. A huge problem today is the belief that sales lead generation can be automated. We know that sales reps who leverage technology such as AI and predictive analytics are more productive and successful than those who don’t.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

The Pipeline

MAY 18, 2021

It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. The video below looks at how to approach a multi-track sales execution. As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

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

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools.

Ideal Customer Profile 124

Ideal Customer Profile B2B Tools Prospecting 124

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. call every day.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. By leveraging advanced algorithms and data scraping techniques, these tools can extract potential leads from various sources, including customer databases, sales histories, website analytics, and social media platforms. The result?

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Nutshell

APRIL 7, 2025

Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. The ability to generate AI transcriptions and summaries of Zoom calls is available on the Sales Business and Sales Enterprise plans. How do I generate AI transcriptions and summaries? What else is new?

Meeting 103

Meeting Microsoft Enterprise Enterprise 103

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. What is Considered SMB?

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

Sales and Marketing Management

JUNE 22, 2020

Author: Kaveri Kalavath Implementing enterprise software has never been easy. Business objectives can be complex and often political, end customer expectations are even more demanding in the digital age, and enterprise regulatory and compliance needs have increased. . Managing the technology, however, is just the first hurdle.

B2B 207

B2B Customer Vendor Enterprise 207