Sales and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. Use Linkedin for intangible touches to your prospects in your sequences. LinkedIn Voicemail:?Yes,

Quota 296

Quota Channels Decision Maker Cold Calling 296

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. If you know 150 people and each of your connections (“first degree connections”) knows 150 people then you can be referred to 150 x 150 people = 22,500 people (your “second degree connections” in Linkedin language.).

Cold Calling 501

Cold Calling Referrals Networking Education 501

Zoominfo

JANUARY 12, 2021

Social media has quickly become an integral part of any B2B marketing strategy, and when it comes to your go-to-market (GTM) plan, you’re missing a crucial part of the puzzle without it. What Is A B2B Social Media Marketing Strategy? Key Benefits Of B2B Social Media Marketing Strategies For Your GTM Plan.

Social Media 200

Social Media Media Strategy Benefit 200

Hubspot Sales

OCTOBER 16, 2023

Networking on LinkedIn brings you something a cocktail hour doesn’t: data. So you might be wondering, who viewed your LinkedIn profile? Why LinkedIn Views Matter How to See Who Viewed Your Profile Why Can’t I See Everyone Who Viewed My LinkedIn Profile? LinkedIn can even become a key business driver for your company.

Ideal Customer Profile 119

Ideal Customer Profile LinkedIn Analytics Networking 119

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. This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Software 130

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. The clearest way to take a “social calling” approach is to use Linkedin to look up who my friends know that I want to connect with. Time taken to write an email to my friend to make the intro, 10 minutes.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

SBI Growth

APRIL 2, 2020

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Strategy 292

Strategy Marketing Top of Funnel Demand Generation 292

The Pipeline

JUNE 3, 2020

Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. What are the thought leaders in your target market talking about? They don’t know either, but they have a following, your target market. So, what is an enterprising seller to do? You need to trust in you! Still Early Days.

Sage 361

Sage Airlines Enterprise Enterprise 361

SBI Growth

MARCH 19, 2020

CoVid-19 is creating an unprecedented situation. In the short history of Customer Success, we have not seen a crisis of this magnitude. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

Customer 270

Customer Leads Marketing Qualified Lead Marketing 270

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Not a cold calling stranger or someone pitching them on LinkedIn. In late 2019, 61 percent of salespeople said the job was tougher than it was five years before, even though they had better sales technology and more marketing-generated leads.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

OCTOBER 1, 2021

LinkedIn invitations to connect from people who immediately send you a sales pitch. Nonstop pitching via LinkedIn Invitations and comments. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Zoominfo

FEBRUARY 12, 2021

B2B social selling is an important and viable channel for B2B marketers and sales professionals. You can use social networks like LinkedIn, Twitter, and even Instagram to find your best prospects, form relationships with them, and build trust. For professionally relevant content, 91% of executives rate LinkedIn as their first choice.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

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

No More Cold Calling

JUNE 25, 2020

How’s that for attracting new clients in a highly competitive market? 2 percent of business buyers prefer to work with vendors who have been recommended by someone they know, and 73 percent prefer to work with salespeople who’ve been referred (Source: IDC and LinkedIn ). Analyze your B2B marketing strategy. Think about that.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. But with hundreds of sales intelligence tools on the market, which ones are right for your teams? ZoomInfo is a cloud-based suite of numerous solutions for sales and go-to market teams.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Sales and Marketing Management

SEPTEMBER 17, 2018

If generating qualified leads is the burning issue on a marketing or sales leader’s mind, he or she may take a few seconds to open the email to find out whether it offers valuable information. You could add a link to any of the following: Your LinkedIn profile, an e-book, or some positive press coverage. Keep it Short .

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Sales 2.0

JULY 8, 2022

This information that is in the public domain is the stuff you tend to get from tools like Linkedin (especially Sales Navigator), Insideview or Owler. For many accounts, the “observable trigger events” served up by Linkedin or Owler or Insideview will be plenty. 16 minutes (4 emails at 4 minutes each—easy emails to write).

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Lead411

SEPTEMBER 5, 2024

Why LinkedIn InMail Messages Are Often Ignored (And How to Boost Your Outreach with Email and Phone Calls) If you’ve ever sent a LinkedIn InMail and felt like it vanished into a black hole, you’re not alone. Why LinkedIn InMail Isn’t Getting Read 1. LinkedIn users are particularly wary of interactions that feel opportunistic.

