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. Prospective Memory means “remembering a future intention,” and using this model has remarkable advantages for every seller and marketer.

Intent 296

Intent ACT Influencer Call-back 296

Zoominfo

AUGUST 30, 2023

Intent data is the key that helps B2B sales and marketing leaders separate the ready from the rest. Intent shines a light on the digital signals that businesses generate as they move through the buyer’s journey, giving GTM professionals a hyper-efficient way to target accounts that are getting ready to purchase. What is Intent Data?

Intent Data 147

Intent Data Intent Intent Signal Lead Rank 147

Zoominfo

FEBRUARY 28, 2025

Case Study: Thermo Fisher Scientific Biotechnology firm Thermo Fisher approached ZoomInfo after their sales leaders suspected there were greater opportunities in their SMB market than they were currently calculating. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

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 Scoring 238

Sales and Marketing Management

JULY 7, 2020

Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. More recent studies have revealed that humans have similar reactions to surprise rewards – specifically the anticipation of the reward.

Incentives 394

Incentives Incentive Motivation ACT 394

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

Zoominfo

JANUARY 29, 2025

One expert study found that poor data quality costs companies up to 25% of their annual revenue. Key insights about customer intent, competitor activity, and buying signals are often buried in emails, call notes, and isolated tools, making it nearly impossible for teams to work cohesively.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

MAY 21, 2021

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. To use a sports analogy: If firmographic data shows where all the players are on the field, intent data shows what they’re each about to do next.

Intent Data 130

Intent Data Intent Lead Rank Data 130

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”.

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

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. How to Use Buyer Intent Data for Differentiation. Companies that were unable to make the switch have suffered.

Buyer Intent 127

Buyer Intent Intent Data Intent Top of Funnel 127

The Pipeline

JULY 21, 2020

Many reps are good at not talking product, but they still have trouble hiding their true intent, the close. Study after study shows that a big frustration for executive buyers is the lack of preparation by sellers they meet. Having memorized the “Persona”, they figure they don’t need to. Be A Student.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Sales and Marketing Management

JUNE 25, 2018

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. I read profiles and really try to imagine this person’s challenges, their day-to-day, what’s driving them and what they care about.

B2B 319

B2B Banking Conference Decision Maker 319

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. Using Intent Data to Identify Pain Points and Concerns. Intent Data Insights from COVID-19 U.S.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

DiscoverOrg Sales

MAY 8, 2018

We break it down into three types: Fit, Opportunity, and Intent. Intent data. Intent data refers to implicit behavior: that is, actions which link prospects to an issue or pain point. Intent data includes: Web search history. Intent data includes: Web search history. Fit data (demographic and firmographic).

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

Sales and Marketing Management

FEBRUARY 2, 2018

Studies have shown that some people stress out when they travel. Studies show that businesses that understand their audience’s intent get more traffic and revenue than those who stumble in the dark. Buyer Intent Beats Buyer Identity. Author: Staff Take a minute to think about something that everybody loves.

Channels 174

Channels Demographics Intent Marketing 174

Sales and Marketing Management

SEPTEMBER 28, 2018

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. The study covered below, done in collaboration with the International Journal of Sales Transformation and Dr. Listen and draw as directed. What there isn’t much of is research?—?until

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

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

Hubspot Sales

NOVEMBER 12, 2024

We also implemented a graded qualification system, factoring in project size and the prospect's demonstrated intent, ensuring that we targeted only the most promising leads. "As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. The response was immediate.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

The Pipeline

MAY 28, 2019

This view allows us to focus on results versus intentions. Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Not vis-à-vis others or quota, but a simpler view, “did I use the units to deliver maximum progress and results based on my goals?”

Buying Cycle 309

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

Sales and Marketing Management

MAY 26, 2020

A study by Xactly showed that the most diverse companies are 35% more likely to outperform their competition. In a 2019 Benchmark Study , respondents concluded that customers increasingly consider diversity when making buying decisions. Both motives are not wrong, but boil down to the vision and intentions the leadership has.

Lead Scoring 227

Lead Scoring Lead Rank Scale Retention 227

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. SEO and Keyword Research : Coupled with intent and behavioral data, you can begin to incorporate the specific keywords and phrases your ideal clients are searching for into published content. Do you like working with the client?

