Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. Take email prospecting, for instance. Heres how AI can help: 1.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Intent Signal 130

Zoominfo

OCTOBER 31, 2024

It allows salespeople to approach prospects at the perfect time, with messaging that resonates with their current needs,” ZoomInfo Enterprise Account Manager Will Frattini says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams. Sell Smarter.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

MARCH 12, 2025

Winning in today’s markets takes more than just raw effort. Thats where Go-to-Market Intelligence enters the picture. The result: a 360-degree view of your customers and markets, no matter how quickly they change. 10% increase in ICP access , unlocking new revenue opportunities.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

No More Cold Calling

FEBRUARY 13, 2025

Marketing isnt a strategy. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

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

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Improved Forecasting : AI-powered algorithms analyze historical data and market trends to deliver more accurate sales forecasts, enabling better strategic planning.

Software 211

Software Software Tools Hubspot 211

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

Understanding the Sales Force

JANUARY 15, 2025

As I’ve written before, MOST attempts to qualify an opportunity, prior to uncovering a compelling reason to buy from you, will result in disqualification. Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation. But sure, proceed with four.

Sales Process 177

Sales Process Lead Scoring Lead Rank Sales Qualified Lead 177

No More Cold Calling

JUNE 15, 2025

Prospecting. If you can’t measure your referral system, you can’t coach it. And if you can’t coach it, you can’t scale it. It’s time to treat your referral strategy with the same rigor and structure as any other core part of your sales process. Pipeline management. You have a defined system for these parts of your sales process.

Referrals 331

Referrals Scale Cold Calling System 331

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Scoring 98

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73

MTD Sales Training

MAY 29, 2023

You can calculate this metric on raw prospects, or qualified leads (or both). For instance, some products may work in some territories or markets, but not in others. Sometimes it’s not the product as such, but the product-market fit that needs adjusting. It is a measure of how well a marketing department is performing.

Cost per Acquisition 156

Cost per Acquisition Cost per Lead Lead Rank Sales Qualified Lead 156

Pipeliner

NOVEMBER 24, 2024

Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Wes stresses the importance of standing out in a crowded market by being creative and authentic in your approach. This inconsistency undermines trust and authenticity.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. Stay Ahead of the Competition One of the key benefits of attending OutBound is the opportunity to stay ahead of the competition.

Outbound 95

Outbound Strategy Face-to-face Conference 95

Zoominfo

JULY 23, 2024

Is that prospect ghosting you, or are they just on vacation? Key takeaway : The new year brings new opportunities. But watch out for absent prospects as March draws close. Really focus on nailing your prospecting down before they start to take off.

Analysis 130

Analysis Trends Campaigns Outbound 130

Zoominfo

AUGUST 8, 2024

Sellers across every industry are under intense pressure to deliver ambitious results in tightly competitive markets, and it’s much more than a passing trend. Luckily, sellers of every stripe now have access to AI-powered tools that can help them excel in a challenging market.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Im sharing my nine best sales email templates that encourage your prospects to buy sooner rather than later without resorting to discounting or manipulative tactics. Subject line : [Prospect's company] compared to average? The solution?

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

MTD Sales Training

NOVEMBER 4, 2019

There will be occasions when the prospect does not go with your solution and chooses either to do nothing or go with a competitor. What the prospect tells you could have a big effect on your future training and development, product presentation, pricing, marketing and competitor analysis. Were their payment terms better?

Follow-up 156

Follow-up Face-to-face How To Analysis 156

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Opportunity. Table of Contents What Is a Lead List? Sales Qualified Leads (SQLs). Evangelist.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

The Center for Sales Strategy

OCTOBER 10, 2024

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. Additionally, incorporating AI technologies like predictive analytics and chatbots helps B2B companies prioritize leads and engage prospects effectively.

Top of Funnel 137

Top of Funnel Funnel Strategy Analytics 137

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. There are many lead mining tools and platforms available today.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Scoring 130

Zoominfo

OCTOBER 25, 2024

That said, ZoomInfo’s data indicates many salespeople are indeed doing everything they can to gain an advantage in a tough market, with demo completion rates of 45% observed between 6-8 p.m., ZoomInfo SVP of Sales Development Brian Vital says sellers should always ask for the soonest meeting possible while respecting the prospect’s time.

Software 130

Software Software Scale Cancellation 130

Sales Gravy

OCTOBER 15, 2024

Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. Action Over Avoidance: Procrastination in sales, such as delaying difficult customer conversations, can lead to missed opportunities.

Outbound 97

Outbound Lead Rank Lead Scoring Conference 97

Zoominfo

JULY 17, 2025

Leadership changes weekly, and loyal brand champions move onto other opportunities daily. Do they reflect this constant state of flux, or are they a snapshot of the market that no longer exists? Here’s how to get lead enrichment right so your business can go to market effectively. Businesses rebrand or merge.

Lead Scoring 130

Lead Scoring Lead Rank Sales Qualified Lead Marketing Qualified Lead 130

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. If deals are moving too slowly, there’s a risk of losing momentum, and opportunities may slip away.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. Marketing teams pour budget into new accounts that arent really new. Its hard to stomach, but scenarios like this play out every single day.

Data 130

Data Revenue Scale Territories 130

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Hubspot Sales

AUGUST 7, 2024

With a variety of sales demo environments to choose from, each catering to a specific need or use case, you can ensure you’re showing prospects exactly what they want to see. Each sales demo environment should be built up around the basics: Who is the target audience, and what story are you selling to the market?

Closing 104

Closing How To Call-back Software 104

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. Draft cold outreach emails. Understatement of the year, right?)

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

MTD Sales Training

MAY 15, 2023

Why you should be social selling on LinkedIn How to optimise your LinkedIn Profile for Sales How to Prospect on LinkedIn How to Research on LinkedIn Selling using LinkedIn Examples of Social Selling on LinkedIn Final Thoughts What is social selling? You can track the job moves, milestones and projects of your prospects with ease.

Paid Content 156

Paid Content Social Selling LinkedIn Lead Scoring 156

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Whether its improving patient outcomes or delivering cost savings, certifications should align with overarching goals to ensure every conversation with a prospect delivers value.

Hiring 62

Hiring Marketing Exercises Scale 62