Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

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Conversion Top of Funnel Marketing Lead Rank 70

Sales and Marketing Management

MAY 11, 2021

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. There is no greater opportunity than video. The post Why Sales Teams Need to Use Video appeared first on Sales & Marketing Management.

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Video Buyer Positioning Sales 227

The Pipeline

JUNE 15, 2021

In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs.

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Meeting Prospecting Cold Calling Buyer 314

Sales and Marketing Management

JULY 21, 2019

Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. The benefits of video – in terms of bringing learning to life – are well-known. If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8

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Coaching Video Hiring Trade Show 241

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it. Commit to prospecting, regardless of what else needs to be done. Use the telephone heavily.

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Prospecting Buying Cycle Social Media Segment 242

Zoominfo

JULY 11, 2018

When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. B2B Content Marketing Strategy.

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Top of Funnel B2B Marketing Social Media 255

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

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Insurance Insurance Outbound Video 333

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.

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Video Strategy Top of Funnel Direct Mail 116

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

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.

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Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Zoominfo

MAY 6, 2020

We do not aggressively pursue the new prospect.”. Zoom’s share of the video conferencing space has outpaced adoption of the technology in general. Was it the Marketing? . Has Zoom’s marketing just been that inventive? Has Zoom’s marketing just been that inventive? His reasoning? Was it the Product?

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Video Cancellation Microsoft Comparison 207

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. Video Email: ?How How many video emails do you receive each day? Video is an incredibly powerful format.

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Quota Channels Decision Maker Cold Calling 296

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

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. Share the same goals and tools between sales and marketing teams. Future Trends in CRM.

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Trends CRM Top of Funnel Marketing 246

Sales 2.0

OCTOBER 9, 2020

(No, not those blokes in marketing that never have time to help you, your own team.). I have found a great way to train someone on a task is to make a video of you doing the task and send them the video. This applies especially to computer-based tasks. So if you’re an AE, congrats!, you are now a small business owner!

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Account Scale Social Media Small Business 385

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions. Keep your video on during the meeting.

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Sales Meeting Meeting Nonprofit Face-to-face 317

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. But so many marketers and salespeople don’t do this and do not do it in the right order.

Marketing 39

Marketing Intent Data Social Media eBook 39

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

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Demand Generation Agencies Prospecting Strategy Follow-up 115

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.

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Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.

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Call-back Pipeline Face-to-face Cold Calling 290

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Shifting Messaging .

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Face-to-face Hiring Lead Rank Lead Scoring 302

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.

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Account Based Marketing Account Ideal Customer Profile Outbound 307

The Pipeline

SEPTEMBER 21, 2021

When we look at how our friends in Marketing see the world, three simple categories. They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. While there a range of paths and things you can add on, the two steps in the video below are key.

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Buyer Demographics Video Territories 345

The Pipeline

NOVEMBER 16, 2021

There is a balance between time spent prospecting, and time discovering and closing. The market continues to evolve without consulting us first. As you can see in the video, you want to make sure that there are only Active Prospects in your pipeline. Understanding why Active Prospects become Inactive?

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Pipeline Quota Video Resources 308

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.

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Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

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Survey Top of Funnel Scale Fashion 246

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. Creating videos is easier than ever these days. The community could house all of those training videos.

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Loyalty Customer Face-to-face Video 274

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.

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Top of Funnel Ideal Customer Profile Marketing Buyer 130

DiscoverOrg Sales

JULY 5, 2017

It could be a target prospect account you’re already researching, or a current client you’d like to expand. A sales rep or account manager “owns” the Novartis whale account on the sales side, and Marketing “owns” anything defined as a campaign. Define parameters for sales prospecting. View a video? Define desired outcome.

Account 289

Account Campaigns Engineering Harvest 289

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

The Pipeline

SEPTEMBER 13, 2021

Brooke Friendly is an experienced Marketing Director developing diverse customer solutions and revenue generating campaigns through new and innovative content for digital, web, video, radio, print & social media on a national scale.

Scale 308

Scale Social Media Loyalty Campaigns 308

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you?

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Case Study How To Discount Decision Maker 255

Sales and Marketing Management

FEBRUARY 11, 2019

Because marketers live on the very channels the customers are engaging with, clever marketers harness these channels to reach potential and loyal customers. More than ever before, the new reality of sales must rely on marketing to a higher extent. Marketing should ask sales about the customer.

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Education Buyer Buyer Persona Social Media 330

The Pipeline

FEBRUARY 22, 2022

Even before you identify specific prospects, we need to understand why they would interact with us. Given that about 90% of your addressable market is not “In” the Market, you need to think outside the “product”. It is not about gathering information but helping the prospect to think. But to get the prospect to think.

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Objections Forecasting Quota Buyer 351

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.” They fit together like hands and gloves.

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Referrals Hiring Webinar Metrics How To 317

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

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Quota Video Revenue Call-back 124

Zoominfo

FEBRUARY 25, 2021

A webinar funnel works a lot like a sales funnel or marketing funnel. The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Read on to get the ins and outs of attracting prospects (and converting them into customers) with a step-by-step webinar formula. What Is a Webinar Funnel?

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Top of Funnel Webinar Metrics Funnel Social Media 208