Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. Content is an essential pillar of any lead generation strategy.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

The Pipeline

AUGUST 5, 2021

No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved. You can visualize it this way: Share Your Value.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? While the B2B landscape may always be changing, lead generation will always be important.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation? Inbound vs. Outbound Lead Generation.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Zoominfo

JANUARY 19, 2021

Digital marketers invest in creating landing pages because of their higher conversion rates. Landing pages serve as a litmus test to digital marketing campaign success — you get to see who is interested in your content and how many. What is the Landing Page’s Importance in Digital Marketing? An example of a landing page design.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Zoominfo

APRIL 21, 2021

You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Scoring Lead Rank 246

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. CRM Data that Improves Marketing. How to Bridge the Gap.

CRM 289

CRM Lead Scoring Lead Rank Data 289

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. When prospective buyers hit your website, you can track the activity and bump up lead scores accordingly.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

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

Sales and Marketing Management

SEPTEMBER 28, 2020

Assertive businesses have taken the lead and have handled the crisis with resilience. Sales and marketing teams have been slashed, and pipelines are running dry. 57% of professionals surveyed are generating fewer leads, with an average decrease of 20%. Roughly half of the respondents are experiencing a 60% drop in leads.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

DECEMBER 12, 2023

Ask any go-to-market leader about the obstacles they’re facing, and the chances are pretty good they’ll mention sales and marketing alignment. Research from LinkedIn reveals that, for the vast majority of sales and marketing professionals, better alignment is their single largest area of opportunity. It’s easy to see why.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Zoominfo

JUNE 26, 2020

Traditionally, marketing plans lay out these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? To be successful, you need a GTM strategy that is comprehensive enough for others to easily understand its value.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Zoominfo

SEPTEMBER 1, 2021

Lead response time can make or break your sale. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. How to Lower Response Time on Inbound Leads.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Zoominfo

FEBRUARY 17, 2021

So you’ve got yourself a list of new leads to turn into possible customers. This is unless the recipient is already a customer (not a lead), or you have their permission to call outside of those times. Be upfront and transparent with your prospects. Take your lead’s time of day into consideration. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

DECEMBER 28, 2020

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. What are customer buying signals? Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. Total Addressable Market (TAM) is the total available opportunity for your product or services.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work? The ultimate goal?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. But very few understand how to incorporate technology into their prospecting strategy. They don’t fill your pipeline with qualified B2B leads. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

MAY 6, 2020

Until this change, there has been a healthy long-term battle between marketing and sales. Marketing has been saddled with delivering leads to sales. Sales has perennially complained that the leads were inferior, while marketing complained that the salespeople were inferior at closing leads. .

Marketing 265

Marketing Churn Lead Rank Lead Scoring 265

Zoominfo

AUGUST 2, 2021

As a marketer, you know how to get your audience’s attention. Chatbots in B2B marketing and sales are the perfect lead generation tool for digital activities that lead prospects onto your website. Let’s look at best practices for using chatbots to convert your leads. Respond to Leads with Lightning Speed.

Sales Qualified Lead 246

Sales Qualified Lead B2B Lead Scoring Lead Rank 246

Zoominfo

AUGUST 27, 2024

This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Software 130

Zoominfo

MARCH 4, 2021

Prospecting. This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Engagement looks different between warm and cold leads. Warm leads have shown interest by interacting with content or form fills. Qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

MAY 5, 2021

If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Zoominfo

NOVEMBER 1, 2024

Personalization, precision and performance are the keys to modern B2B marketing. And account-based marketing software is what helps your team nail all three with perfection. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Generation vs Lead Generation: What’s the Difference? Does demand generation sound similar to lead generation ?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. Total addressable market (TAM) is the total available opportunity for your product or services.

Analysis 273

Analysis Marketing Lead Rank How To 273

Zoominfo

JANUARY 30, 2024

Established in 2012, Snowflake has rapidly emerged as a leader in the cloud data platform market with Snowflake Data Cloud, and is a major player in business intelligence. At the core of Snowflake’s strategy is a focus on leveraging data to refine targeting in sales and marketing, setting new standards in data-driven decision-making.

Lead Rank 130

Lead Rank Lead Scoring Data Territories 130

Sales 2.0

MARCH 6, 2024

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) or inbound via the efforts of their marketing department.

Lead Scoring 195

Lead Scoring Lead Rank Leads Marketing Qualified Lead 195

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Or rather, change them back —from digital marketing to relationship building. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Unless … Breaking News.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SBI Growth

APRIL 7, 2021

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.

Lead Rank 229

Lead Rank Lead Scoring Social Media Leads 229

Zoominfo

SEPTEMBER 6, 2023

But it’s imperative to act fast so your warm leads don’t cool down. We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Notify Sales When a Prospect Visits. Align Sales & Marketing on Target Customers. Import to Improve your Lead List.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244