Zoominfo

MARCH 5, 2021

Creating B2B marketing content is a significant investment of time and money. That’s where your content marketing strategy comes in. What Is a Content Marketing Strategy? A content marketing strategy is your action plan to attract prospects to your brand and convert them into customers using marketing content.

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

Sales and Marketing Management

MAY 28, 2020

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. This approach helps in turning profitable prospects into long-term, lucrative clients.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

Sales 2.0

OCTOBER 21, 2024

Many salespeople becoming mass email marketers. You can get by without overthinking your plan for relating to these kinds of people. Most businesses have sales and marketing plans. About a decade ago, certain subject matter experts came up with a solution to this problem. The solution was do more.

Scale 195

Scale Social Media Outbound Referrals 195

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. As the conversation progresses, share relatable (not deceptive) details of your product or service. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Practice your cold calling script.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. 2: New sales or marketing leader play. 3: Competitive displacement play. Filtering criteria stays the same.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. There are dozens, if not thousands, of sites with content related to your solution. One winner is selected, and all the other competitors who did not make the cut have to go back to the drawing board, the next prospect. Website visits.

Intent Data 313

Intent Data Intent Data Lead Rank 313

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Prospecting consists of regaling anyone who’ll listen with that value prop. By Tibor Shanto.

Lead Scoring 398

Lead Scoring Lead Rank Margin SME 398

Sales 2.0

DECEMBER 17, 2024

Reminder 3: The grass is NOT usually greener in the accounts you have never marketed or sold to before. Reminder 4: Selling is not only something you only do with clients and prospects, but something you do all the time. The grass is NOT usually greener in the accounts you have never marketed to before.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 227

Data Hiring Compensation Quota 227

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

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

The Pipeline

AUGUST 5, 2021

One proven way is to use analogies from different yet relatable practices. No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. 237110 Water & Sewer Line & Related Structures Construction. 3231 Printing & Related Support Activities.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Zoominfo

AUGUST 6, 2024

Email is a cornerstone of today’s go-to-market strategies, but crafting personalized and relevant messages that truly connect with prospects can be a complex and time-consuming task. Additional Context: Add specific directions or unique context related to the prospect. Sell Smarter. Win Faster.

Scale 130

Scale Buyer Intent Intent Data Intent 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

The Pipeline

FEBRUARY 18, 2020

Just as a deadpan delivery will not engage or excite a buyer, competing with Bill Burr in front of prospects, will cost you sales. Smiling and laughing takes down the threat level and allows the prospect to more easily share information you need. I find you can put a wild-assed proposition out there, laugh, and wait for the prospect.

ACT 335

ACT Face-to-face Buyer Compensation 335

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. Better to start with something they can relate. ” Yet one is sought after, the other shunned. An Unvirtuous Circle.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

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. Marketing departments create brand language that resonates with buyer personas.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

JANUARY 16, 2025

In B2B marketing, context is king. Without the right context, marketers risk burning time, budget, and internal goodwill on campaigns that just dont drive results. Understanding Intent Data: From Noise to Opportunity Intent data is a familiar concept to marketers, but it has evolved significantly in the past several years.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better. Let’s take a look!

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Adaptive Business Services

FEBRUARY 26, 2025

In the past, I have lightly experimented with email marketing, first with Mailchimp and later with Mailerlite. While Nimble has always synced email with my Google Workspace accounts, their introduction of the ability to send group, one-off, messages was a huge step towards email marketing. I am not a marketer or an email marketer.

Email Marketing 62

Email Marketing Marketing Hiring Segment 62

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. It’s capable of including other mediums, both visual and auditory, which means you can engage your prospects on a deeper level.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Elsewhere, we’ve classified the prospects that visit your site into six high-level categories.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Sales and Marketing Management

FEBRUARY 23, 2020

It’s called the Prospective Memory Model. Using the Prospective Memory Model. Prospective Memory means “remembering a future intention,” and using this model has remarkable advantages for every seller and marketer. related concepts are linked. This is because memories are stored in an associative way?—?related

Intent 296

Intent ACT Influencer Call-back 296

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies.

B2B 277

B2B Intent Signal Customer How To 277

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. The ever-decreasing lack of seller access during the customer journey isn’t a COVID-related problem. Unless … Breaking News. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). Recently, we brought a new HR dataset to market.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Zoominfo

NOVEMBER 9, 2020

Marketing Funnel vs. Sales Funnel Resources. The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Prospects have access to more information than ever.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

JULY 8, 2021

Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365.

Data 246

Data Microsoft Decision Maker CRM 246

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies.

B2B 246

B2B Intent Signal Customer How To 246

Pipeliner

JANUARY 25, 2025

Its a combination of marketing tactics that can make your offer unique and irresistible without coming off as loud or gimmicky. In seconds, their AI generates a sample marketing video, giving users a live demonstration of what the platform can do. Genuine experiences are far more persuasive than generic marketing claims.

Case Study 105

Case Study Customer Social Media Lead Rank 105

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

No More Cold Calling

JANUARY 3, 2019

Top salespeople ask prospective clients lots of questions to get to the real problem. They work collaboratively with their sales team, customer service team, product team, marketing team—you name it. When they get curious, they bring the brain trust of the company together to solve the prospective client’s problems and win deals.

Google 299

Google Face-to-face Cold Calling Survey 299

Zoominfo

FEBRUARY 28, 2025

For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. Bottom line?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

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