Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

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

Zoominfo

MARCH 12, 2025

Solution Thanks to the seamless integration between ZoomInfo Sales and Salesforce, the Houston Rockets sales team is saving time on segmenting net new accounts. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. Their results include: 15,000 new contacts uncovered.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

AUGUST 22, 2022

Ask any seasoned marketer and they’ll tell you that strong segmentation is the key ingredient to efficient, successful campaigns. While there is no precise recipe to segment audiences, we’re here to help you nail down the fundamentals. While it can be used to help you qualify leads, it’s also an excellent strategy to segment audiences.

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Zoominfo

MAY 5, 2021

In 2022, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects. Here are three trends to help you segment both efficiently and safely—this year and beyond.

Segment 130

Segment Lead Rank Trends Marketing 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.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

SEPTEMBER 30, 2020

People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their company. Analyze Prospect And Customer Data. This way, you have a well-rounded understanding of who your actual prospects and customers are.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Zoominfo

AUGUST 2, 2020

Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. Opportunity data helps identify favorable conditions for a company to act on when prospecting. Accuracy: Generally speaking, the closer a vendor is to the data source — the more accurate the data will be.

B2B 245

B2B Data Vendor Intent Data 245

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. Here’s what to consider when you’re looking to bring on an ABM advertising vendor.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Pointclear

NOVEMBER 8, 2017

TARGET, SEGMENT AND TEST: How often does your team analyze lists? In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. See this article for how to segment and test your list (in this article there is a link to a 10-page whitepaper that digs deeper into the subject).

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Scoring 315

Zoominfo

JULY 2, 2020

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Those who fill out a registration form can be automatically segmented (by your automation platform) into a new email list. Yet more submissions often come at the expense of greater segmentation.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

The Pipeline

SEPTEMBER 11, 2013

One reason many default to pain is that they spend too much time with the wrong segment of the market. They took the first step, began the exploration on their own, and will look to vendors playing the “be found” game, to play the role of “demo guy”, then play you off your competitor, order taker. Passively looking (15%). Tibor Shanto.

Vendor 282

Vendor Objections Buyer Guarantee 282

DiscoverOrg Sales

MAY 24, 2017

Only after you understand your prospect’s situation and the challenges of their IT environment, you can pick up the phone and talk about a solution. Check out DiscoverOrg’s Triggers feature , which alerts you to leadership moves, acquisitions, vendor changes, and other initiative which signal buying events. Be specific.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

SBI Growth

MAY 9, 2013

However, we continually find the best information comes straight from the prospect. Does your product meet the entire market’s needs or just a segment? Many times this is a loss to a non-competing vendor who was able to reprioritize budgeted dollars for his project. Beneath the pie chart, there are actual prospect quotes.

Decision Maker 306

Decision Maker Report Trends Competition 306

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Nobody wants a vendor who goes dark when the pressure is on. If not, you can focus on more promising leads.

Customer 78

Customer Licensing Proposal Government 78

The Pipeline

FEBRUARY 4, 2020

Segmenting. Here we want to segment along lines of what specific factors contributed to the outcome. Buyers over the last few years have shown that they are willing to take insight from vendors, but the insights must be on the buyer’s terms. On the surface, the predictions may have been wrong, more sellers than ever.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business. The result?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

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

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. So there’s a lot of ways to be targeted and be segmented. So make sure you’re taking advantage of this level of granularity for your prospect segmentation.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Cincom Smart Selling

APRIL 10, 2025

It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster. While providing information, sales intelligence software also automates and streamlines prospecting and leads workflows. What is sales intelligence software?

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Sales and Marketing Management

FEBRUARY 5, 2018

Consider these statistics: It takes 22 minutes to connect with a prospect using switchboard numbers, compared to only 5 minutes using direct dials ( source ). A sales rep using a direct dial is 46 percent more likely to reach prospects at the director level, than a sales rep not using a direct dial ( source ).

B2B 209

B2B Vendor Data Segment 209

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect. Now, if you can make quota capturing your share of this market segment, all the power to you. By Tibor Shanto.

Buyer 277

Buyer Collateral Harvest Quota 277

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. 2. You’re annoying your customers and prospects. Although you can perform this step yourself, it’s often a time consuming, tedious process that is best done by a third party vendor. Append your data.

B2B 223

B2B Data Churn Marketing 223

Bernadette McClelland

FEBRUARY 25, 2018

Broadly speaking, we have reached a stage where most of the global growth markets and sub-markets (segments) of the past few decades have reached a new level of maturity. Thus , vendor rationalization is (IMHO) the most misunderstood part of the modern day approach to sales. Conversion rates down? Stuck deals increasing?

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

Zoominfo

NOVEMBER 24, 2020

Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you. Or rather, not all intent data is relevant to your business needs. It’s a win-win situation. .

Intent Data 244

Intent Data Intent Data Intent Signal 244

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Key features include seamless integration with major CRMs, powerful search and segmentation capabilities, and ongoing data cleansing for accuracy and reliability. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

AUGUST 29, 2019

Only after you understand your prospect’s situation and the challenges of their IT environment, you can pick up the phone and talk about a solution. And if you have access to more robust data on buyer intent and opportunity, look for leadership moves, acquisitions, vendor changes, and other initiative which signal buying events.

Account Based Marketing 199

Account Based Marketing Referrals How To Vendor 199

DiscoverOrg Sales

JANUARY 2, 2019

TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Intent Data lets teams communicate with prospects earlier in the cycle: Your prospects are out there, right now, with a problem you can solve. But they know what to do.”. under one roof. “In

Data 196

Data Intent Data Customer Intent 196

Pointclear

JANUARY 11, 2011

Roles will continue to segment. No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. Also, lead nurturing allows the prospect to self educate without the need for a constant human touch.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Zoominfo

NOVEMBER 24, 2020

Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you. Or rather, not all intent data is relevant to your business needs. It’s a win-win situation.

Intent Data 230

Intent Data Intent Data Intent Signal 230

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? f their entire budget.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

The Pipeline

AUGUST 3, 2017

Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”. Arguing that the response needs to align with buyer/prospect expectations, meaning the statement should be about the business outcomes achieved, not the means of achieving them.

Objections 206

Objections Face-to-face Segment Vendor 206

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is what legacy data vendors provide. Modern data vendors provide their customers with live data. Conversely, point-in-time data leaves sales and marketing professionals with inaccurate data, causing issues with go-to-market strategies and individual prospect outreach. to keep data up to date.

Data 162

Data Decision Maker Sales Qualified Lead Vendor 162

Zoominfo

NOVEMBER 5, 2020

So, you see enterprises buying data from a multitude of vendors with different specializations and attempting to stitch it all together through a complicated system relying on data analysts, engineers, and product managers. More Precise Segmentation for Better Outreach.

Lead Rank 246

Lead Rank Lead Scoring Ideal Customer Profile Oracle 246

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

NOVEMBER 16, 2021

Data-driven decisions are the backbone of any thriving sales or marketing team, shaping strategies and influencing customer and prospect communications on a daily basis. For growing marketing and sales teams, accurate, clean data helps to: Reduce customer and prospect frustration. Cut costs associated with contact-based pricing.

Hubspot 130

Hubspot Data Lead Rank Lead Scoring 130

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Building rapport with prospects. Leveraging information to become your prospects doctor.

Enterprise 128

Enterprise Enterprise Prospecting Cold Calling 128

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. From a rep’s perspective, there’s nothing worse than finding that perfect prospective account on LinkedIn. In fact, just 17% is spent meeting with potential vendors. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219