Understanding the Sales Force

JANUARY 6, 2025

The isolated Bass/cello part is largely invisible to the audience but it’s foundational to the song, just as sales process, while foundational to the conversation, should be largely invisible to a prospect. A well designed sales process has so many benefits.

Sales Process 329

Sales Process Benefit Sales Methodology Sales Cycle 329

Zoominfo

SEPTEMBER 17, 2024

Sellers who fuel their sales process with advanced signals and the latest AI tools create twice the opportunities as their counterparts, save up to 10 hours per week on time-consuming administrative tasks, and improve productivity by 60%. The advantage is clear. How do they do it? That’s a good signal for us.

Hiring 214

Hiring Data Prospecting Lead Rank 214

No More Cold Calling

NOVEMBER 22, 2024

As salespeople, our job isn’t to wait for opportunities to fall into our laps. Ditch Your Suspects and Double Down on Prospects Plenty of people say business is getting tougher, that it’s harder than ever to sign new clients or even get prospects to take your call. But here’s the reality: You need to gear up, not give up.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

Understanding the Sales Force

JANUARY 18, 2025

To close 1 per week, with a 50% win rate, you need 2 qualified opportunities, 4 prospects, and 8 new suspects per week. For example, keeping the math simple, if you need to close $100,000/month in new business, you have a win rate of 50%, and your average sale is $25,000, then you must close 1 sale per week. To funnel (see what I did there?)

Quota 331

Quota Top of Funnel How To Cancellation 331

Understanding the Sales Force

JANUARY 15, 2025

As I’ve written before, MOST attempts to qualify an opportunity, prior to uncovering a compelling reason to buy from you, will result in disqualification. If you’re among those who think that the existence of those four things qualifies an opportunity then your salespeople probably have win rates below 20%.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Understanding the Sales Force

NOVEMBER 1, 2024

Urgency is the outcome of uncovering their compelling reason to buy, monetizing their compelling reason, and learning how quickly they want to solve/take advantage of their problem/opportunity/situation. Urgency occurs through a strong, consultative approach so how can you consistently uncover urgency? And there’s the problem.

Sales Cycle 352

Sales Cycle Decision Maker Government Up-Sell 352

Zoominfo

OCTOBER 24, 2024

The result: a 360-degree view of account health, history, and potential opportunities, letting sales reps focus on the work that will drive the most value. Key Features: Key insights from ZoomInfo’s real-time buying signals , helping sellers focus on the best opportunities.

Software 211

Software Software Tools Hubspot 211

Zoominfo

AUGUST 8, 2024

Using ZoomInfo Copilot Chat: Renewals, Upselling, and Cross-selling Reps focused on renewal business must be able to quickly identify what’s working well for specific customers, as well as potential areas of opportunity — for both buyer and seller. Are there any upcoming deal opportunities referenced in the summary that I should be aware of?

Churn 130

Churn Face-to-face How To Buyer Intent 130

Understanding the Sales Force

FEBRUARY 10, 2025

The three alternatives are: Nice to have and when it’s only nice to have, your opportunity will stall midway through the pipeline. This opportunity is disqualified before you ever get to the qualifying stage. You’ll keep trying but it won’t close.

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

Zoominfo

MARCH 12, 2025

With countless opportunities available, the need for high-quality data became clearer, as sales reps were spending too much time manually enriching records instead of selling. Sendoso turned to ZoomInfo as a single source of truth for: TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

No More Cold Calling

FEBRUARY 13, 2025

Make Personal Engagement a KPI: Measure success by how often your team has meaningful conversationswhich deepen customer relationships and lead to new business opportunities and sales referrals. Move beyond call volume and email outreach numbers to focus on tracking meaningful interactions and customer relationship depth.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

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. Here’s how leading companies are leveraging AI to harness the right signals, develop compelling go-to-market strategies, and seize the opportunities that spur sustained growth.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales 2.0

DECEMBER 17, 2024

I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. I found a few clues from the odd call note and the salespersons name attached to certain contacts in the CRM; however, nothing that would represent an opportunity ripe for closing.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Zoominfo

FEBRUARY 24, 2025

And while these strategies are tried and true, they leave a critical opportunity untapped: latent demand. Savvy GTM orgs can continue using traditional and effective demand gen methods while also leveraging this powerful latent-demand intelligence to reveal untapped sales and marketing opportunities. Lets see how.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

Zoominfo

OCTOBER 31, 2024

Ensuring data integrity is essential to getting the best out of AI tools — without it, the insights generated could lead to misguided decisions and missed opportunities. Maintaining clean CRM data by ensuring that customer information is kept current.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

SBI Growth

JANUARY 16, 2025

Instead, they rely on outdated methods, and reactive discounting, leading to missed opportunities. Pricing decisions are essential in defining revenue growth, yet many organizations fail to unlock the full potential of strategic pricing.

