SBI Growth

APRIL 15, 2020

By now, we are fully entrenched in the COVID-19 crisis. We have moved beyond the “shock” phase and into an “acceptance” phase of the new normal, at least for the time being. As market leaders, we must adapt to the current.

Segment 286

Segment Revenue Demand Generation Targets Marketing 286

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

The Pipeline

JULY 29, 2020

Voicemail is a great example in sales, there are as many opinions as there are pundits. It’s about voicemail for buyers vs. voicemail with prospects. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

MAY 16, 2019

Prospecting is never easy, but there are steps you can take to lighten the load. One thing that has made prospecting a bit easy-er for me is eliminating the worry of sourcing leads. It was a habit I picked up on one of my first sales jobs, where we used old book version to prospect. How to segment more efficiently.

Prospecting 46

Prospecting Webinar Metrics Segment Up-Sell 46

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? The main component of email automation is creating a drip strategy specified by segmented target audiences.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

Sales 2.0

JANUARY 14, 2025

George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. One instinct in this situation is to jump in and start prospecting without wasting any time. Sales history Ive been looking at some of the small healthcare accounts that my client serves.

Collateral 195

Collateral Account Territories Segment 195

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. And that content is a gateway to a possible sale. After users go through with a landing page, there should be a clear path to the end — an action that brings them into your sales funnel. Landing Page Best Practices.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

The Sales Hunter

JULY 23, 2019

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. To be great at prospecting, you don’t have to be born with the “sales gene.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

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

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

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks. Automates lead distribution.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

MARCH 17, 2025

But many RevOps teams still struggle with inefficient segmentation, suboptimal territory design, and a lack of actionable insights. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

Zoominfo

MARCH 13, 2025

These stories of real companies that have used ZoomInfo to grow, retain, and expand their customer base show how an intelligent approach can drive measurable success: higher conversions, stronger sales alignment, and more predictable growth. Automatic enrichment of data from high-intent prospects.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. Cold email typically entails targeting one person at one company, meaning that the tactic can often be overlooked when designing an account-based strategy … but sales reps that do that are missing a trick.

Top of Funnel 276

Top of Funnel Account Decision Maker Segment 276

Sales Gravy

OCTOBER 29, 2024

as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Join host Jeb Blount Jr.

Ideal Customer Profile 97

Ideal Customer Profile Outbound Strategy Social Media 97

Pipeliner

OCTOBER 30, 2024

In today’s digital landscape, businesses are increasingly turning to innovative strategies to enhance sales and build deeper relationships with their audience. One such strategy is leveraging AI in podcasting , creating a powerful synergy that transforms sales teams’ approaches.

Top of Funnel 105

Top of Funnel Strategy Lead Rank Lead Scoring 105

The Pipeline

OCTOBER 15, 2019

A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage. Much like the ponies, timing in prospecting is a mug’s game. Time Costs. But we all know it is not going to happen now.

Prospecting 212

Prospecting Influencer Buyer Education 212

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. This solution uses your own company data to build reliable market boundaries and sales goals. Bottom-Up market size.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

The Pipeline

OCTOBER 4, 2021

Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 264

Territories Outside Sales Field Sales Segment 264

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. This has become a lost craft in the day of sales disintegration, i.e., SaaS sales.

Prospecting 210

Prospecting Harvest Call-back SME 210

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. And when outdated, incomplete, and unreliable data meets the rising complexity of modern buyer behaviors, the result is chaos bad data erodes the effectiveness of marketing campaigns, derails sales efforts, and creates inefficiencies across revenue operations.

B2B 130

B2B Intent Signal Scale Marketing 130

MarketJoy

OCTOBER 3, 2024

What to Do Instead: Narrow your audience to a defined segment or niche. Segment Your Outreach: Develop campaigns that address the distinct needs and pain points of each segment. Promoting all your products or services to every prospect can cause confusion and overwhelm.

Lead Generation 98

Lead Generation Outbound Ideal Customer Profile Lead Scoring 98

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Segmenting. The predictions may not be off the mark. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

OCTOBER 20, 2020

The whole point of personalization in sales is standing out among the competition. Rather, personalized selling is about having a multi-tiered approach applied to your sales funnel. An effective sales process simplifies how you personalize your approach for each individual buyer. The Value of Personalization in Sales.

Top of Funnel 246

Top of Funnel Segment Intent Data Funnel 246

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

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Old Sales Funnels Are Drying Up. A SalesHacker survey of a variety of sales professionals highlights the depth of the issue. The impact of these changes is highlighted in the marketing segment. B2B Sales Operations Are Changing for Good.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

APRIL 21, 2021

Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads. Research Industry: Segment and Identify Pain Points. Here’s how to get started. Let’s say your agency is targeting mid-sized hospitals.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Scoring Lead Rank 246

Zoominfo

OCTOBER 27, 2020

The statistics speak for themselves: 77% of B2B sales and marketing professionals believe that personalization builds better customer relationships. 55% of B2B sales and marketing professionals said that personalization can bring higher conversion rates and growth. It Boosts Sales And Conversions. Segmentation.

B2B 246

B2B Marketing Segment Scale 246

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 Hacker

JANUARY 13, 2025

Over the years, he built and scaled a world-class sales organization, creating a team that generated hundreds of millions in revenue. This success was underpinned by five distinct phases of growth, each requiring a unique type of sales leader and leadership approach. seller, head of sales, or commercial cofounder).

Hiring 109

Hiring Scale Pivotal Enterprise 109