Sales Evangelist

OCTOBER 2, 2020

How Recognizing Intent Signals Can Help Overcome Objections Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections.

Intent Signal 59

Intent Signal Intent Objections Face-to-face 59

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. How can you really know the answer to that and have real confidence if you’re not on those calls, or if you haven’t seen the prospect’s reactions to proposals or new products?

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Tenbound

FEBRUARY 19, 2025

has unveiled Apollo Labs, a cutting-edge sales prospecting solution that integrates AI-powered SDRs, outsourced sales development, and Clay -based data automation agencies (Claygencies) into a single offering. Human Callers step in for direct dialing, personalized follow-ups and complex objections. Whats Next? The post Apollo.io

Outsourcing Services 52

Outsourcing Services Sales Qualified Lead Meeting Intent Signal 52

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. From a rep’s perspective, there’s nothing worse than finding that perfect prospective account on LinkedIn. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

SEPTEMBER 20, 2021

You give your reps access to data that goes beyond a name and number — information on target market changes (such as new investments), buyers’ pain points and objections in sales conversations, and an account’s increased search activity around a hot-button topic. The intent signal data also provides upsell and cross-sell opportunities.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Lead411

JANUARY 16, 2025

Lead411 combines advanced AI-powered intent data with robust contact information to help sales teams identify and prioritize prospects most likely to convert. Example Use: A SaaS company uses Lead411 to find decision-makers in specific industries and score leads based on intent signals.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Sales Hacker

APRIL 2, 2024

Creativity in marketing should be balanced with alignment to sales goals and objectives. Curated dinners and high-quality content are effective strategies for building relationships and engaging prospects and customers. When choosing advisors, look for individuals with relevant experience in the stage and industry of your company.

Scale 128

Scale Intent Signal Hiring Lead Rank 128

Zoominfo

MAY 11, 2021

Trick #1: Target (and reach) key decision-makers After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. That means filtering out bad-fit prospects, competitors, and even current customers. Set up your ad platform to avoid prospects you don’t want to target.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. That means filtering out bad-fit prospects, competitors, and even current customers. Set up your ad platform to avoid prospects you don’t want to target. That’s where intent data comes in.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

JUNE 12, 2023

This approach starts with intent signals that identify who’s in-market, so you can get your team in front of the right prospects at the right time, and follows up with plays targeted to those prospects. Sales and Marketing Alignment is Key Do your sales and marketing teams have the same objectives?

Intent Signal 130

Intent Signal Top of Funnel Follow-up Research 130

Hubspot Sales

APRIL 28, 2025

These agents can even do your homework for you, finding prospects who match your ideal customer persona. A typical sales lifecycle requires an entire team to move through multiple stages prospecting leads, qualifying customers, answering inquiries, and closing deals. The agent can then create a 360-degree profile of each prospect.

Lead Rank 52

Lead Rank Sales Qualified Lead Lead Scoring Lead Qualification 52

Zoominfo

JANUARY 12, 2024

The company has long since proven that its solutions are a great fit for several key personas, which makes reaching well-qualified prospects with relevant messaging a cornerstone of Smartsheet’s growth plans. Access to the same robust database enabled Smartsheet to effectively nurture prospects at every stage of the funnel.

Data 130

Data Maximizer Lead Rank Sales Qualified Lead 130

Zoominfo

MAY 22, 2024

If the original ZoomInfo platform was the world’s best roadmap to higher revenue, ZoomInfo Copilot is a luxury, chauffeur-driven journey, giving salespeople a uniquely customized, guided experience based on their accounts, their targets, and their company’s objectives. ZoomInfo Copilot: Delivering AI-Driven Insights Here’s how it works.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Zoominfo

JANUARY 4, 2022

This indicates that within a few years we should expect people won’t be thinking about ABM and demand separately — it’ll be part of the same objective,” Withers says. According to research firm Ascend2 , about 70% of marketers either had intent strategies in place or were introducing intent as part of their toolkit in 2021.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

DiscoverOrg Sales

AUGUST 22, 2017

Integrated technologies turn hypothetical benefits into reality by plugging holes and bridging gaps in the workflow that sales and marketing teams go through to engage prospects, develop relationships, and drive revenue. Create workflows from actionable insights and intent data. OppAlerts are now available on inline pages.

