DiscoverOrg Sales

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Vengreso

NOVEMBER 1, 2019

That is how I think of sales and marketing alignment in the modern business environment. Traditionally known as the cats and dogs of the business world, sales and marketing are no longer two separate entities. This included trade shows, walk-ins, association meetings, and some #ColdCalling. Create Market Segments.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

Sales Training Advice

FEBRUARY 5, 2010

” * “The other secret to getting that top executive on the telephone is to send the gatekeeper back as many times as you can, each time giving very little information.” He advocates sending the gatekeeper back so many times that the CEO finally gets fed up and tells her to put the call through.

Decision Maker 42

Decision Maker Gatekeeper Cold Calling Face-to-face 42

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. CIENCE marketing managers are among that 68%.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Klozers

JUNE 10, 2014

21) Elevator Speech  a B2B Sales Persons opportunity to show up and verbally throw up. 22) Features & Benefits  the reasons Marketing think prospects should buy. 26) Gatekeeper  a person whose boss is never in. 32) Marketing  the department for people who can draw, but cant sell.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Autoklose

JANUARY 22, 2024

Target Small Markets 4. Target Small Markets When targeting prospects, it is not always wise to cast a wide net. Start with Specific Goals Just like you do with choosing a target market, you should define your goals to be as specific as possible. Table of Contents 1. Focus on Benefits 2. Research and Understand Your Prospects 3.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

The Sales Association

NOVEMBER 9, 2011

Let me ask you this…how do you feel about making an introduction face to face with a person you are meeting for the first time at a trade show? Flip the gatekeeper paradigm on its head. When they say yes, then ask, "I was pointed in your direction as the head of marketing, is that right?" They had a problem.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34