Sales and Marketing Management

MAY 4, 2020

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. But it’s not time to give up email as a strategic and effective method for reaching your ideal audience. Raise your hand if you’ve ever been annoyed by a sales or marketing email.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

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. So what components make up this effort? Market expansion. Technology : Sales and marketing intelligence platforms and customer relationship management systems.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

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

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. The global crisis is taking up everyone’s mindshare. Your top of funnel may dry up. Should you just give up and stay home with your canned goods and paper products? Are they following your sales playbook(s)/processes? Does everyone follow it?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

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

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

MARCH 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Sales and Marketing Management

OCTOBER 15, 2020

How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. In April, Echo Market Research and Tango Card asked 500 newly remote employees how engaged they were feeling. Budgets don’t have to be large.

Incentives 317

Incentives Incentive Travel Cancellation 317

Sales 2.0

OCTOBER 25, 2021

The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Following a systematic process to identify decisionmakers, understand their interests, and have them “coauthor” proposals, can significantly boost closing ratios. Sales time sucks. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Zoominfo

DECEMBER 11, 2020

A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. To guide you through the recruitment data ZoomInfo has collected, check out the following questions that job seekers can contemplate as they ponder a new position or career change.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Zoominfo

DECEMBER 28, 2020

Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

AUGUST 5, 2021

No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. All measurable, all quantifiable and can be improved with skills and the right tools.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Zoominfo

SEPTEMBER 17, 2024

Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. There are many lead mining tools and platforms available today. Business is more competitive than ever, and conventional prospecting is simply no longer enough.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

Zoominfo

OCTOBER 31, 2024

AI tools are reshaping the way salespeople tackle their day-to-day work, automating many of the core business development tasks that have eaten away at the average sellers’ day. That means personalization has become critical for effective sales outreach — and AI used properly, with the right data to back it up, plays a pivotal role. “It

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. What is a CRM system in marketing? What are some CRM marketing examples? What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Learn more: The Definitive Guide to Lead Qualification Marketing. Instead, it’s a chase.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. How Do You Set up Email Automation? Email Automation Tools.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. How do most companies ramp up their B2B lead generation strategies?

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Zoominfo

SEPTEMBER 6, 2023

Set up news alerts in Salesforce for companies you connected with at the event to stay up-to-date on information that may help you land a deal. Use Tracker to Follow Key Influencers. Align Sales & Marketing on Target Customers. Follow-Up Emails to Stay Connected. Monitor Intent Spikes for Hot Topics.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

Zoominfo

FEBRUARY 12, 2024

Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data. To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.

Revenue 130

Revenue Tools Scale Lead Rank 130

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better. Let’s take a look!

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Sync your HubSpot fields into your conversational marketing platform to make this happen. Speed to Lead.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Sales 2.0

MAY 30, 2023

Collective[i] provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration. I think the last statistic I read is that over 80% of buyers are unhappy with the sales process (and this was based on buyers that actually ended up buying from that salesperson!)

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Zoominfo

FEBRUARY 2, 2021

Regardless of a company’s tech stack size, CRM systems are a staple for sales and marketing teams. For instance, your social media strategy that your marketing manager ran five years ago looks different today — with multiple social media specialists running more channels. Enterprise vs. SMB CRM Systems. Enterprise CRM Future Vision.

Enterprise 290

Enterprise Enterprise Company CRM 290

Zoominfo

NOVEMBER 17, 2020

Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job. Today, the average company is using anywhere from 20–200 tools, with an average of around 75+ technologies. A company can adopt an infinite number of tools.

Scale 246

Scale Google Analytics Hiring Analytics 246

The Pipeline

JUNE 25, 2020

Transformation has taken centre stage again, how would you grade these leaders, should we follow them again? I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” I didn’t see any new tools introduced. Get In The Game.

Sage 288

Sage Real Estate Skype Collateral 288

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Sales and Marketing Management

JULY 6, 2020

If your current sales strategy is made up of mostly email newsletters and content strategy, then you might not be ready to scale just yet. If information is funneled through general outlets, you may end up overlapping, and in turn, will not assist your sales-scaling mission. . What is your current approach?

Scale 298

Scale Top of Funnel Hiring Strategy 298

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Following the 2008 recession, it took larger companies an average of four years to recover their pre-recession level of GDP , while smaller companies took six years. Old Sales Funnels Are Drying Up. This proactive mentality is essential going forward.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

JANUARY 23, 2021

But it doesn’t hurt to have an arsenal of tips and tricks up your sleeve. Whether a sales rep is doing a cold call or following up on a marketing lead, building a relationship with a prospect is critical. Let’s say the rep pitches a new prospect — a marketing director. Get Social with Your Prospects.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Before we dive in, let’s back up and cover the basics. Inbound lead generation is a part of inbound marketing. What is Inbound Lead Generation? Outbound Lead Generation.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales and Marketing Management

FEBRUARY 24, 2021

But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns? Zero in on Your Target Market. First, make sure you understand who you’re target market is. First, make sure you understand who you’re target market is. Have a Content Marketing Strategy.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Do you know how you help? Is it a good time to talk about this?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Sales and Marketing Management

MAY 8, 2019

After the event, the video can be used for training and professional development, marketing and sales materials -- the sky’s the limit. Follow these steps, and you’ll be on your way. Live, online footage of your event provides extensive reach, and a streaming video service can give you the tools necessary to maximize views.

Video 316

Video Strategy Maximizer ROI 316

Zoominfo

SEPTEMBER 9, 2021

Yet for the last two decades, efforts to automate sales and marketing motions at B2B companies have stalled, often because of bad data. Until recently, just having access to accurate intelligence about all of the companies in a business’ total addressable market was a big gap in go-to-market efficiency.

Data 52

Data Company Lead Rank Lead Scoring 52