The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

Zoominfo

NOVEMBER 1, 2024

Personalization, precision and performance are the keys to modern B2B marketing. And account-based marketing software is what helps your team nail all three with perfection. 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

Zoominfo

SEPTEMBER 6, 2023

Professional events can generate loads of opportunities in a very short period. We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Notify Sales When a Prospect Visits. Align Sales & Marketing on Target Customers.

Lead Scoring 244

Lead Scoring Lead Rank Scale Hiring 244

Sales 2.0

NOVEMBER 6, 2024

And with generative AI taking hold in the sales and marketing professions, these numbers will only get worse, as more emails are generated, and buyers get even more inundated with unsolicited messages. If you want to meet a large number of potential customers or partners quickly, find the events they go to and work the room!

Conference 195

Conference Cold Calling Referrals Social Media 195

The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. Living it is exactly what prospects are doing when our call interrupts. Let’s Start Right. Find Yours.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. That is how our clients get paid; by helping their clients deal with their market realities. Who’s Paying For This? Deliver More. Slow Down To Go Further.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. Triggering event: A small company secures a round of funding (check). 2: New sales or marketing leader play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

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. Events like these often trigger a purchase, and being the first salesperson in the door wins the deal, 87% of the time. Like many B2B companies, DiscoverOrg has such a wide addressable market.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Improved Forecasting : AI-powered algorithms analyze historical data and market trends to deliver more accurate sales forecasts, enabling better strategic planning.

Software 211

Software Software Tools Hubspot 211

The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.

Prospecting 212

Prospecting Influencer Buyer Education 212

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? World events disrupt business operations.

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

JUNE 8, 2021

We are at the dawn of a new era in B2B sales and marketing. The sales and marketing technology landscape has grown from just a few hundred applications to thousands—each one promising to streamline go-to-market operations, accelerate pipeline and generate revenue at scale. Insight-Driven Engagement for Sales AND Marketing.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

Zoominfo

JULY 11, 2018

When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. B2B Content Marketing Strategy.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Zoominfo

JANUARY 6, 2021

It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. Share the same goals and tools between sales and marketing teams. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams.

Paid Content 97

Paid Content Top of Funnel Webinar Metrics Marketing 97

eGrabber

OCTOBER 25, 2024

The hospitality industry is in a prime position to tap into the lucrative corporate events market. However, reaching these decision makers and generating high-quality corporate event leads requires a strategic approach. Struggling to keep event leads flowing? Try Email-Researcher! Ready to unlock more corporate leads?

Paid Content 52

Paid Content Hotels Lead Generation Lead Rank 52

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Zoominfo

MAY 5, 2021

If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. This includes your prospects. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too. Your potential prospects have other things on their mind right now.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. This event is designed for anyone in the sales field who wants to sharpen their skills and learn from top industry experts.

Outbound 96

Outbound Strategy Face-to-face Conference 96

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) In conclusion….

Survey 246

Survey Top of Funnel Scale Fashion 246

DiscoverOrg Sales

APRIL 23, 2019

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation.

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Trade Show Leads Marketing Qualified Lead Lead Generation 227

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

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

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Vengreso

OCTOBER 23, 2024

Not too long ago, on the sidelines of a digital marketing event, some of my buddies and I met for a brief friendly chat. 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. Let’s start your video prospecting journey.

Video 68

Video Lead Rank Lead Scoring Prospecting 68

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 219

Marketing Ideal Customer Profile Social Media Webinar Metrics 219

Pipeliner

NOVEMBER 24, 2024

Trade Shows: Participate in industry events to showcase your products and services. Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Bond Once you have attracted a prospect, the next step is to bond with them.

Video 116

Video Strategy Top of Funnel Direct Mail 116

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

DECEMBER 15, 2020

And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. B2B Tips for Sales, Marketing, Recruitment, and More. These signals alert sales and marketing teams to recognize their pain points and take the next step in putting them through the pipeline.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

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. Marketing departments create brand language that resonates with buyer personas.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. But so many marketers and salespeople don’t do this and do not do it in the right order.

Marketing 39

Marketing Intent Data Social Media eBook 39

Sales 2.0

SEPTEMBER 8, 2018

Testing is for marketing not sales. The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. The key area to track in my view is prospecting. It doesn’t to me.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

DiscoverOrg Sales

MAY 30, 2018

Sales and marketing event season just ended. If you weren’t overwhelmed with the number of technology choices out there, you didn’t go to the same events I did! Account-Based Marketing orchestration – sure, that sounds great,” you may think. Build a targeted list of your most viable prospects.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Targets Demand Generation 270

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. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309