DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. By Tibor Shanto.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Lead411

OCTOBER 30, 2024

Maximizing ROI with B2B Data for a Go-To-Market Strategy Whether you’re launching a new product, entering a new market, or re-targeting your ideal customers, B2B data plays a critical role in informing every phase of GTM planning. Companies can expect higher ROI as they avoid resources spent on prospects outside their core ICP.

Ideal Customer Profile 52

Ideal Customer Profile ROI Account Based Marketing Maximizer 52

Sales and Marketing Management

NOVEMBER 9, 2020

From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . Understand the buyer’s focus on ROI. Our research has found CXOs talk 8.5% Mind the CFO.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

The Pipeline

MAY 11, 2021

Buyers do not share a complete picture, sellers validating things the buyers do not care about, with unrealistic ROI s. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. Changing a habit, which is what you want the prospect to do, is not easy, but can be modeled.

Quota 341

Quota Lead Rank Forecasting ROI 341

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. You don’t have to wait until your solution is implemented and producing ROI. Can attest to the ROI they’ve received. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales Hacker

DECEMBER 1, 2023

Not only has the function grown in popularity but automation has allowed us to increase the volume per rep dramatically which leaves prospects overwhelmed and unresponsive. The post The ROI of ABSD: Account-based Sales Development appeared first on GTMnow. Luckily, there is a better way. What you’ll learn: Fit. Implementation.

ROI 128

ROI Account Outbound Sales 128

Zoominfo

FEBRUARY 20, 2025

Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. Before ZoomInfo, sales reps connected with prospects just 23% of the time. By using real-time data and signals, sales teams are identifying high-potential accounts they would have otherwise missed.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

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. This ensures youre focusing only on active and engaged prospects.

Ideal Customer Profile 52

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

KLA Group

JANUARY 24, 2025

What if you could start 2025 with a clear, actionable plan to uncover your best sales opportunities? Success this year wont come from casting a wide net. Instead, it will require precisiontargeting

ROI 59

ROI B2B Prospecting Strategy 59

No More Cold Calling

DECEMBER 29, 2020

But all too often, this “cut to the chase” mentality precludes sales reps from taking the time to establish customer relationships before trying to convert people into prospects. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

Zoominfo

APRIL 15, 2025

These tools help streamline day-to-day tasks and offer actionable insights into prospect behavior. Larger Deal Sizes : 70% reported an increase in deal size, likely attributed to better prospect insights and tailored outreach. Higher Win Rates : AI-powered tools contributed to a 76% increase in win rates.

Survey 130

Survey Lead Rank Lead Scoring Forecasting 130

Zoominfo

NOVEMBER 18, 2024

Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. It provides timely triggers for engagement, helping sales teams connect with prospects at optimal moments.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Zoominfo

FEBRUARY 12, 2025

And lets face it, most B2B marketing teams didnt exactly have a foolproof plan to ensure ROI. If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. Elevate the Experience with Personal Touches Host intimate dinners, happy hours, or breakout sessions for high-value prospects.

B2B 130

B2B Marketing Strategy Lead Rank 130

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

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s how to prospect for sales.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Marketing Qualified Lead 270

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

Bernadette McClelland

AUGUST 1, 2022

We all buy what matters to us personally -whether that be based on a successful afternoon at a perfect destination, your ego and image, a job promotion, a proven ROI or connection with someone else so we need to remember to find out what matters the most to our buyer and why that is the case. I’ll leave that up to you ??.

Margin 397

Margin Travel Outbound Sales Leadership 397

Zoominfo

MARCH 12, 2025

The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. The ROI is there, theres no doubt about it. The company sought a solution to refine prospecting strategies, improve engagement, and increase revenue impact. Event-driven targeting to engage visiting corporate groups in Houston.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

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

Cincom Smart Selling

FEBRUARY 14, 2025

This article outlines 10 CPQ best practices to help optimize your performance, eliminate inefficiencies, and maximize ROI. A generic, rigid quoting process leads to lost deals, longer sales cycles, and reduced customer engagement when quotes fail to reflect a prospects business goals or challenges.

ROI 48

ROI Maximizer Lead Rank Discount 48

Zoominfo

MAY 20, 2021

You’ll get high ROI. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. You can engage prospects throughout the customer life cycle.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

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

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect. Effective:?

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

The Pipeline

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. No doubt we all want greater quality prospects, than just more things in the pipeline. But there is no denying that a lack of quality prospects leads to the same poor results. Which brings us back to actions.

Discount 361

Discount Quota Sports Objections 361

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

Janek Performance Group

JANUARY 22, 2025

Providing a secure central location to store your voluminous data, including your companys contacts and communication with customers, prospects, or anyone you with whom you engage, CRM lets you track all interaction, from likes on social media to emails, phone calls, and meetings. makes its own use of the common data.

CRM 118

CRM Lead Qualification Social Media Data 118

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

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.

Trade Show 98

Trade Show Follow-up Webinar Metrics Lead Rank 98

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130