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

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”. A contract with the user.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Understanding the Sales Force

APRIL 16, 2025

Additionally, the progress after 8 weeks would be limited to the identification of 4 new opportunities, only 2 of which will eventually be qualified, and only 1 (or fewer) will close – in 2 years! When a salesperson commits to becoming great at prospecting, all of the conversion ratios change for the better. Sure its difficult.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Zoominfo

AUGUST 6, 2024

From websites and social media to events and trade shows, these lead capture systems ensure that no opportunity to introduce a lead to your sales funnel slips through the cracks. Integrate ZoomInfo’s lead capture and form optimization tools to uncover opportunities, streamline lead management, and drive higher conversions.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

DiscoverOrg Sales

JUNE 14, 2017

That same willingness to change led DiscoverOrg to split the sales department into inbound and outbound focused teams – bringing lead response times down from a day or more to under ten minutes – and more than doubling the conversion rate. Splitting outbound & inbound sales for faster response time.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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. Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

DiscoverOrg Sales

SEPTEMBER 21, 2017

There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. It’s another thing entirely to detect predictive signals from a prospect with whom you’ve never interacted … or didn’t even know existed. Maybe you weren’t actively prospecting to them.

Outbound 215

Outbound Hiring Account Campaigns 215

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. 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.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

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

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Whether identifying key decision-makers or nurturing opportunities, ZoomInfo helps teams prioritize high-impact actions that shorten deal cycles and boost conversions. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

JULY 23, 2024

Is that prospect ghosting you, or are they just on vacation? 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. But watch out for absent prospects as March draws close.

Analysis 130

Analysis Trends Campaigns Outbound 130

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage.

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. 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.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 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

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

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

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

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

DiscoverOrg Sales

MAY 30, 2018

With outbound? It’s not about outbound. Build a targeted list of your most viable prospects. This example means that you are gathering two out of three types of prospect data: Fit, Intent, and Opportunity – which, collectively, is considered sales intelligence. With inbound? With ABM?”. Learn more here.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Worse, is when a prospect is in a good mood and willing to connect with you.

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

DiscoverOrg Sales

MAY 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. We break it down into three types: Fit, Opportunity, and Intent. Opportunity data. Number of employees.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

DiscoverOrg Sales

SEPTEMBER 28, 2017

Will I flush enough opportunities out of these accounts I was given? Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. Augment old-school outbound marketing.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Sales Gravy

JANUARY 12, 2025

They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. 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. Theres no magic to it.

Pipeline 98

Pipeline How To Outbound Call-back 98

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

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. Well, for starters, inbound prospects, by definition, choose themselves as leads. Again, inbound prospects already have interest in a product or service gained organically.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

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

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Or maybe youre missing upsell opportunities with existing clients. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life.

Data 98

Data Tools Intent Data Top of Funnel 98

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. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. 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

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. With visibility limited to digital behavior tracked on your own corporate website, lead and account scoring provides a purview to a fraction of the opportunities developing all around. But they’re not asking for help from your sales team.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Set specific prospecting goals. Get a map of the event.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

NOVEMBER 9, 2016

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Get the prospect out of their own way.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

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

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

FEBRUARY 1, 2018

There will always be prospects who need B2B products or services. Outbound leads cost 39% more than inbound leads ( source ). 22% of B2B businesses reach out to prospects with lead nurturing on a weekly basis ( source ). Nurtured leads produce a 20% increase in sales opportunities versus other leads ( source ).

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246