Sales and Marketing Management

FEBRUARY 23, 2020

Studies show that in the process of making a decision, your brain predicts the rewards of a choice based on past memories, and then uses that information to make the most favorable decision. It’s called the Prospective Memory Model. Using the Prospective Memory Model. Simply put: Your brain is a prediction engine.

Intent 296

Intent ACT Influencer Call-back 296

DiscoverOrg Sales

FEBRUARY 7, 2018

Our study did indeed reveal the most predictive data points. Intent data comes next. The most predictive Intent data point is Companies Comparing the Products of Other Vendors in Your Category. But once again, without Fit and Intent, that RFP will never turn into a winning proposal. The least predictive is Age. ).

Intent 145

Intent Data Opportunity Intent Data 145

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Zoominfo

JANUARY 29, 2025

Its the engine that powers prospecting, personalization, and pipeline generation. One expert study found that poor data quality costs companies up to 25% of their annual revenue. Real-Time Intent Signals : Identify decision-makers actively researching competitors or planning purchases, enabling timely and precise outreach.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

AUGUST 30, 2023

Prospects who love your product may not be ready to buy. Intent data is the key that helps B2B sales and marketing leaders separate the ready from the rest. Here’s how to make the most of the intent data advantage — and how to distinguish the best B2B intent data provider for your business. What is Intent Data?

Intent Data 147

Intent Data Intent Intent Signal Lead Rank 147

DiscoverOrg Sales

FEBRUARY 6, 2018

But in this sea of data, which individual data points predict purchase intent? In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. What data matters? Opportunity Wasted! Fit criteria.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. studying sales methodologies, you know that you are obsessed. Passion – Prospects smell fear. Tony’s most recent book is “Combo Prospecting.”

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

MARCH 10, 2014

Sales people seek out and engage with people who have not started the buying process, had not intention on doing anything different when they went to work that morning. They study their territory, understand who potentially will benefit from their offering. That is why it is a “sales process”, not a “buying process”. Tibor Shanto .

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

The Pipeline

JULY 21, 2020

But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business. Many reps are good at not talking product, but they still have trouble hiding their true intent, the close. Having memorized the “Persona”, they figure they don’t need to.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Zoominfo

MAY 21, 2021

Your prospects are out there right now, hunting for a solution to a problem you can solve. That’s the goal of buyer intent data, a cutting-edge sales intelligence tool that cues you into prospects’ subtle buying signals , positioning you to be first in the door to make your pitch. Try it Now What is Intent Data?

Intent Data 130

Intent Data Intent Lead Rank Data 130

Zoominfo

MAY 31, 2023

With increased investments in intent data, targeting capabilities, buying committee concepts, and integrated ABM technology tools, creating a solid ABM engine is more accessible than ever. Intent Data: Avoid Waste, Propel Growth The goal of an account-based funnel is to measure how an account is progressing through the customer journey.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. Across the table (or buffering screen on Zoom), sellers are embracing digital sales and prospecting.

Buyer Intent 127

Buyer Intent Intent Data Intent Top of Funnel 127

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. This view allows us to focus on results versus intentions. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients. If not careful, time can be stolen by or wasted on the wrong opportunities.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Lead411

FEBRUARY 20, 2025

How to Use Predictive Analytics to Improve Your B2B Lead Scoring and Prospecting Stop chasing dead-end leads! Predictive analytics can help you focus on the prospects most likely to convert. B2B lead scoring is the process of ranking prospects based on their likelihood to convert into paying customers. What Is B2B Lead Scoring?

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 52

Zoominfo

APRIL 24, 2020

But before we do our deep dive, let’s quickly explore the methodologies we used to arrive at our insights, chief among them, ZoomInfo’s intent data. What is Intent Data? Intent data is designed to uncover buying opportunities. Good question: Prospects are identified via a company’s IP address. And the data backs this up.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Crunchbase

JULY 9, 2021

While pay-per-click ads and cold outreach are popular methods for generating leads — the future of lead generation lies in buyer intent data. Studies show 89% of people rely on research before making a purchase, which qualifies them as a potential buyer. What is buyer intent data? Establish a targeted lead generation strategy.

Buyer Intent 105

Buyer Intent Intent Data Intent Buyer 105

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 a big jump from just years before when they ran a similar study.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. Increased Capacity A study by Brevet suggests that 80% of closed sales will require at least five follow-ups.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Sales and Marketing Management

FEBRUARY 2, 2018

Studies have shown that some people stress out when they travel. More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert. Buyer Intent Beats Buyer Identity. Author: Staff Take a minute to think about something that everybody loves.

Channels 174

Channels Demographics Intent Marketing 174

The Pipeline

OCTOBER 23, 2017

But many sales people cherry pick time, and use it to avoid things that have to be done, like prospecting for example. Regularly when I ask buyers why they didn’t prospect, or when they plan to prospect, I hear “I’ll get around to it when I have time”. Which may lead one to conclude that they do not want to prospect.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

DiscoverOrg Sales

MAY 7, 2019

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? Intent data. JUST KIDDING.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. But if your prospects don''t trust you, your intentions, your company, your promises or your eagerness, they won''t buy from you. Trustworthy is the operative word here.

Face-to-face 267

Face-to-face Ideal Customer Profile Hiring Collateral 267

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. That is, they should be determined using interviews, case studies, and research on past and current clients. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Zoominfo

APRIL 23, 2021

Action: After compiling all necessary criteria, reps gather the VPs of sales and marketing (plus any other key titles) and place them into a sales flow or sequence, thus tailoring the ensuing conversation to the prospect’s growth plan. #2: 2: New sales or marketing leader play. Filtering criteria stays the same. 5: Form completion play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

DiscoverOrg Sales

MARCH 5, 2019

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. By targeting a prospect in that crucial three-month window, you can focus your time, energy and effort where there’s a higher chance for a win. Go get them!

Hiring 218

Hiring Decision Maker How To SalesForce 218

The Pipeline

FEBRUARY 23, 2017

In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. There is no doubt that the reason sales people do not like to prospect, specifically direct prospecting, for instance telephone prospecting, is rejection.

Face-to-face 217

Face-to-face Intent Objections Call-back 217

Vengreso

APRIL 7, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. . That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game. What Really is Intent Data?

Intent 89

Intent Maximizer Intent Signal Outsourcing Services 89

Zoominfo

AUGUST 7, 2018

Here’s what we mean: Consider your list of target keywords and the intent behind each of them. Can this intent be matched to any particular phase of the sales funnel? This particular query has extremely low buying intent behind it. This next phrase has slightly more intent behind it. Query Three: Best SEO agency.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

SBI Growth

AUGUST 29, 2013

Moral of the True Story: People are looking for you online whether you know it or not.Those people might be customers, prospects, business acquaintances or potential employers. To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions. That alone should account for at least 120 connections.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. pricing page, case studies).

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

DiscoverOrg Sales

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. Engage Live, Active Prospects. See how Intent and Opportunity data can impact your sales pipeline.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

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

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. How have existing clients historically used your sales intelligence to predict buyer intentions?

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241