Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. More importantly, what information do they have that can lead to more deals? What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

The Pipeline

JULY 29, 2020

Voicemail is a great example in sales, there are as many opinions as there are pundits. It’s about voicemail for buyers vs. voicemail with prospects. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

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. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Set up behavior-based triggers that notify sales teams of prospect engagement.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. And that content is a gateway to a possible sale. After users go through with a landing page, there should be a clear path to the end — an action that brings them into your sales funnel. An example of a landing page design.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them.

Sales 358

Sales Follow-up Groups Prospecting 358

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. So, how will we see video continue to evolve in 2021, and how can marketing and sales teams best use it to their advantage? That’s where video emails come in. .

Video 317

Video Scale Marketing Face-to-face 317

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

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? The Sales Scrum Podcast.

ACT 335

ACT Face-to-face Buyer Compensation 335

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. What is AI Sales Assistant Software? The downside?

Software 211

Software Software Tools Hubspot 211

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

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 319

Comparison Lead Rank Lead Scoring Hiring 319

The Pipeline

JULY 20, 2021

One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. I’ll follow up by asking “for prospecting and selling?” The majority will tell you they do most, if not all their “research” before even prospecting someone. By Tibor Shanto. No change, no purchase.

Research 386

Research Call-back Lead Rank Lead Scoring 386

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? Sure, it’s a problem, but your company is doing well.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Adapt to the Digital Business Environment.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

No More Cold Calling

APRIL 16, 2020

Who do we trust for health information? Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. At least, that’s what many prospects have come to believe. They hear the word sales and think of the stereotypical used-car salesman. How Your Prospects Choose Whom to Trust.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

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

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

The Pipeline

FEBRUARY 22, 2022

Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. While they do have more information coming at them, they lack the time to capture it all. Even before you identify specific prospects, we need to understand why they would interact with us. By Tibor Shanto.

Objections 351

Objections Forecasting Quota Buyer 351

Zoominfo

AUGUST 16, 2021

The sales and marketing landscape has changed dramatically over the last year. ZoomInfo’s Mobile App for sales professionals puts the convenience of instantaneous access to actionable, high-quality B2B data in your back pocket. Why Your Business Needs a Mobile Sales App. Check Key Tasks Off Your Prospecting List, On the Go.

Buyer Intent 49

Buyer Intent Call-back B2B SalesForce 49

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” They know that unless they get these “tough” questions answered, there is no way to move the sale forward.

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

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

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So And he would not give me any of his contact information.”. And he would not give me any of his contact information.”.

Hiring 264

Hiring How To Inbound Outbound 264

Zoominfo

FEBRUARY 10, 2021

Want to crush your quarterly sales quota? Add some storytelling sauce to your sales pitch. Storytelling can help you hit your sales quotas faster. Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Storytelling Makes Sales Memorable.

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 130

Hiring Data Prospecting Lead Rank 130

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

APRIL 1, 2020

In order to resonate with customers, your announcement must be seen, messaging absorbed and content leveraged with the sales team. For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. A failure to launch. Bridging the new product launch gap.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Zoominfo

FEBRUARY 3, 2021

We realized our business information index allowed marketers to deliver targeted online ads at a level never before seen.”. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales. It’s because that parent company that started Bizo?

Data 246

Data Advertising Advertising Lead Rank 246

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? 2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”. #3 4 “Let me see if I have this right.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

The Pipeline

AUGUST 10, 2021

But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. Your Swiss Sales Knife. Bad as with any weapon it comes down to how and why.

Fashion 329

Fashion Campaigns Outbound Quota 329

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296