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 Scoring 214

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

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

No More Cold Calling

MAY 21, 2020

What he needed was a dedicated and proactive outbound strategy. Most sales organizations don’t have an outbound referral program that zeroes in on their most neglected revenue channel—existing clients. Bottom line: Your clients will help you generate significant qualified opportunities in your sales pipeline, but you must ask.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. How can you tell if any or all of these obsessions are waylaying your outbound operations? If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones. Switch Out Your Obsessions.

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

Zoominfo

JANUARY 24, 2025

These tools offer visibility into every stage of the sales pipeline, helping teams track performance, identify opportunities, and refine their approach. Optimize Resources: Pinpoint high-value opportunities to allocate your time and budget wisely. Boost Forecast Accuracy: Plan confidently with reliable sales projections.

Analytics 246

Analytics Software Software Tools 246

Partners in Excellence

FEBRUARY 7, 2023

I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!” ” But we have to generate new demand, new opportunity. Sadly, I think we are poisoning the well of outbound. We have to capture attention.

Outbound 139

Outbound Ideal Customer Profile Inbound Face-to-face 139

Understanding the Sales Force

NOVEMBER 15, 2024

When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. Whether you call it cold-calling, prospecting, outbound, or hunting, the name doesn’t change what it is or how difficult it is. They suck at it!

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. 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?

Outbound 122

Outbound Call-back Sales Qualified Lead Pipeline 122

Sales 2.0

SEPTEMBER 18, 2020

Their study looked at 479,140 outbound cadences from nearly 9,000 companies. The upshot is that they recommend having eight (8) “touches” in your outbound cadence. If you go too far, you may be burning your own time on opportunities that do not warrant it. These eight attempts should be spread over roughly 12 days.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Mindtickle

DECEMBER 18, 2024

A steady stream of sales opportunities is foundational for revenue growth. But properly managing those sales opportunities isnt always easy. They also struggle to stay on top of all the sales opportunities in the pipeline , which leads to low conversion rates and inaccurate sales forecasts. What is sales opportunity management?

Opportunity 52

Opportunity Lead Rank Sales Qualified Lead Lead Scoring 52

Partners in Excellence

NOVEMBER 18, 2024

” But sellers still have to do outbound. That outbound is highly “targeted.” ” Looking at most outbound, it focuses on, “Buy my product! And, of course, as long as these sellers win 15-20% of the opportunities they compete for, they are happy! And drives more opportunities in the future.

Customer 127

Customer Outbound Revelation Discount 127

DiscoverOrg Sales

FEBRUARY 22, 2017

We always had AE’s (Account Executives) and CSM’s (Customer Success Managers) – AE’s focus on strictly net new, CSM’s focus on the Customer and any upsell, renewal opportunities. Then we made the mistake again, forcing SDR’s to do both inbound and Outbound. Next step we: Created Inbound Role & Outbound SDR roles.

Video 0

Video Hiring Outbound Scale 0

Zoominfo

JANUARY 24, 2024

Sales teams can make up the difference using outbound sales techniques. But given the rise of inbound sales over the past decade, some reps may have less experience with outbound motions. What is Outbound Sales? By definition, reps working outbound processes need to work a little harder.

Ideal Customer Profile 130

Ideal Customer Profile Outbound Sales Qualified Lead Top of Funnel 130

DiscoverOrg Sales

SEPTEMBER 26, 2017

This is a great opportunity to finetune DiscoverOrg’s own ABE approach as we target new accounts we haven’t gone after before. We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Sales Hacker

SEPTEMBER 27, 2024

7 Tactics for Ecosystem-Led Outbound This drum is still beating, and we don’t anticipate that changing – outbound isn’t what it used to be. 63% of companies are facing significant challenges with outbound ( source ). It’s scalable and efficient: As you expand your ecosystem, opportunities grow exponentially.

Outbound 112

Outbound Lead Rank Scale Intent Signal 112

Zoominfo

JULY 23, 2024

We analyzed out-of-office (OOO) reply rates to outbound sales emails and explored seasonal trends — with some predictable spikes and a few surprises. Key takeaway : The new year brings new opportunities. It’s a maddening feeling that every sales professional has to deal with a few times each year.

Analysis 130

Analysis Trends Campaigns Outbound 130

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

Hubspot Sales

MAY 26, 2023

That’s why mastering an outbound call is so important. Outbound calls are any call made by your business, while cold calls happen when sales representatives call prospects without knowing if they’re interested in your offerings. How to Make Effective Outbound Calls 1. Embrace training and team resources.