Strategy 156

Strategy Discount Negotiation Revenue 156

Partners in Excellence

FEBRUARY 12, 2025

As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. Why weren’t they creating opportunities early in the engagement process? Why weren’t they showing those opportunities much earlier in the qualified pipeline?

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

No More Cold Calling

FEBRUARY 28, 2025

Lost Trust = Lost Opportunities Once sales trust is broken, its nearly impossible to rebuild. If a salesperson treats every new connection as a quick win rather than a long-term opportunity, they signal that they dont value relationshipsonly transactions. Bottom line: Open the right doors, and opportunities will come your way.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Zoominfo

MARCH 13, 2025

Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

SBI Growth

JANUARY 23, 2025

As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, this well-intentioned effort leads to a slow start. Sweeping changes to commercial technology and data processes can leave sellers overwhelmed and distracted, taking up valuable time that could be spent selling.

Marketing Qualified Lead 156

Marketing Qualified Lead Leads Intent Up-Sell 156

Partners in Excellence

NOVEMBER 18, 2024

And, of course, as long as these sellers win 15-20% of the opportunities they compete for, they are happy! They make whatever money they can, perhaps have a side gig for some more money. ” Of course, it would be silly of me to talk about the massive opportunity cost to this revelatory mindset. It’s a sellers dream!

Customer 127

Customer Outbound Revelation Discount 127

Zoominfo

JULY 30, 2024

Aligning Business Strategy With Technology RevOps professionals work to align business outcomes and behaviors with processes and systems, with powerful growth opportunities hanging in the balance. A strong review also reveals gaps and whitespace opportunities to address currently unmet needs, Whittaker says. “Of

Government 130

Government Webinar Metrics System Account 130

Zoominfo

DECEMBER 11, 2024

We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals. Senior Job Posting Signals Leadership changes at target accounts can signal new opportunities for engagement and ways to step ahead of the competition.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

JANUARY 13, 2025

Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions. Market and Competitor Insights: AI provides insights on market trends and competitor activity to identify strategic opportunities for prospecting. Take email prospecting, for instance.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

Partners in Excellence

JANUARY 20, 2025

Helping the person being coached more deeply understand the problems, opportunities, and issues, help them think about what they might do about these, helping them discover things they might change, helping them develop and execute a plan of action addressing these. While these can be helpful, they aren’t coaching.

Coaching 127

Coaching Customer Face-to-face Opportunity 127

Zoominfo

FEBRUARY 28, 2025

Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. ZoomInfo is already helping GTM leaders bridge these gaps and seize the opportunities their competitors are missing. Bottom line? The partnership didnt end there.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Zoominfo

NOVEMBER 7, 2024

By automating the export process and ensuring that leads are added to the right engagement flows, sales reps can focus on what truly matters: engaging with more leads in less time, moving deals through the pipeline faster, and ensuring that no opportunity slips through the cracks.

Lead Management 147

Lead Management Marketing Qualified Lead Leads SalesForce 147

SBI Growth

NOVEMBER 20, 2024

What dates do most of your sales team’s opportunities show? Take a quick look at the forecasted end-of-year close dates in your CRM system. Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday.

Closing 177

Closing Forecasting CRM System 177

Zoominfo

FEBRUARY 20, 2025

For frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. Three out of four customers said ZoomInfo surfaced opportunities they would have overlooked, driving a 32% increase in total pipeline.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Zoominfo

MARCH 17, 2025

Blind spots in your addressable market and missed opportunities from good-fit prospects. With these insights, RMs can efficiently assess existing lending engagements and surface new opportunities, using customized dashboards that aggregate over one million data points into actionable prospecting tools. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130