DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Hyper-focus on marketing-qualified leads. Rolls eyes.] Tag-team at events.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

SBI Growth

MARCH 2, 2021

Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. The most difficult challenge leaders will face in 2021 is motivating personnel. In this environment, how.

Motivation 229

Motivation Sales Talent Retention Meeting 229

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. 5 Ways to Facilitate Better Marketing and Sales Alignment.

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

Zoominfo

JANUARY 6, 2021

It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. They help improve customer experiences and boost customer retention with ever-progressing data analytics features.

Trends 246

Trends CRM Top of Funnel Marketing 246

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

Understanding the Sales Force

JULY 6, 2022

The first page of results was filled with self-serving articles from companies like Gong (artificial intelligence for digital prospecting), Hubspot (marketing platform) and more urging you to leverage their platforms so that you don't have to rely on salespeople.

Retention 207

Retention Customer Compensation Hubspot 207

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Market Intelligence? That’s where market intelligence comes in.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

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

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

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

Alice Heiman

APRIL 14, 2021

More often than not , sales and marketing efforts are centered around customer acquisition. So why not focus on customer retention? . The primary reason is market share or market dominance. Gaining new customers quickly helps your company dominate the market. Attract New Customers. Send thank-you notes.

Retention 144

Retention Account Customer Referrals 144

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What is referral marketing?

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. But here’s the catch: many marketing teams are flooded with disconnected data points and siloed insights, struggling to understand what truly drives customer behavior.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

APRIL 17, 2019

But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

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 207

Referrals Face-to-face Sales Leadership Quota 207

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

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 Rank 98

Zoominfo

FEBRUARY 15, 2023

GTM Plays Automated go-to-market plays that can rapidly scale your business. Faster, More Effective Prospecting As any sales leader can attest, selling in today’s market might be tougher than it has ever been. As a result of this shift, efficient, cost-effective prospecting has become vital.

Survey 130

Survey Prospecting Customer Face-to-face 130

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s not selling. Get Referrals.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

The Pipeline

JUNE 9, 2020

Given the changes and opportunities in the market, it’s time for new legs on an old stool. As mentioned the revenue may be better served by me stepping out and letting the success team drive adoption and retention. The good news is when the new onboards, there will be seven people already working together for some time.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

Sales and Marketing Management

JUNE 30, 2019

In this “death by PowerPoint” setting, information retention is typically low, and companies don’t realize they’ve squandered an opportunity to get reps started on a targeted learning path that maximizes productivity. Organizations can also incorporate role-plays and video coaching assignments to promote knowledge retention by application. #4

Hiring 221

Hiring Retention Case Study Maximizer 221

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

SBI Growth

JULY 28, 2020

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Prospecting 234

Prospecting Ideal Customer Profile Top of Funnel Sales 234

Smooth Sale

JANUARY 26, 2022

Attract The Right Job Or Clientele: Note: Our collaborative Blog offers insights upon asking, ‘ Do You Want Key Tips for Better Business Marketing This Year? You have much to think about when you are trying to focus on making the right choices and being able to improve your company marketing this year. Find Your Marketing Niche.

Trade Show 147

Trade Show Hiring Social Media Marketing 147

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

Sales and Marketing Management

APRIL 26, 2019

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

NOVEMBER 24, 2020

The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. B2B Streaming Intent Data: The Future Of Sales And Marketing.

Intent Data 244

Intent Data Intent Data Intent Signal 244

No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. You can have the best and most user-friendly offering on the market. So work with your marketing departments to create compelling customer testimonials. It’s a win-win.

Loyalty 274

Loyalty Customer Face-to-face Video 274

SBI Growth

OCTOBER 1, 2019

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

Customer 257

Customer Marketing Channels Retention 257

Zoominfo

MAY 15, 2019

As a sales rep, you can make the most calls and send the best emails, but if you’re targeting the wrong prospect, none of that matters; you won’t be able to close the deal. Marketing is annoyed with sales for not following up on leads and the sales team is annoyed with marketing for sending them unqualified leads.

Ideal Customer Profile 224

Ideal Customer Profile B2B Hiring How To 224

Zoominfo

NOVEMBER 24, 2020

The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. B2B Streaming Intent Data: The Future Of Sales And Marketing.

Intent Data 230

Intent Data Intent Data Intent Signal 230

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. For events (such as sales kick-offs), how can I preserve the pre-work, event work and post-work structure to maximize retention? Reacting proactively.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

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 Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225