Zoominfo

JUNE 2, 2021

Streaming Intent allows you to find companies that conduct an above-average amount of web browsing activity about topics related to your business in real time. Example: Manufacturer Researching Supply Chain Software. Here’s a brief example that shows how this layering works.

Data 246

Data Intent Lead Rank Lead Scoring 246

Zoominfo

FEBRUARY 10, 2021

PRO TIP: Add some zip to your pitch by replacing product-centered terms with customer-centered action words: “Our software is best-in-class” becomes “Our software will boost your sales.”. Think about the kind of sales pitch you’d want to hear: Do you want to listen to a bunch of bland industry-related stats?

Examples 246

Examples Case Study Face-to-face Study 246

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Matt Roberts is a tech founder and wants leaders to rethink why and how goals are set and teams managed as part of his OKR consultancy and software business – ZOKRI. I am proposing that you make it safe to miss a sales target. Hear me out. About Matt Roberts.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

DiscoverOrg Sales

DECEMBER 18, 2018

Finally, the appearance of tech – in the form of IT Services, Telecom / Communication Services, and Computer Software – at the top supports the trend that technology is a differentiator and a competitive advantage. Anyone offer cloud services related to video, like hosting or editing? UnitedHealth Group. Bank of America.

Company 156

Company Prospecting Oracle Transportation 156

The Pipeline

NOVEMBER 2, 2017

While it has been a positive that many sellers now spend time and effort on understanding the “buyer’s journey”, there is a risk in relating to the journey strictly through our own filters and needs as sellers, and over emphasising how “our product” is right for the journey. 80% of the responses to that question talk to deliverables. “We

Travel 253

Travel Margin Buyer Exercises 253

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Additional related topics being consumed above normal rates included Sick Leave, Health and Safety, and Safety Supplies. What is Intent Data? Where does the data come from?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

AUGUST 31, 2020

“It’s imperative to continually listen to what customers are saying , putting yourselves in the customers’ shoes and thinking of ways to better enable them,” Craig Williams, chief information officer at networking software company Ciena, told IDG Connect. Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

APRIL 13, 2020

Logistically, test your audio, microphone, and software in advance of the meeting. There is a place for that, but we recommend starting with a stark look at your business. What is the typical dynamic of your sales? Is the information you need to share incredibly complex or relatively simple? . Position yourself for success.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Zoominfo

AUGUST 18, 2020

Whether you realize it or not, sales productivity is directly related to the quality of your data. Leverage Sales Intelligence Software. Sales intelligence software can do everything from: Ensuring database quality. Basically, there’s very little a good sales intelligence software can’t do. Poor Data Quality.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Zoominfo

MARCH 10, 2021

So the company begins defining requirements for new CRM software, and two months later selects a vendor. CRM implementations contribute to a massive, related ecosystem — in other words, a network of companies all providing services around a product. How Implementations Fit into An Overall CRM Business Ecosystem.

Analysis 246

Analysis CRM Remedy SalesForce 246

Zoominfo

FEBRUARY 16, 2021

These businesses offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. Those seven topics included: Content personalization Customer engagement Customer insight Customer loyalty Customer retention Loyalty software Net Promoter Score.

Retention 219

Retention Loyalty Customer B2C 219

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. As it happens, our data largely bears that theory out.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

The Pipeline

JULY 16, 2019

Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable. All but one said, “I sell software” when pushed, “the provides BI to drive efficiencies in inventory management.” I understand every minute counts and stopping to do something related to an event six months ago may seem odd.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Sales and Marketing Management

MARCH 29, 2019

Our new digital workers, consisting of software robots, will be used by at least 40% of enterprises. For example, if a company is looking for an invoice processing solution, AI-enabled software learns what to do if specific fields are missing data or aren’t matching up. Leading a Winning Team.

Marketing 209

Marketing Webinar Metrics Software Software 209

Zoominfo

NOVEMBER 5, 2020

At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. And both of those types of companies are very different from Activision Blizzard and Electronic Arts who develop video game software. Or to confirm that a record is, in fact, a defunct business.

Lead Rank 246

Lead Rank Lead Scoring Ideal Customer Profile Oracle 246

The Pipeline

FEBRUARY 13, 2018

Not because cold calling and other methods of direct prospecting do work, which they do, but because their argument intends to sell software, an app or methodology, not to genuinely help or change the way a client prospects. Much of the call for, and reasons for automation, related to what has come to be called “inbound” sales.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

MTD Sales Training

APRIL 7, 2020

Here are 4 of the most frequently asked questions we’ve been receiving and our ideas relating to them: QUESTION. Free software like Facetime, Hangouts, Skype might be suitable for many. You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic.

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

Zoominfo

MAY 5, 2020

HR & Payroll Software. HR and payroll software was the third-largest increase in technologies surveyed. We have seen a growth of 17% for HR and payroll software since January 30. While HR and payroll software as a whole has grown, ADP has seen more growth than any other company in the space. Web Conferencing.

Tools 179

Tools Real Estate Travel Face-to-face 179

Zoominfo

MARCH 3, 2019

Although G2 Crowd is intended to help buyers compare and purchase business software, it also provides a helpful way to research your target companies and accounts for free. Monitor industry-related hashtags, important keywords, and competitive brand names to get a feel for what is being said about your target businesses.

