Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams.

Paid Content 98

Paid Content Top of Funnel Webinar Metrics Marketing 98

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 219

Marketing Ideal Customer Profile Social Media Webinar Metrics 219

Allego

NOVEMBER 22, 2022

Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. Product marketing in particular plays a key role in converting prospects to customers. The Persistent Disconnect Between Sales and Marketing.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Sales and Marketing Management

OCTOBER 5, 2020

Author: Brandon Brown Today, most marketers and salespeople agree that we need to build relationships with our customers. But many of those same marketers and salespeople are implementing old-school marketing tactics that bombard consumers with unwanted ads and clickbait. Two words: influencer marketing.

Influencer 194

Influencer Marketing How To Face-to-face 194

SBI Growth

MARCH 3, 2013

As the marketing leader, you play a pivotal role in bringing the new offering to market. From product development to field marketing, you are a lynch pin in the new release supply chain. Often a new product comes out targeting a subset of your customer & prospect base. So do careers. It’s not for everyone.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Zoominfo

APRIL 2, 2025

Marketing Automation : Executed independently of upstream data sources, which limits personalization and weakens campaign performance. However, its important to recognize that these elements form an interdependent ecosystem where actions in one area cascade throughout the entire go-to-market motion.

System 130

System Enterprise Enterprise Data 130

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted. Yes, speed can be important, but rapid, erratic pivoting can lead to confusing messaging and conflicting verbiage.

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

Sales Gravy

MARCH 18, 2025

Below, youll find the key takeaways from our conversation on accelerating new-rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Zoominfo

JULY 6, 2020

With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. It’s because, despite our current situation, the need for businesses to go-to-market remains.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Sales and Marketing Management

NOVEMBER 6, 2020

Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers. Most B2B companies have reduced marketing budgets in the wake of the pandemic, even as the need for impactful customer engagement has increased. In order to be nimble, marketers must react to news and events in real time.

Marketing 166

Marketing Trends Government Face-to-face 166

Hubspot Sales

NOVEMBER 4, 2024

Misjudging Humor Casey Meraz , Digital Marketing Expert, says, "Using humor to build rapport is often a double-edged sword. Misjudging humor can lead to uncomfortable silences or even offend your prospect. It‘s crucial to pay attention to the cues your prospect gives about their comfort level. Let's take a look!

Lead Scoring 98

Lead Scoring Lead Rank Face-to-face Industry 98

Nutshell

DECEMBER 4, 2024

With the enormous amount of ads and other marketing messages the average person views per day (somewhere between 4,000 and 10,000), it’s more important than ever to stand out as a brand. That’s the essence of disruptive marketing, a practice that has been around for as long as people have sold and people have bought. Download it today!

Marketing 62

Marketing Social Media Campaigns Consumer 62

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 It’s the next best thing to being there.”

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

DiscoverOrg Sales

SEPTEMBER 19, 2017

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. How to start account-based marketing (ABM). We aren’t trying to jump into a marathon. Identify your best customers.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

Sales Hacker

JANUARY 20, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Whats actually working to drive growth: Stay ahead in 2025 There’s a ton of talk about what isn’t working today in go-to-market. Memo hosts 10-15 prospective buyers at each dinner event.

Scale 107

Scale Sales Qualified Lead Revenue Intent 107

Zoominfo

JANUARY 15, 2021

Sales forecasts are critical for guiding business decisions such as go-to-market strategies, hiring, and budget planning. Do it right, and you can: Spot potential ‘issues’ early (and pivot). The sales projections allow you to manage market change effects. Revisit and adjust the forecast as markets change. Let’s dig in.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

SalesFuel

MARCH 19, 2025

As AI increasingly crafts communications, sellers must ensure their sales prospecting stands out from the rest. As Kipp Bodnar and Kieran Flanagan point out , AI is turning sales prospecting into a commodity. Sellers must focus on personalized outreach that cuts through the noise and connects with prospects. Are they consistent?

Top of Funnel 52

Top of Funnel Prospecting Hiring Ideal Customer Profile 52

Sales Gravy

MARCH 25, 2025

In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. The goal is to make them nod in agreement before they realize theyre reading a marketing pitch.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Hubspot Sales

MARCH 13, 2025

But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep. Transaction milestones should meld the prospects buying process with the vendors selling process. Few executives have the time or desire to go into details about products.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Sales Gravy

SEPTEMBER 1, 2023

Marketing and Do It! Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. Target a specific market instead of trying to target everyone. Marketing and Do It!

