DiscoverOrg Sales

SEPTEMBER 19, 2017

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. Identify your best customers. An example ICP if you sell compliance management software might be: $75m+ revenue and growing at 13%+ annually.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

Lead411

JANUARY 16, 2025

Sales Tools for 2025 Top 5 AI Sales Tools for 2025 AI tools are revolutionizing the sales landscape, empowering teams to work smarter, personalize outreach, and close deals faster. Heres a look at the top 5 AI sales tools in 2025, complete with real-world examples of use and pricing. Best for: Sales engagement automation.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Zoominfo

APRIL 29, 2018

There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on. Today, we explore some of the more common sales problems—problems you might not even know you’re facing. Did you know that sales reps spend 64.3%

Ideal Customer Profile 196

Ideal Customer Profile B2B Hiring How To 196

Vengreso

MARCH 26, 2025

Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Here are the essential sales skills that sales training programs provide.

Training 68

Training Strategy Ideal Customer Profile Lead Scoring 68

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Sales Hacker

JUNE 27, 2022

The right seller is one who has what it takes to guide the deal through the sales cycle and eventually, across the finish line. Less than 1% of sales orgs have developed a corresponding ideal rep profile (IRP) to document the knowledge, skills, and behaviors a seller needs to be successful. That’s a big problem.

Ideal Customer Profile 122

Ideal Customer Profile How To Face-to-face Analysis 122

Sales and Marketing Management

MAY 14, 2018

InsideView just published a study of over 500 B2B sales and marketing professionals with new insight on go-to-market (GTM) maturity, a topic of growing interest for many business leaders. They’re still using manual and ad hoc tactics to support dated sales and marketing approaches. Why does your go-to-market maturity matter?

Ideal Customer Profile 204

Ideal Customer Profile InsideView Account Based Marketing Lead Rank 204

Pipeliner

FEBRUARY 16, 2025

The Impact of AI on Sales Leadership: Expert Insights and Actionable Strategies In a recent episode, John Golden sat down with Matt McDarby , a seasoned sales leader and the founder of United Sales Resources, to discuss the transformative impact of artificial intelligence (AI) on sales leadership and performance.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Mereo

JANUARY 22, 2025

Combine this skill with a solid sales process and training, and you give your team an environment they need to succeed. The ideal client profile (ICP) is a good start to selling success. However, a list of prioritized accounts by itself will not help you meet your sales goals.

Ideal Customer Profile 36

Ideal Customer Profile Territories Account Based Marketing Lead Rank 36

Zoominfo

FEBRUARY 24, 2025

Savvy GTM orgs can continue using traditional and effective demand gen methods while also leveraging this powerful latent-demand intelligence to reveal untapped sales and marketing opportunities. 20% ICP target accounts and qualified accounts/contacts from emerging segments. And get there before the competition does.) Lets see how.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

Hubspot Sales

NOVEMBER 22, 2024

But, oof, I don‘t need to tell you how challenging life in sales can be. Whether you win or lose, it doesn't stop the sales targets from rolling in each month. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Long and skinny?

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

SBI Growth

MAY 13, 2020

In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.

Ideal Customer Profile 297

Ideal Customer Profile Customer Training Strategy 297

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company sales strategy, you need to consistently dissect it, revise it, and communicate it. By Tris Brown.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 You are running a sales/biz dev effort now. What are your main goals in this role and how are you applying Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

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. Sendspark reviews 4.8/5

Ideal Customer Profile 125

Ideal Customer Profile B2B Tools Prospecting 125

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. They rely on ZoomInfo throughout their sales cycle for comprehensive data about accounts they’re targeting — and new accounts that can expand their market.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Customer Strategy 130

Mindtickle

NOVEMBER 4, 2024

Sales execution is key to ensuring your teams can close more deals faster. But what is sales execution? Read on as we answer these questions and explore everything you need to know about building a winning sales execution strategy. What is sales execution, and why does it matter? What is sales execution?

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel How To Lead Scoring 52

Awarathon

MARCH 19, 2025

In the fast-evolving insurance industry, clarity in policy explanations can make all the difference in securing a clients trust and closing deals. Handling Objections With Confidence Insurance clients often have concerns about coverage, pricing, and claim processes.

Policies 52

Policies Insurance Insurance Training 52

DiscoverOrg Sales

JUNE 6, 2017

The debate within sales right now is whether cold-calling works. As a Senior Sales Development Representative (Sr. Hyper-personalized cold emails are a main tenant of account-based sales development (ABSD), but they’re not appropriate all the time. When is cold email appropriate? When can’t get your target on the phone.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

SBI Growth

JANUARY 28, 2020

We have launched and transformed several Customer Success teams. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals.

Ideal Customer Profile 218

Ideal Customer Profile Revenue Customer B2B 218

Partners in Excellence

DECEMBER 6, 2024

As a trained physicist, I know the math works. We are hyper focused on our ICP and who we target within that ICP. Not having to waste time on these deals enables sellers to focus on those deals that are the right deals with customers highly motivated to change. If you have a 15% win rate, you need almost 7X coverage.

Ideal Customer Profile 117

Ideal Customer Profile Pipeline Channels Motivation 117

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Companies face stiff competition and customers have multiple options. Here are a few solid tips for today’s sales leaders: 1. Identify and hire the correct profile. Not education or pedigree.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. Look for commonalities in your existing clients to help you find a profile for new clients. Then also consider “psychographic” elements of what makes a company a good client for you. The trick of course is finding them.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. A recent survey from Mindtickle and Heinz Marketing of 280 sales and revenue leaders found that only 14.7%

Ideal Customer Profile 125

Ideal Customer Profile Lead Scoring Lead Rank Survey 125

No More Cold Calling

SEPTEMBER 6, 2018

For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. How can sales leaders build a referral culture?

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Janek Performance Group

NOVEMBER 13, 2024

As you prepare for your next sales kickoff, it’s important to make every step count. Sales Training—Is your team’s training still relevant? Skill-Building Sessions : Sales are always changing—and so do customers, becoming more sophisticated as they seek solutions.

Ideal Customer Profile 48

Ideal Customer Profile Demand Generation Targets Lead Scoring Lead Rank 48

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Sales 2.0

MAY 15, 2023

This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Dave is CEO at Partners In Excellence , a consulting firm that helps its clients OutPerform and OutSell their competitors.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

The Sales Hunter

AUGUST 30, 2019

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: So, what’s the answer to bad customers?

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

The Digital Sales Institute

OCTOBER 25, 2024

Sales success is built on a foundation of proven strategies, strong relationships, and consistent execution. This guide explores the essential elements that distinguish top performers in sales and provides actionable steps to elevate your sales performance. Sales success is all about creating and capturing value.

Ideal Customer Profile 52

Ideal Customer Profile Territories Decision Maker Comparison 52