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. Set specific prospecting goals.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

Sales Gravy

JANUARY 1, 2025

Onthis episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. link] The Value of Patience With Lead Follow Up Following up with leads requires patience.

Trade Show 98

Trade Show Follow-up Webinar Metrics Lead Rank 98

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Hubspot Sales

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. The largest age group (38%) of B2B buyers is 35-44.

Hubspot 116

Hubspot B2B Buyer Data 116

SalesFuel

FEBRUARY 26, 2025

Nearly a quarter of sellers say prospecting is a top challenge. Yet prospecting is vital to the sales process. A sales lead list is a collection of potential customers' contact information and details that sellers use to target prospects. What is a sales lead list? But the payoff is huge.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

SBI Growth

JANUARY 20, 2014

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. Offer Assessment Relevance to CMO''s.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. The victim develops positive feelings toward the person holding them captive or abusing them. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Scoring Lead Rank Discount 299

Zoominfo

JANUARY 16, 2025

But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Declared Intent : The most actionable form, where a prospect explicitly requests a demo or more information. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Zoominfo

MAY 11, 2021

Trick #1: Target (and reach) key decision-makers After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. A high match rate means you’re reaching the right people and positioning yourself for a healthy digital advertising ROI. (At So, how do you do this?

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. A high match rate means you’re reaching the right people and positioning yourself for a healthy digital advertising ROI. (At Set up your ad platform to avoid prospects you don’t want to target.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Pipeliner

JANUARY 29, 2025

Measurable Results and ROI John notes that traditional advertising methods, such as Google Ads and Facebook Ads, can quickly deplete budgets without providing clear insights into their effectiveness. This high ROI demonstrates the effectiveness of targeted advertising in driving substantial business outcomes.

Video 95

Video Advertising Advertising Marketing 95

DiscoverOrg Sales

AUGUST 19, 2016

The funnel built showed that we needed something like 4,000 applications to hit the target of 100 hires, but if all of those applicants came for the same 3 positions, that did us no good. Then, we used data to determine whether we these activities drove a positive ROI, and whether we should adjust our investment levels.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Zoominfo

JULY 13, 2021

Both Zoominfo and Chorus believe in delivering technology solutions that are easy to use, scalable, and deliver extremely high customer ROI. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. A New Category of Signals: Conversation Insights.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Do you see what has happened here?

Closing 243

Closing Discount Buyer ROI 243

Mindtickle

NOVEMBER 1, 2022

Imagine the ROI that could be achieved if every seller were empowered to reach their monthly sales quota. To get a real grasp on sales enablement ROI, you’ll need a comprehensive look at the impact sales enablement has on your company. 3 best practices to get a holistic view of your sales enablement ROI. Content metrics.

ROI 98

ROI Sales Enablement Lead Rank Marketing Qualified Lead 98

Cincom Smart Selling

FEBRUARY 14, 2025

This article outlines 10 CPQ best practices to help optimize your performance, eliminate inefficiencies, and maximize ROI. Utilize AI to analyze customer buying patterns and recommend competitive price positioning. 5- How can I measure the ROI of my CPQ system?

ROI 48

ROI Maximizer Lead Rank Discount 48

DiscoverOrg Sales

FEBRUARY 19, 2019

Don’t forget to show the ROI of your marketing team. With this core plan in place, you will: position yourself as a leader. It also reassures your C-suite that you can make a real positive impact. Sales works more closely with prospects and customers, after all, and knows what really matters to them. KNOW YOUR PRODUCT.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

Sales 2.0

APRIL 27, 2014

Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. What I’ve noticed is that many sales people don’t want to listen when the prospect’s answer is not 100% positive. A day they did not spend prospecting. And I mean it.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Partners in Excellence

JANUARY 15, 2025

Perhaps it’s a value proposition, an ROI, or something else. They could be to position themselves for a promotion, get a pay raise or a bonus, get their managers off their backs. How do we understand the personal objectives of each of our customers/prospects? How do we do this?

Objections 127

Objections Customer ROI Promotion 127

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., In this, managers should observe reps interacting with prospects on the phone and over video. Support positive training outcomes through engaging methods such as role playing and gamification.

Training 118

Training Hiring How To Retention 118

Zoominfo

AUGUST 28, 2020

But it’s also creative, design-heavy, and nuanced, making the skills necessary to succeed in an email marketing position highly diverse. All of that being said, you can’t just send any old email and expect it to turn prospects into paying customers. Email marketing automation saves time and results in higher ROI.

Email Marketing 237

Email Marketing Marketing B2B Campaigns 237

Vengreso

NOVEMBER 19, 2024

The advantages of AI-driven sales tools are manifold: Efficiency Boost: Automate tasks such as data entry , scheduling, and follow-ups, freeing up sales reps to engage with prospects. This adaptability ensures that your sales team can engage and connect with prospects through their preferred communication channels.

Software 115

Software Software Scale Sales Qualified Lead 115

DiscoverOrg Sales

NOVEMBER 15, 2017

We should demonstrate ROI more explicitly. Dave Sill, DiscoverOrg’s Senior VP of Sales, recognized that Customer Success reps were in a position similar to a Sales department need we solved for a year prior : They needed support in order to take time to really understand and help customers. Positive feedback?

Retention 227

Retention Travel Customer ROI 227

Vengreso

OCTOBER 22, 2024

If you’re feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! In this episode, you will be able to: Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects’ inboxes.

Tools 71

Tools Social Media Channels Sales Methodology 71

Zoominfo

NOVEMBER 22, 2019

Generally, we recommend sorting your customers by ROI or strategic value, and then look for commonalities like: Firmographics (Company Size, Total Revenue, etc.) Discover your highest ROI products and services. This one is pretty self-explanatory: Which product or service delivers the highest ROI for your business? (If

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

DiscoverOrg Sales

JULY 10, 2018

shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We You might think that positive signs and positive language are good things, but they’re not. PROSPECT: “It’s too expensive. A study from Gong.io

Objections 243

Objections Buyer Persona Study Decision Maker 243

Sales Hacker

JULY 22, 2022

It is the first experience many prospects have with your brand — and it’s also the backbone of the sales strategy responsible for generating your revenue. Easy reporting and iteration of content that leads to increased ROI. Build a Content Committee for Ultimate ROI appeared first on Sales Hacker. Sales management. Leadership.

ROI 103

ROI Lead Scoring Lead Rank eBook 103

The Pipeline

SEPTEMBER 24, 2019

By the time they implement, train, another 12 months; to see a positive impact, you’re looking 18 months minimum. Presented differently, sellers want to talk about what the prospects are doing, the present. Smart organizations formulate their ROI and discussions on the whole project and residual benefits.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

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

The Pipeline

MAY 21, 2019

Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. I understand that vendors need to realize an ROI, as a result we should expect to be “sold.” By Tibor Shanto. This time I got to experience trade shows like most mortals do.

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? Get a map of the event.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 116

Prospecting Decision Maker Lead Rank Lead Scoring 116

Vengreso

MARCH 26, 2025

Rather than focusing on product features, successful sales content emphasizes business outcomes, ROI, and strategic benefits. Continuously engage with prospects through social media to nurture relationships and build credibility and trust in their brands. It also uses clear, concise language that resonates with decision-makers.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68