Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Prospecting 199

Prospecting Strategy Lead Scoring Lead Rank 199

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Scoring Lead Rank Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Scoring Lead Rank Cold Calling 212

SBI Growth

OCTOBER 5, 2013

Your marketing budget has to reflect the new buying behavior of your customers and prospects. You also want to create campaigns that nurture leads that are still early in the buying process. Lead Management Process – Here’s a critical item often overlooked by marketing leaders. Missing Critical Spending Categories.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

DECEMBER 16, 2013

Prioritize the prospect universe by potential spend. The output is a prioritized universe of prospects by segment. It focuses marketing on customers & prospects with the highest potential to grow revenues. Campaign Planning & Execution – Having segmented and prioritized your prospect universe, you ready to campaign.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Scoring Lead Rank Buyer 191

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . Once I “get” it, and if I see the value, I’m now a more probable prospect. Keep Your Eye on the Right Buyers.

Inside Sales 232

Inside Sales Buyer Lead Scoring Lead Rank 232

Zoominfo

DECEMBER 20, 2024

ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

FEBRUARY 1, 2018

We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. There will always be prospects who need B2B products or services. 85% of B2B marketers say lead generation is their most important content marketing goal ( source ). The average cost of a B2B sales lead varies by industry.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Scoring 243

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. improve your time management. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. hire a prospecting coach.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

Pipeliner

OCTOBER 20, 2020

This article doesn’t touch that subject but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. Inbound and Outbound. As with many companies, our company deals with both inbound and outbound leads. Lead Management—An Effective Tool.

Lead Management 92

Lead Management Lead Scoring Lead Rank Sales Qualified Lead 92

SBI Growth

JULY 25, 2013

The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management – Someone who form-fills isn’t a sales-ready lead. The best marketers assess both.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Score More Sales

AUGUST 5, 2013

If you are a B2B seller using the phone and email to connect with prospects and only calling on the C-suite, I’d like to ask you to stop calling high for just a moment and consider broadening your reach. I still worked to reach the CFO but also broadened my reach and had multiple contacts within a single prospect company.

Inside Sales 220

Inside Sales Outbound Inbound Lead Scoring 220

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Many leads slip through the cracks because of a lack of methods and processes. How systematized you are, tied in with a process for outbound prospecting as well as inbound leads.

Follow-up 261

Follow-up Inside Sales Outbound Lead Scoring 261

Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Now go sell something.

Ideal Customer Profile 231

Ideal Customer Profile Lead Scoring Lead Rank Outbound 231

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) He hadn’t asked enough questions to know if his “qualified” and “selected” stage deals are really legitimate, well-qualified opportunities. One great question to ask here is, “What other options do you have if we don’t move forward?”

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Scoring 297

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) He hadn’t asked enough questions to know if his “qualified” and “selected” stage deals are really legitimate, well-qualified opportunities. One great question to ask here is, “What other options do you have if we don’t move forward?”

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Scoring 297

Zoominfo

SEPTEMBER 10, 2020

Ultimately, a sales dialer won’t let you miss out on leads that could just be your next customer. Streamlined Prospecting. Specifically, it can integrate with your lead management software, which can then help a sales team filter out blacklisted or inaccurate numbers. That way, they have more time to prospect.

Closing 264

Closing Call-back How To Outbound 264

Score More Sales

NOVEMBER 16, 2012

He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. Combining emails with phone calls yields more lead conversion.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

Score More Sales

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Scoring Lead Rank 277

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. Unless you can show me an immediate benefit, why should I change?

Trade Show 250

Trade Show Ideal Customer Profile Lead Scoring Lead Rank 250

Score More Sales

OCTOBER 17, 2013

Then I work to help them, along with their manager’s support to have enough confidence and a message to make outbound calls to prospective buyers. I listen to recent college graduates, first time sellers, and veteran sellers at new companies grasp some basics at their new job. We will focus on voicemail messaging today.

Lead Rank 241

Lead Rank Lead Scoring Call-back Outbound 241

Score More Sales

JANUARY 8, 2013

Jen also is considered America’s Expert Talker and speaks with corporations about the power of communication internally for a company as well as with customers and prospective customers. When you are calling a prospect, how did you choose the “script” you are using? Let’s be blunt.

Travel 258

Travel Outbound Influencer Buyer 258

Score More Sales

JANUARY 29, 2013

Do any board members run (or are a part of) any of your prospect companies? [work on this if you don't!]. Look at who is on the Board of Directors for some of your existing client companies. THIS is a no-brainer. You should be looking for these all the time.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Score More Sales

DECEMBER 26, 2013

Top prospects to call this week – you probably have a massive Excel spreadsheet, or CRM system – but who specifically do you want to make sure you reach this week? Prospecting Time Blocks this week – write down specifically WHEN you will be making outbound calls in time blocks. What videos or blogs?

Hiring 231

Hiring Scale Ideal Customer Profile Sales Methodology 231

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

NOVEMBER 26, 2012

If you don’t have a killer CRM system to track leads, prospects, and clients – then be able to sort and create reports on any metric – you need to get that solved for 2013. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

Score More Sales

MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Scoring Lead Rank Ideal Customer Profile 238

Score More Sales

MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. KP: We’ve created two services for sales folks that are connected to LinkedIn.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

DECEMBER 24, 2013

To the seller who can talk well with c-level prospective buyers – work your schedule to DO THAT – and get support for the other things. getting ON the phones and talking to multiple potential buyers and potential coaches in prospect companies? Your best and highest use of your time is NOT to be doing that.

Inside Sales 227

Inside Sales Decision Maker Lead Scoring Lead Rank 227

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 257

Score More Sales

MARCH 14, 2013

Prospect research is the most frequent LinkedIn activity. More than 80% of the Top Sellers surveyed in the book have created and use highly targeted prospect lists. If you have not experimented with the prospect list capabilities this is an area we would really recommend. Top sellers use more of LinkedIn’s capabilities.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Scoring Lead Rank 238

Score More Sales

DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Scoring 256

Lead Scoring Lead Rank Ideal Customer Profile LinkedIn 256

Score More Sales

MAY 24, 2012

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform). Subscribe to news services that serve each market your prospects are in.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210