DiscoverOrg Sales

MAY 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name. Sales intelligence vs. lead lists.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

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

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. Talk to any software vendor, and they can’t wait to show you their cool software. Salespeople know that building trust is paramount to prospecting, and it can be difficult to achieve.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Understanding the Sales Force

JANUARY 9, 2025

If they view you as a trusted advisor rather than a vendor, the business could be yours. You’ll never do anything to change the timing on the two ends of the timing spectrum, but for those prospects in the middle, you can create perfect timing!

Airlines 173

Airlines Decision Maker Call-back Vendor 173

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

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. I can calculate the total addressable market for my lemonade: 1,000 vendors multiplied by $1500 equals a total market of $1,500,000.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Sales 2.0

NOVEMBER 22, 2019

How would you do if you and your clients (and prospects) were on the Newlywed game? What do you look for in a vendor? Who gets involved in choosing a new vendor? It’s going to help a lot to know the answers to these type of Newlywed Game questions about your clients–and hence your prospects. How are you measured?

Vendor 307

Vendor Face-to-face Tools Prospecting 307

Zoominfo

FEBRUARY 7, 2025

We all know that buyers use traditional online resources like vendor websites, trade publications, social media, and forums to conduct research and minimize their engagement with sales teams. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

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

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Catch Up With Your Inbox. One More Thing To Think About.

Harvest 360

Harvest Referrals Call-back Video 360

The Pipeline

SEPTEMBER 25, 2017

These are not bad, but are usually product or vendor centric. But buyer do want something that vendors have in but fail to fully leverage, satisfied customers, prospects want hands-on experience with the product and insights from customers. Sellers often know the outcomes or impacts they seek, but have no clear ideas on how to get there.

Vendor 272

Vendor Buyer Travel Objections 272

Zoominfo

MARCH 12, 2025

The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. The company sought a solution to refine prospecting strategies, improve engagement, and increase revenue impact. Data enrichment to validate industry and revenue insights for prioritization.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

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. Opportunity Data.

B2B 245

B2B Data Vendor Intent Data 245

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. 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

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers. Make them proficient in conversational in business.

Vendor 255

Vendor Discount Insurance Insurance 255

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. It takes roughly eight touches for sales reps to reach cold prospects. When you ensure that referrals come first in your business development plan, referral selling becomes a scalable prospecting strategy.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch. I don’t have the budget for that.”.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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

Understanding the Sales Force

JUNE 12, 2023

Your prospects and customers use a similar process for choosing who to buy from. Things like collect five proposals, narrow the field to three, meet with the vendors, have them present, make a selection. Lyrics rarely impact my decisions (except Popsicle Toes ). Why is this important and what does this have to do with selling?

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

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

FEBRUARY 12, 2021

B2B professionals are using social media in the same way that B2C consumers are using it: they’re doing research, educating themselves, and establishing relationships with vendors who can help them. B2B social selling is the process where salespeople use social media to connect with prospects. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

The Pipeline

JUNE 4, 2019

Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. I had one client where, based on their internal measures, my Proactive Prospecting Program increased their appointments by 666%. I Wanna Believe.

Discount 268

Discount Vendor Quota Buyer 268

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Mr. Inside Sales

JANUARY 19, 2024

I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Now ask questions, try to engage, and take your prospect as far as they’ll let you! Like this: “I’m sure you do, and that’s why I’m calling you today.

Face-to-face 273

Face-to-face Gatekeeper How To Decision Maker 273

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

No More Cold Calling

DECEMBER 7, 2018

When Wes was considering a new vendor, he spoke to a fellow VP at another company—a friend with whom he regularly meets to bounce around ideas. He chose the vendor his friend recommended. You get leads, your prospect gets your expertise, and your referral source gets a reputation as someone with a network of experts.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. For sellers, this makes access to prospective buyers the first chokepoint. It’s really not that tough.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Shorten the sales process because prospecting time collapses.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales and Marketing Management

JANUARY 8, 2018

According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. Despite this, many vendors still wait multiple days before responding to leads.

Sales Qualified Lead 257

Sales Qualified Lead B2B Marketing Qualified Lead Leads 257

Mr. Inside Sales

JUNE 7, 2024

Questions while qualifying: Closed ended: “Do you ever use an outside vendor?” Assumptive: “How often do you use outside vendors?” Assumptive: “Hi, can you connect me with __ please?” (or or just—“Hi, __ please.”) Closed ended: “Are you the best person to speak to about this?” Assumptive: “How do you get involved in this?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

Zoominfo

MAY 8, 2020

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 and analyzing the total addressable market should come first. ZoomInfo’s vast B2B company database can help you find prospects that meet specific criteria.

Analysis 273

Analysis Marketing Lead Rank How To 273

Sales Gravy

JANUARY 1, 2025

Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event.

Trade Show 98

Trade Show Follow-up Webinar Metrics Lead Scoring 98