Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

APRIL 2, 2018

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

MARCH 27, 2019

The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. For those who aren’t familiar with the concept of technographics, allow us to explain.

Report 222

Report Data B2B Survey 222

Pointclear

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Another major benefit is that our prospect development services provide thorough market coverage, a requirement that few companies are able to address successfully.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

MarketJoy

OCTOBER 11, 2024

Here’s how MarketJoy can be your right-hand team, tracking prospects, cracking the code on customer intent, and delivering results that could get you a promotion from the “Mayor of KPI Town.” You need to penetrate the market, and we’re the experts who’ll help you uncover what’s hidden. We’re not your average marketing outfit.

Sales Goal 52

Sales Goal Meeting Penetration Lead Generation 52

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales and Marketing Management

JUNE 16, 2017

Airbnb penetrating Craigslist’s marketplace. To expand its market penetration, Airbnb reverse-engineered an application program interface (API) that allowed its users to post listings on Craigslist. Case study : Airbnb: For companies that already have a viable product or service, growth hacking can help drive awareness.

Penetration 153

Penetration Case Study Hotels Lead Rank 153

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. Sales Tool. 3 R’s of Prospecting Success. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Add a Comment.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

SBI

MAY 8, 2012

Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers.

Tools 82

Tools Territories Webinar Metrics Report 82

Partners in Excellence

AUGUST 30, 2022

We prospect, qualify, and pursue opportunities within our territories. We prospect, qualify, and pursue opportunities within our territory. And just like any other seller, we have to prospect to identify, qualify, and pursue opportunities within the account. Account based selling is no different.

Account 129

Account Territories Penetration Referrals 129

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Scoring Lead Rank Sales Qualified Lead 267

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

SBI

NOVEMBER 10, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Areas we commonly see a focus on include improvement in deal size or velocity, increased account penetration of white space, and customer satisfaction scores.

Lead Rank 177

Lead Rank Lead Scoring Penetration Account 177

Zoominfo

JUNE 5, 2018

This type of strategy targets companies rather than single leads or prospects. More efficient campaigns: ABM is a hyper-targeted strategy – meaning you won’t waste time and resources on prospects that might not be ready to buy. Prospect and customer data allows you to tailor your account targeting strategy. Ready to get started?

Account Based Marketing 187

Account Based Marketing Ideal Customer Profile Account Data 187

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales. And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. . Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We What’s Broke?

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. Demand Gen = Sales + Marketing.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Hubspot Sales

APRIL 26, 2019

For example, if you sold a software tool to create video content for their company, you could position the product as an easier way to author and share the videos (something they're doing today that takes more time). Analyze the price points of other companies your prospects could buy from. Penetration Pricing.

Top of Funnel 136

Top of Funnel Retail Penetration Margin 136

HeavyHitter Sales

JULY 1, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. They are action oriented and unafraid to call high in their accounts or courageously cold call new prospects. Books For Heavy Hitters. Conscientiousness.   Not all salespeople are successful.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Understanding the Sales Force

MAY 8, 2023

While many tech companies have adopted the use of BDRs to conduct inbound and outbound prospecting, most companies in most industries did not go there. Yes, sales managers who fail to hold their salespeople accountable for the agreed upon prospecting activities are enabling those non-hunting salespeople. Let’s discuss them.

Decision Maker 156

Decision Maker Penetration Account Comparison 156

BuzzBoard

JUNE 9, 2024

Unveiling the Top Sales Prospecting Tools Aimed at B2SMB Sales and Why They’ve Become Indispensable in Today’s Business Dynamics The modern business landscape continually changes and demands digital marketing agencies maintain agility and adaptability for success, particularly when servicing small businesses.

Tools 52

Tools Prospecting Small Business Small Business 52

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. This generated an uptick in prospects that downloaded our content and became leads for our BDR team to contact later.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Vengreso

JANUARY 22, 2025

Key Takeaways Follow the Vengreso Blog for practical sales tips on enhancing sales strategies and driving revenue growth, with a focus on account-based marketing as well as sales productivity and tools. The blog offers practical sales tips for utilizing LinkedIn Sales Navigator and other tools to enhance sales processes.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Integrate your CRM, webinar management and more, most with one click.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Zoominfo

OCTOBER 22, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. The confusion is understandable — both involve growing your business.

Hiring 130

Hiring Buyer Persona Sales Qualified Lead Scale 130

Lead411

OCTOBER 30, 2024

Companies can expect higher ROI as they avoid resources spent on prospects outside their core ICP. Tools with intent data capabilities help identify accounts actively searching for solutions, allowing sales reps to prioritize leads more effectively. But it's easy for your messages to get lost in a sea of other emails.

Ideal Customer Profile 52

Ideal Customer Profile ROI Account Based Marketing Maximizer 52

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Buyer Persona Sales Qualified Lead Scale 130

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Customer Strategy 130

Zoominfo

OCTOBER 5, 2021

With the right data and tools, buyer personas can be quantified, allowing automation and integration into tools like CRMs. An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. For customer insights and prospecting, there is sales intelligence. How many prospects are in each persona?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. Deeper Intel on Your Target Prospects. Take Your ATS to New Levels.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

Sales Hacker

OCTOBER 2, 2024

With Attention you’ll be able to: Generate coaching scorecards after every call “Ask Attention anything” – ask questions across all of your customer calls Send follow-up emails to prospects or internal stakeholders on a deal Automatically alert key stakeholders of relevant deal info (churn risk, solutions needs, etc.)

Lead Rank 117

Lead Rank Lead Scoring Scale Penetration 117

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Identify 100 potential prospects and assign tiger team to each. Sales tools. That could be 100 new customers or 450 sales. Objective: Acquire 20 Enterprise logos.

Buyer Persona 145

Buyer Persona Referrals Commission How To 145

Hubspot Sales

SEPTEMBER 27, 2019

Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. Market Penetration. 5) They track all prospect interactions to learn what works and what doesn’t.

Data 141

Data Lead Scoring Lead Rank Energy 141

Partners in Excellence

OCTOBER 27, 2014

Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Big Data/Analytics, Gamification, Social Selling, all the Marketing and Sales Automation tools……none of them existed in 1980! I remember participating in a “Prospecting Scavenger Hunt” in 1985. Customer Engagement.

Fashion 108

Fashion Face-to-face Social Media Analytics 108

Zoominfo

OCTOBER 28, 2018

What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? Technographics are the essential technologies and tools organizations use to run their business. The company with technographic data that is going to have the upper hand.

Data 100

Data Eloqua Buyer Persona Demographics 100

Sales Hacker

FEBRUARY 14, 2022

That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration. On the other hand, most enterprise companies already have a contact data tool.

Enterprise 108

Enterprise Enterprise Penetration How To 108