SalesForce 120

SalesForce CRM Lead Rank Lead Scoring 120

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Prospecting 62

Zoominfo

AUGUST 3, 2022

Using Triggers Identifying triggers is a great way to understand the right time to reach out to prospects and the best messaging to use. These insights help our sales team be in tune with one another and create localized sales motions that don’t alienate prospects with foreign tactics or approaches.

Hiring 130

Hiring Webinar Metrics Strategy Intent Signal 130

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). The bottom line is, your quota methodology needs to align with your business objectives. Related: How to Calculate a Lead Score, with Examples.

Lead Rank 120

Lead Rank Territories Lead Scoring Quota 120

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. From a rep’s perspective, there’s nothing worse than finding that perfect prospective account on LinkedIn. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Zoominfo

DECEMBER 3, 2021

ZoomInfo’s vast repository of B2B data gives sales teams unprecedented insight into every aspect of a prospect’s operations, from the tech stack they use to intent signals that show when they’re actively looking to invest in products and services.

Maximizer 100

Maximizer Hiring Top of Funnel Lead Rank 100

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front-line conversations with prospects and customers. How can you really know the answer to that and have real confidence if you’re not on those calls, or if you haven’t seen the prospect’s reactions to proposals or new products?

Top of Funnel 130

Top of Funnel Conversion Marketing Lead Rank 130

Sales Hacker

AUGUST 16, 2019

And because our traditional marketing efforts are no longer cutting it — emails are going to “unsubscribe island,” and prospects aren’t showing up for events, for example — pipeline isn’t progressing and we have no understanding of why. . Okay, we’ve established that sales and marketing must work together to move prospects through the funnel.

Top of Funnel 78

Top of Funnel Intent Signal Account Based Marketing Aprimo 78

Zoominfo

MARCH 15, 2023

Understanding how effectively your company creates and converts prospects over time is important and should be tracked for both departments. These same topics are also an important source of intent signals. Aligned metrics and goals Marketing and sales are jointly responsible for driving revenue.

Top of Funnel 130

Top of Funnel Lead Rank Ideal Customer Profile Scale 130

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals. A particularly strong fit is a good reason to prioritize that prospect during outreach.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Prospecting 52

Sales Hacker

JANUARY 20, 2021

Marketing is responsible for campaigns that are focused on up to 500 industry accounts and on account clusters where prospects display similar intent signals, have similar characteristics, and are in the similar buying stage. But they are left to their own devices. What is personal account-based sales and marketing?

Account Based Marketing 80

Account Based Marketing Top of Funnel Account Lead Rank 80

SalesLoft

SEPTEMBER 12, 2023

On a typical day, an AE on your team might have calls with half a dozen prospects and clients, sift through the recordings of those conversations, need to figure out where in the buying process each of those prospects and clients are, lose track of time, and delay a deal. Does it bring you more value from your buyer intent signals?

Conversion 52

Conversion Intent Signal Follow-up Negotiation 52

SalesLoft

SEPTEMBER 12, 2023

On a typical day, an AE on your team might have calls with half a dozen prospects and clients, sift through the recordings of those conversations, need to figure out where in the buying process each of those prospects and clients are, lose track of time, and delay a deal. Does it bring you more value from your buyer intent signals?

Conversion 52

Conversion Intent Signal Follow-up Negotiation 52

SalesLoft

OCTOBER 6, 2022

Improving effectiveness: Sellers can identify the best prospects from new leads and deals most likely to close, heightening focus and prioritization . Reach more prospects with m ulti-channel, multi-touch communication ( social media , phone, email, etc.). Sales Prospecting Tools.

Sales Tools 52

Sales Tools Tools Forecasting Lead Rank 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

SEPTEMBER 24, 2024

An Expanding Universe of Real-Time Signals The ability to respond to prospects’ needs as they emerge is a game-changer — customers say that using ZoomInfo Copilot has already increased their productivity by 60%, resulting in a 58% increase in booked meetings and demos. Funding : Major funding rounds in the last 90 days.

Ideal Customer Profile 130

Ideal Customer Profile Pipeline Lead Rank Demand Generation Targets 130