Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution.

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Prospecting Case Study Sales Cycle Direct Mail 235

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

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B2B Buyer Persona Top of Funnel Prospecting 212

Gong.io

SEPTEMBER 12, 2022

It can be easily done by building a simple and repeatable sales cycle. A well-defined sales cycle is the bread and butter of a consistent sales team. It helps them close deals faster and project sales pipelines more accurately. . What is a sales cycle? Why is a sales cycle important?

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

The Pipeline

JUNE 26, 2014

How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. How do you get the prospect in position 4 into position 3?

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Pipeline Positioning Twitter Closing 325

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.

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Campaigns Sales Enablement Education Collateral 326

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. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

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Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

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Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

APRIL 23, 2020

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. Time to plan your next marketing campaign or start prospecting into your top accounts! But there’s data, and then there’s data. JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? This is invaluable for sales teams to identify personalized sales opportunities quickly.

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Sales Operations Tools Scale Lead Rank 130

Mr. Inside Sales

SEPTEMBER 25, 2021

Script #1: Make sure and have an email already prepared while you’re prospecting. The point here is whether or not your prospect will: Give you the time to speak further with them. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. Right then!

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Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Zoominfo

NOVEMBER 1, 2024

Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. 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 130

Account Based Marketing Account Software Software 130

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Nutshell

MARCH 11, 2024

The sales cycle can be a mysterious concept for a lot of people. Most businesses subconsciously understand that it exists, but they may not use the cycle as effectively as possible. The sales cycle is a universal reference of what happens in a successful sales process for all kinds of industries.

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Sales Cycle Ideal Customer Profile Sales Qualified Lead Negotiation 78

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Sales and Marketing Management

NOVEMBER 25, 2019

But this staple tactic of the poker table can be a valuable and valid tool in sales negotiations. Say you believe that your prospect is willing to pay $15,000 to $20,000, a range you’re willing to accept, so you make an offer that's “at your floor” of $20,000 – you've bluffed, and your prospect now has the chance to call.

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Negotiation Maximizer Sales Cycle Call-back 248

Crunchbase

MAY 18, 2023

Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations. They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. Behind the scenes, it takes time for marketing to qualify and route high-value leads with sales.

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Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Zoominfo

JULY 24, 2020

When sales and marketing don’t communicate properly, you risk broken processes and inconsistent metrics. Sales reps spend a lot of time looking for content to share with prospects, or sorting through leads that don’t necessarily meet the mark. That’s exactly what good communication between sales and marketing does.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Sales and Marketing Management

AUGUST 20, 2018

We looked at the sales process. Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call.

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Buyer Call-back Follow-up Sales Qualified Lead 294

Zoominfo

AUGUST 11, 2021

Given the uncertain times we’re living in, ineffective sales pipeline management can easily grow from being something that holds your business back to actively endangering it. COVID-19 has affected best practices for lead generation, follow-up, sales quotas, and sales cycle length. Qualification (or The Discovery Call).

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Zoominfo

DECEMBER 17, 2018

4 Reasons Sales Reps Need Access to Company Hierarchy Data. Company hierarchy data is more than just a family tree that offers context about your customers and prospects. Keep reading for four reasons why company hierarchies can help sales reps streamline and improve their entire strategy: 1. Identify new prospects.

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Data Company Hotels Decision Maker 216

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. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

NOVEMBER 20, 2018

A first-touch attribution model assigns all credit to the first touchpoint that leads a prospect to an eventual conversion. Example: A prospect sees a paid Facebook advertisement for a recent blog post about essential tools for modern sales reps. They click the ad and ultimately read the blog post.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. It’s a powerful conversion tool at least as old as the Gospels. It’s not a high priority for us”. “I Cold calls.

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Real Estate Construction Scale Hiring 243

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. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

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Sales Enablement Strategy Scale Hiring 130

Zoominfo

JUNE 13, 2018

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is one of the hottest trends in the business world, yet many sales professionals remain skeptical of its effectiveness. Top 10 Social Selling Tools.

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Social Selling Social Media Channels Media 244

The Pipeline

OCTOBER 13, 2016

People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. There is a singular purpose to prospecting, that is to engage. Cool: Leaving a voice mail.

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Prospecting Cold Calling Lead Rank Lead Scoring 120

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies. Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

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Webinar Metrics Strategy Marketing Scale 242

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. Here are the best options for every sales team, no matter their size or budget.

Scale 130

Scale Analytics SalesForce Hubspot 130

Zoominfo

AUGUST 2, 2022

From startups to the Fortune 500, companies of all sizes are leveraging tools that gather market intelligence data to gain a competitive edge. It’s important to note that the right tool for your business will depend on your specific needs, industry, and goals. Win Faster.

Ideal Customer Profile 130

Ideal Customer Profile Tools Marketing Hoovers 130

Allego

MARCH 21, 2023

As a result, marketing isn’t always able to provide the kind of content the sales team wants. Modern sales content management platforms. Learn about it in the All-in-One Sales Content Management Kit. The Old Way vs. the New: 4 Ways Modern Sales Content Management Systems Outperform Traditional Tools 1.

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System Tools Collateral Video 118

Hubspot Sales

APRIL 25, 2023

Since December 2022, interest in the search term “AI tools” has skyrocketed by 292% in the U.S. Now Google, HubSpot , and Microsoft are racing to develop their own versions of AI chat tools to compete with ChatGPT. Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes?

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Tools Sales Tools Scale Lead Rank 122

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

DiscoverOrg Sales

JANUARY 10, 2018

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. We based call cadence on engagement in our marketing automation tool. Prospects really respond to that!

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

The Pipeline

APRIL 17, 2017

Sellers need to put more effort into planning their interactions with prospects than many do. Sellers forget that their prospect is talking to a range of people about the purchase they are about to make. That is a false premise, and as such leads to longer sales cycles and missed sales.

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Buyer Exercises Vendor Lead Rank 242