Outbound 122

Outbound Inbound Cold Calling Buyer Persona 122

Sales Gravy

OCTOBER 24, 2024

The OutBound Conference provides an excellent opportunity for sales professionals to refine their skills, interact with industry leaders, and learn new strategies to enhance their pipeline management. If deals are moving too slowly, there’s a risk of losing momentum, and opportunities may slip away.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Zoominfo

SEPTEMBER 17, 2024

Choosing an appropriate solution will depend on your organization’s challenges, opportunities, and objectives, and even businesses of similar headcount and revenue in the same industry may have very different needs. Lead mining software is designed to unearth valuable business opportunities from vast pools of data.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

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

Zoominfo

JULY 6, 2020

We found ways to make WFH less of a dread and more of an opportunity. Inbound marketing is worth it in the long run because it provides higher quality leads for sales compared to outbound marketing tactics. If your stack isn’t complete, then you may be missing opportunities. Work Smarter, Not Harder.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

DiscoverOrg Sales

MARCH 27, 2018

Total Addressable Market (TAM) is the total available opportunity for your product or services. The Total Addressable Market, also known as total available market , is a calculation that represents the overall revenue opportunity for a given set of products or services. What is Total Addressable Market?

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Sales Hacker

SEPTEMBER 26, 2022

In Product-Led-Growth (PLG) circles, outbound has a spotty reputation. Outbound is becoming part of the normal progression of growth at product-led companies. That’s when many PLG businesses turn to outbound. Related: Getting Started with Outbound Sales? And 44% still conduct cold outbound. What is cold outbound?

Outbound 103

Outbound Ideal Customer Profile Company Lead Rank 103

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. But the benefits of optimizing your inbound strategy yields compounding return and considerably higher ROI than outbound sources for lead generation. Making the Juice Worth the Squeeze.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales Gravy

JANUARY 14, 2025

Opportunities in Pipeline Opportunities-to-Proposal Ratios Proposal-to-Closed Deals Ratios Upsells, Cross-Sells, and Expansion Deals By mapping out how each step in your funnel converts to the nextcalls to first appointments, first appointments to proposals, proposals to closed dealsyou can see exactly where to focus in the new sales year.

Data 98

Data Tools Intent Data Top of Funnel 98

Sales Gravy

JANUARY 12, 2025

Other folks just get distracted by the holidays and let the final weeks of the year slip by without prospecting to fill the pipe with enough new opportunities to cover January. Keep this time sacred for outbound prospecting. Keep this time sacred for outbound prospecting. No excuses, no last-minute changes.

Pipeline 98

Pipeline How To Outbound Call-back 98

Zoominfo

MAY 3, 2021

Sales teams in a multi-threaded environment create various opportunities to demonstrate the value of the solution. Most sales teams still focus on just one contact, which leaves opportunities open for more polished sales professionals. “My It is commonly used in account-based marketing. Who are the Buyers?

Hiring 264

Hiring How To Inbound Outbound 264

Score More Sales

FEBRUARY 28, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities. Expand Your Pipeline.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Sales Gravy

MARCH 25, 2025

A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. If you see a patternlike pricing concernsequip your team with a fast, concise way to handle it without sinking the opportunity. Track and revisit call recordings or email exchanges to spot recurring objections.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87

MarketJoy

OCTOBER 1, 2024

Explore MarketJoy’s future-focused view of healthcare’s transformation and learn why outbound marketing is the most effective way to engage with this rapidly evolving sector. healthcare continues to evolve at an unprecedented rate, outbound marketing provides a direct and strategic approach to capitalize on the moment.

Outbound 52

Outbound Decision Maker Scale Lead Rank 52

Zoominfo

AUGUST 14, 2020

Today, we’re going to turn our focus to outbound GTM motion, but before we do, let’s talk about commitments. 250+ inbound demos booked 225+ opportunities created. That comes from the 175+ outbound-sourced demos we book every day. Let’s talk about our outbound SDR motion. ZoomInfo Outbound GTM Motion.

Hiring 200

Hiring Lead Rank Lead Scoring Outbound 200

Zoominfo

FEBRUARY 1, 2018

Outbound leads cost 39% more than inbound leads ( source ). Content marketing generates three times as many prospects as outbound marketing, but costs 62% less ( source ). Nurtured leads produce a 20% increase in sales opportunities versus other leads ( source ). The average cost of a B2B sales lead varies by industry.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Sales 2.0

MARCH 6, 2021

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities. “I would say outbound sales has been a big success story,” Stephen followed up.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

Zoominfo

FEBRUARY 25, 2021

Sales Generated Lead: Prospect from sales-sourced activity usually via outbound prospecting activity. Sales Qualified Lead: Any qualified lead who was accepted, worked and then associated with a business opportunity. . Outbound Prospecting. Inbound marketing is slightly more complex than outbound prospecting.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Tenbound

MARCH 21, 2025

With over 17 years of experience and a laser-sharp focus on outbound sales, Ryan has created a systematic approach to cold outreach thats helped countless companies generate predictable pipeline. — Step 1: Understand the Problem with the Traditional Approach Most sales teams treat outbound like this: Lead Meeting Thats it.

Cold Calling 59

Cold Calling Ideal Customer Profile Pipeline Top of Funnel 59