Research 233

Research B2B Tools Company 233

Zoominfo

MAY 6, 2020

The company hasn’t had to do too much pursuing as of late, given that the pandemic—and the worldwide corporate transition to working from home that has accompanied it—has supercharged the demand for what Zoom sells: web conferencing software. When his suggestions were ignored, Yuan left Cisco and set out to start his own company.

Video 207

Video Cancellation Microsoft Comparison 207

Zoominfo

JUNE 17, 2018

It’s an entertaining story that also makes viewers understand how vital HP’s printer security software can be. Visual storytelling can make highly-technical ideas appear more human and relatable– and there’s no better example than General Electric’s social media storytelling. General Electric.

Examples 237

Examples B2B Microsoft Telecommunications 237

Sales and Marketing Management

APRIL 28, 2019

Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. If editing is involved, make sure everyone has access to (and knowledge of) the same software.

Video 214

Video Closing Scale Face-to-face 214

Canidium

DECEMBER 3, 2024

Pricing software is still relatively novel, but it is quickly becoming a practical necessity for enterprise and mid-level businesses. In fact, 44% of high-growth businesses leverage pricing dashboards.

Software 52

Software Software Enterprise Enterprise 52

SBI

DECEMBER 8, 2020

Progress made during the 10 years between 1989 and 1999 was primarily related to hardware (better, faster PCs, LANs and WANS, and Mini and mainframe computers). The second way it changed selling as we know it was by creating the AppExchange (in 2005) which BusinessWeek referred to at the time as “ebay for business software.” [1]

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Zoominfo

MARCH 6, 2024

A new analysis by ZoomInfo shows that AI-related job titles in senior leadership have doubled in just two years, illustrating how critical AI technology has become in organizational strategy, leadership, and decision-making. In 2021, there were only 60 tracked mentions of new AI-related leadership roles. increase from 2021.

Hiring 130

Hiring Engineering Analysis Margin 130

Zoominfo

APRIL 30, 2021

In fact, as of December 2020, the majority of event organizers (59.4%) reported looking for hybrid event software. “Everyone in my world is doing virtual now — there’s little alternative,” says Shannon McCallion, director of field and channel marketing at Pcysys, a cybersecurity firm. But are virtual events actually worthwhile?

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Zoominfo

SEPTEMBER 25, 2020

Looked at another way, those companies offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. Businesses that are thriving in the pandemic often share a common trait: a product customers want that is simple to use and easy to access.

Loyalty 190

Loyalty Scale Customer Marketing 190

Sales and Marketing Management

AUGUST 6, 2020

SMM: What is your opinion of software that has workers record time spent on individual tasks? I don’t recommend software that reports activities to managers as a form of tracking employees' work. SMM: You speak to the concept of Zoom fatigue, which everyone can relate to. Vanderkam: Managing by time is relatively easy.

Face-to-face 194

Face-to-face Travel Software Software 194

Sales and Marketing Management

SEPTEMBER 27, 2019

A Fortune 250 software company recently conducted a highly controlled field experiment where the only difference between the participants was whether they received training or not, and what modality the training was delivered. But what if an online training alternative could be proven as effective?—?or or even more effective?—?than

Training 214

Training Exercises Decision Maker Coaching 214

Zoominfo

NOVEMBER 9, 2020

Related infographic: Ultimate Guide for Sales Outreach in 2020! Related blog: How to Manage Expectations Around Marketing Vanity Metrics. Related blog: What is intent data? Related blog: 3 Key Sales Productivity Metrics. Stages of a Sales Funnel: Two Perspectives. Interest Stage. Consideration Stage. Buyer Perspective.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Sales and Marketing Management

JUNE 30, 2019

Often, incorporating presentations from successful, tenured reps can add an element of relatability and give new hires a model to aspire to. of agile software development. First, it’s important to set onboarding goals – whether they’re related to knowledge retention, time-to-productivity, time-to-first deal, etc.

Hiring 221

Hiring Retention Case Study Maximizer 221

Sales 2.0

FEBRUARY 15, 2023

Some software firms in the sales tech space are going to grow by building and some buying, or some mix of both.” Paul : I think generally AI is going to be applied first where there’s a lot of sales-related data…where you have lots of prospects or lots of accounts, or you do lots of deals. so niche strategies can have large TAMs.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Zoominfo

OCTOBER 22, 2020

If you have a product or service or a piece of software that integrates well with Salesforce or NetSuite or Microsoft Azure, Amazon(AWS), targeting with technographics is incredibly valuable and makes your message more relevant. So you can see when a company is increasing consumption on research-related topics.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

DiscoverOrg Sales

FEBRUARY 6, 2018

Intent data is the behavioral activity that links target buyers and accounts to a solution, solution category, or related topics. Intent data offers something Fit data cannot: It implicitly signals interest, demand, or urgency related to a particular topic or need. This includes: Time on website. Form-fills / Downloaded your content.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Nutshell

MAY 11, 2023

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. And if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM. Synchronization frequency variation.

SalesForce 159

SalesForce Microsoft CRM Software 159

Zoominfo

JULY 28, 2020

For instance, whereas our marketing team used to split duties for public relations and analyst relations, now we have a (growing) function dedicated to each initiative. There’s onboarding, training, software seats, and facility usage to consider. The bigger a company gets, the more likely outsourcing is going to happen.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246