No More Cold Calling

APRIL 15, 2021

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. Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

AUGUST 28, 2020

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Remember that you’re still selling yourself, in addition to your product.

Software 177

Software Software Skype Transportation 177

Zoominfo

DECEMBER 11, 2020

A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Comparing the period from April 2019 through April 2020, there were increases for angel and seed funding (up 27% year over year), series A funding (up 15%), and series B funding (up 8%).

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Zoominfo

NOVEMBER 20, 2018

This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? Enter: Marketing attribution. We explain the basics of marketing attribution and explore several popular marketing attribution models.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Sales and Marketing Management

FEBRUARY 3, 2021

Buying, selling, talking to a doctor and checking daily updates of the rate of infection in various parts of the globe along with entertainment – everything boiled down to one’s laptop, smart phone or TV remote. And like all good markets, this trend, too, demanded that businesses get matched to these segments and audiences. A process.

Marketing 177

Marketing Segment Lead Rank Lead Scoring 177

Sales 2.0

OCTOBER 9, 2020

By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. If you’ve bought into any of this “social selling” stuff then you are probably thinking “that sounds like a lot of work, posting content, curating content, maybe even creating some content. Not a bad combo. Flat world. Build Your team.

Account 385

Account Scale Social Media Small Business 385

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. When people refer to CRM, they’re usually referencing the software. What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. Traditional selling methods they’ve relied on fall short in the digital era. You’re probably thinking, “That all sounds great, but what does the software actually do? How does it speed up deals?

Software 125

Software Software Lead Rank Vendor 125

Hubspot Sales

NOVEMBER 28, 2022

In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. What is lead distribution software? The 25 Best Lead Distribution Software. Finding a Lead Distribution Software That Fits Your Needs. The Best Lead Distribution Software.

Distribution 129

Distribution Lead Rank Software Software 129

Zoominfo

NOVEMBER 17, 2020

Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job. Many believe that we adopt software to accomplish a task, what we choose to adopt, and how we use the tool has a large impact on how we market, sell and go to market.

Scale 246

Scale Google Analytics Hiring Analytics 246

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Even if your firm isn’t there yet, consumer behavior and the market now rests on the 2030 point on the trend line?—?positive

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

SEPTEMBER 22, 2023

That’s why you need sales tracking software to help hit your revenue goals. The right software can help your sales team optimize its strategies and close more deals. This post reviews 17 of the top sales tracking software packages available today to help you select the right one for your team. Sales by lead source.

Software 111

Software Software Top of Funnel Lead Rank 111

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? Talk to any software vendor, and they can’t wait to show you their cool software.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Vengreso

NOVEMBER 19, 2024

In an era where efficiency and productivity are paramount, AI sales assistant software emerges as a game-changer for businesses eager to streamline their sales processes and maximize output. In this comprehensive guide, I will dive into crucial factors to consider when selecting the ideal AI sales assistant software for your business needs.

Software 110

Software Software Scale Sales Qualified Lead 110

Sales and Marketing Management

MARCH 25, 2019

The B2B market needs to become as customer-centric as the B2C market. Self-service tools and a well-designed online shop help cater for this segment much more efficiently and free up resources for higher-paying customers. Selling solutions, not products, is one of the main pieces of advice to win with digital transformation.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. CRM Data that Improves Marketing.

CRM 289

CRM Lead Scoring Lead Rank Data 289

Zoominfo

JUNE 24, 2019

Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing. And, at ZoomInfo, we’re no exception.

Forecasting 272

Forecasting B2B CRM Quota 272

Sales and Marketing Management

APRIL 22, 2019

Selling to buyers the way they like to be sold to is not a novel concept, yet with all the channels in existence today, it’s not as simple as it sounds. From new forms of communication (hello, texting) to generation gaps between baby boomers and millennials (and welcome, gen Z), there are more selling factors than ever before.

Top of Funnel 240

Top of Funnel Hiring Quota Revenue 240

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Manual data entry into CRM systems can take up hours of someone’s day.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Zoominfo

APRIL 30, 2021

Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. So, what happens when the conference seat your marketing and sales team offers is your registrants’ preferred chair at home? Danny Daly, marketing events manager at ZoomInfo, has had the same experience.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Sales and Marketing Management

JANUARY 18, 2018

Author: Adrian DeGus When it comes to starting up a company and building a brand, visuals and an overall visual representation of your brand is very important. A consistent visual identity will help gain an instant recognition of your brand, which will also potentially lower your costs on advertising and marketing in the long-term.

How To 253

How To Hiring Social Media Pivotal 253

Sales and Marketing Management

JUNE 16, 2019

Author: Jeff Winters You wouldn’t expect Michael Phelps to skim the pool for dead mosquitos before a big race — he’s too busy warming up. The more your sales folks can concentrate on the art of selling, the better. It’s already available in software and on platforms. The objective economic market will do the rest.

B2B 232

B2B Top of Funnel Hiring Ideal Customer Profile 232

Sales and Marketing Management

JULY 26, 2020

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Leaders, Take Part! Share the Collective Customer Knowledge.

Hiring 234

Hiring Training Lead Rank Health Care 234

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. After all, don’t most emails end up in the trash folder? There’s no need to throw all of your selling points into your email to see what sticks.

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

The Pipeline

JULY 16, 2019

Not a moto for successful selling and retention, but maybe it has some purpose. Many who sell in a “complex sales” environment continue to define their value in ways linked to features, not business impacts. That is how our clients get paid; by helping their clients deal with their market realities. By Tibor Shanto.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. Although G2 Crowd is intended to help buyers compare and purchase business software, it also provides a helpful way to research your target companies and accounts for free. Let’s get into it! Check it out! It’s free!

Research 233

Research B2B Tools Company 233

Zoominfo

MAY 6, 2020

The company hasn’t had to do too much pursuing as of late, given that the pandemic—and the worldwide corporate transition to working from home that has accompanied it—has supercharged the demand for what Zoom sells: web conferencing software. Was it the Marketing? . Has Zoom’s marketing just been that inventive?

Video 207

Video Cancellation Microsoft Comparison 207

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. Louise C– serves as Senior Director, Hospitality Marketing. UnitedHealth Group.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Use easy contract management with signage software.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

OCTOBER 15, 2019

The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host. Example 1: Selling B2B Software. “Hi (First Name), I noticed you are using (competing software tool).

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Zoominfo

JULY 30, 2020

I hear it all the time – especially when I’m talking to VCs and Private Equity firms – Company X has an INCREDIBLE product, but they just haven’t built a go-to-market motion around it. And now we have an incredible go-to-market engine. Why You Need a Go-to-Market Motion. ZoomInfo’s Go-to-Market Framework.

Lead Rank 213

Lead Rank Lead Scoring Marketing Qualified Lead Sales Qualified Lead 213

Zoominfo

JULY 15, 2019

A term like “brand activation” is almost guaranteed to inspire skepticism among modern marketers. In the age of information overload, marketers face the challenge of separating flash-in-the-pan trends from truly valuable business tactics. Experiential marketing. Enter, brand activation. .

Trade Show 246

Trade Show Campaigns Face-to-face B2B 246

Sales 2.0

SEPTEMBER 8, 2018

Testing is for marketing not sales. The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. Which trigger events work best in your market? It doesn’t to me.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

Sales 2.0

FEBRUARY 15, 2023

I think you can get AI to figure out what the likely outcomes are based on all risk factors and the market you’re selling into etc. and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Companies want “one throat to choke!”

Conversion 195

Conversion Amdocs Territories Forecasting 195

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? What is Sales Prospecting? Qualify prospects.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208