Ideal Customer Profile 246

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

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

Zoominfo

APRIL 23, 2021

Studies show that new executives spend more than two-thirds of their available budget within their first three to six months. Businesses that are suddenly researching pertinent content can signal key internal buying intentions that are quietly in the making. 2: New sales or marketing leader play. Filtering criteria stays the same.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

The Pipeline

OCTOBER 23, 2017

Studies have shown that we are less likely to blow-off an activity that is in our calendar, than those that not, despite best intentions. Most reps only have client meetings and team meetings in their calendar, important, but no more important than prospecting.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

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. These insider Scoops alert you to buyer behavior that suggests a purchase will happen soon – plus a lot more insights about purchase intent of your target buyers.

Hiring 218

Hiring Decision Maker How To SalesForce 218

SBI Growth

AUGUST 29, 2013

To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions. There is no doubt that LinkedIn dominates the B2B space for social media. However, simply being on LinkedIn is not enough. You need to hone your LinkedIn profile and network intentionally. Understand that this is your online brand.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Zoominfo

AUGUST 21, 2019

Case studies. For example: let’s say a prospect displays clear intent to make a purchase, but they require one last push before they make a decision. For example, let’s say you have created hundreds of case studies over the years. But, with so many of these case studies available, your sales team is hit by information overload.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Hubspot Sales

AUGUST 26, 2024

Increased Capacity A study by Brevet suggests that 80% of closed sales will require at least five follow-ups. Take it further: Check out this article on AI sales assistants to see how these tools can log customer notes, generate proposals, outline next steps, and more.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Pipeliner

MAY 13, 2024

He shared innovative ways that intent data and storytelling can revolutionize sales outreach. Zack explained how intent data from email interactions informs more effective outreach across platforms like LinkedIn. With intent data, we can identify prospects actively seeking solutions we can provide. He is CSMO at Pipeliner CRM.

Intent Data 64

Intent Data Intent Maximizer Data 64

Sales and Marketing Management

FEBRUARY 4, 2019

A recent study on happiness in the workplace, conducted on behalf of National Business Furniture and Kelton Global, revealed interesting insights on how office environments are affecting the comfort and productivity of employees. The rush to tear down cubicles and replace them with open-concept offices started out of good intentions.

Study 216

Study Intent Sales System 216

Zoominfo

AUGUST 7, 2020

You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. ZoomInfo covers fit, intent, and opportunity data with scoops, news alerts, and our ever-famous org charts. It’s frustrating. Today, customers expect united, data-driven communications.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

Lead411

FEBRUARY 20, 2025

It helps sales teams focus on high-value leads rather than wasting time on low-intent prospects. By analyzing past customer behaviors, firmographics, engagement history, and intent signals, AI-powered models can predict which leads are most likely to close. Learn how intent data can boost your pipeline.

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 52

DiscoverOrg Sales

JULY 3, 2018

All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. See how Intent and Opportunity data can impact your sales pipeline.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

The Pipeline

DECEMBER 11, 2018

While there is no one size fits all, it is crucial that schools avoid going too far down the academia rabbit hole at the expense of real-world experience, sticking to case-based learning that includes human studies, business process, and serious periods of corporate internship.

Licensing 269

Licensing B2B Real Estate Lead Scoring 269

SalesFuel

NOVEMBER 18, 2024

Marketing Promotions: Your Client’s Key to Boosting Sales Promotions Are Highly Influential According to a study by RELEX and Incisiv , 20% of retails sales ($1 trillion) were driven by promotions in 2023. Purchase intentions for the upcoming year Personal interests Favorite things (e.g., That’s right, it’s not just older consumers.

Promotion 59

Promotion Marketing Retail Margin 59

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. By Tibor Shanto – tibor.shanto@sellbetter.ca . Not so for many in sales.

Face-to-face 217

Face-to-face Intent Objections Call-back 217

Sales and Marketing Management

JUNE 29, 2020

Most buyers are overwhelmed despite the best of intentions. A 2019 Gartner study that revealed this also showed that sellers were 80% more likely to drive decision confidence and low-regret deals by helping their customers make sense of this bombardment. The best sales professionals lead to it. Make sense of the world around us.

Lead Rank 227

Lead Rank Face-to-face Travel Intent 227