LinkedIn 98

LinkedIn How To Channels Face-to-face 98

Sales 2.0

OCTOBER 25, 2021

Some of the top non-selling tasks that come up time-and-again are: Updating the CRM Sending email (internal and external) Researching prospects (often on Google and Linkedin). Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

DECEMBER 14, 2020

Scott Galloway, a professor of marketing at NYU’s Stern School of Business, states in his book, “Post Corona: From Crisis to Opportunity,” that the pandemic’s most enduring impact will be as an accelerant of dynamics that were already trending. Dozens of potential sales leads are hiding in plain sight in reps’ LinkedIn connections, she says.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

JANUARY 21, 2019

The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. As technology provides even better ways to target such accounts and personalize the sales and marketing approach, ABS is becoming increasingly influential. Social selling.

Trends 297

Trends B2B Social Media Telemarketing 297

No More Cold Calling

MARCH 1, 2020

I checked LinkedIn to see if she was still at the same company. LinkedIn, Twitter, Salesforce, Facebook … I could go on and on. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. I trusted that she would follow up. I called and left a message. No response.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Zoominfo

MAY 21, 2020

Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). Like many B2B companies, ZoomInfo has such a wide total addressable market. If you don’t see anything jump out on their LinkedIn within 20 – 30 seconds, or after a quick Google search, move on.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

FEBRUARY 19, 2018

Just add them on LinkedIn. You will be absolutely shocked how few people ever talk to board members, VCs, CEOs (yes, there still aren’t many on LinkedIn), COOs or CFOs. Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn author globally on the topic of B2B sales leadership. What do you fear?

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

SBI Growth

MARCH 31, 2020

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted.

Retention 401

Retention Customer Revenue Marketing 401

Zoominfo

JANUARY 23, 2021

Whether a sales rep is doing a cold call or following up on a marketing lead, building a relationship with a prospect is critical. Let’s say the rep pitches a new prospect — a marketing director. The director says they’re not in the market for the rep’s solution. Whose LinkedIn posts do they comment on? Thanks, Jeff.”.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

MAY 18, 2023

That’s because smart recruiters have learned to apply marketing principles to their talent acquisition process, helping them fill and nurture robust talent pipelines they can hire from at a moment’s notice. Here are the key components your talent team should have in place to make recruitment marketing work for them.

Paid Content 130

Paid Content Webinar Metrics Hiring Top of Funnel 130

Sales and Marketing Management

MARCH 7, 2022

Douglas Cole, enterprise sales leader at LinkedIn Sales Solutions, says changing trends in B2B customers, connection and workplace culture are key areas today's sales leaders should be focused on. appeared first on Sales & Marketing Management. In this podcast episode, we dive deeper into points he covered in an article he wrote.

B2B 177

B2B Enterprise Enterprise Trends 177

Sales Hacker

AUGUST 13, 2024

Gil Miner’s 20+ years of marketing experience span prominent names like American Express, Digitas, and Weber Shandwick. The importance of post-sale marketing and customer lifecycle management. Applying B2C marketing strategies to enhance B2B customer engagement and retention.

Marketing 102

Marketing Scale Outbound B2C 102

Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Data 246

Data Advertising Advertising Lead Rank 246

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. “Changing the perspective within your organization is key … it’s not about aligning sales and marketing to each other, but aligning and integrating them both with the customer’s journey.”

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Hacker

MAY 28, 2024

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. How to create alignment and shared metrics between sales and marketing teams.

Revenue 105

Revenue Strategy Marketing B2C 105

Sales Hacker

MAY 21, 2024

16:32 – The role of agencies and solutions partners in Arrows’ go-to-market approach. 21:09 – Leveraging content marketing to punch above your weight as a startup. 41:18 – One thing that is working for Daniel in go-to-market right now. is well-positioned to become a major player in the HubSpot ecosystem.

Hubspot 103

Hubspot Marketing Account Based Marketing LinkedIn 103

Zoominfo

JUNE 18, 2019

36% of recruiters have sent connection requests to potential employees on LinkedIn ( source ). 89% of recruiters have hired someone through LinkedIn- far more than on Facebook or Twitter ( source ). This is mainly because recruiters on LinkedIn are competing for the same candidates ( source ). Social candidate sourcing.

Social Media 248

Social Media Report LinkedIn Positioning 248

Zoominfo

OCTOBER 31, 2024

Taking Personalization to a New Level Modern sales tools and AI — when used carelessly — can mean a flood of automated, impersonal emails and LinkedIn messages for anyone who might look like they have a budget to spend. Leverage the same B2B data that fuels go-to-market for 60% of the Fortune 100 Start Your Free Trial! Sell Smarter.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

SBI Growth

SEPTEMBER 7, 2020

The distractions are everywhere – Twitter, LinkedIn, Facebook, Reuters, Bloomberg, CNN, Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.

Twitter 256

Twitter Facebook How To LinkedIn 256