Sales Qualified Lead 111

Sales Qualified Lead Decision Maker Prospecting Strategy 111

Sales and Marketing Management

DECEMBER 8, 2019

The incredible rise of smartphones and social media has been pivotal to this cultural shift. With more opportunity than ever to market and sell to a global audience, SMBs are also exposed to a customer base whose expectations are continually shifting. 4 Keys to Consistent High-Quality Engagement for SMBs. I bought it through Instagram.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plenty of companies have sales and marketing plays, but not all plays are created equal. What is a Play?

Marketing 130

Marketing Scale Call-back Decision Maker 130

Lead411

APRIL 16, 2025

Why Lead411 Offers Superior CRM Data Quality and Enrichment for Smarter Go-to-Market Strategies In the B2B data-driven sales world, the quality of your CRM data can make or break your Go-to-Market (GTM) strategy. People change jobs, retire, companies pivot, phone numbers go inactive. Its smart selling, built into your workflow.

CRM 52

CRM Data Strategy Intent Signal 52

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Hubspot Sales

AUGUST 27, 2024

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Strategy 103

Strategy Margin How To Lead Rank 103

Zoominfo

NOVEMBER 6, 2023

By uniting the two, B2B marketers can transform a traditional account-based marketing strategy into a comprehensive go-to-market approach that can scale across an entire company. Once you define your ICP and set up your plays, an individual play is then triggered based on high-value signals surfaced by your marketing platform.

Account Based Marketing 147

Account Based Marketing Ideal Customer Profile Intent Data Scale 147

MarketJoy

FEBRUARY 17, 2025

It allows your business to grow along with your customers, plan for the future, and create a sustainable business model that thrives in the market. A sales strategy should have a concrete lead-generation process set up that can drive a consistent flow of interested prospects who can become loyal customers.

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

Alice Heiman

MAY 21, 2020

Smart leaders are saying , “W e cannot do things the same way we’ve always done them and expect it to work. ” A pivot is needed and everyone needs to agree on what that will be. . A Pivot Means Investing in Sales Growth . Pivoting means making the necessary changes to invest in sales growth. But hold on!

Webinar Metrics 169

Webinar Metrics Strategy Pivotal Hiring 169

The Pipeline

SEPTEMBER 17, 2020

One that has proven itself in varied markets and real-world challenges. Often the things one does to persuade say a prospect, start with or lead don’t always lead to being liked. However, when you look at pivotal moments in our lives, they often involve a person we may not like off the top, if ever. By Tibor Shanto.

Hiring 286

Hiring Fashion Facebook Pivotal 286

Zoominfo

MARCH 21, 2025

Why Businesses Need Sales Coaching Software Today, customer expectations are higher than ever, and market conditions can change in the blink of an eye. And with shareable call snippets, sales can bridge team silos by looping in marketing, product, and engineering, amplifying the voice of the customer across the business.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales Gravy

MARCH 11, 2025

Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls. If you sound insecure or rushed, your prospects sense it. The lesson? Ill bring lunch.

Objections 58

Objections Cold Calling Advertising Advertising 58

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. There are no big marketing costs. Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? It’s changed how we prospect, but it hasn’t changed how deals get done. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. 76% percent of BDRs report to sales over marketing. BDR achievement has remained steady.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

FEBRUARY 12, 2024

As your business expands into new markets, privacy considerations must be top of mind. Maintaining a compliant go-to-market strategy, on the other hand, can help your brand build customer trust and grow your revenue in a sustainable and scalable way. Canada has its own set of privacy laws that impact how companies go to market.

Telemarketing 130

Telemarketing Marketing Inbound Intent Signal 130

Zoominfo

FEBRUARY 22, 2021

Extroverts are much better at going out on a limb and introducing themselves to a new person or prospect. AI sales platforms can also help you narrow down accounts that are already in your target market, or even actively searching for your product. Researching Prospects. Listening to Prospect Pain Points.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Cold Calling Pivotal 214

Alice Heiman

JUNE 17, 2020

None of this is good news for your company or your sales team – unless you happen to be one of the companies serving a market or industry that’s actually experiencing growth. Right now, we’re helping CEOs make sales pivots to turn pandemonium into a path to sustainable sales growth. . Keep Prospecting .

Sales Qualified Lead 135

Sales Qualified Lead Lead Rank Ideal Customer Profile Leads 135