InsightSquared

OCTOBER 2, 2020

Everything you thought you knew about managing your revenue operations was stamped with a giant question mark. In-person demos were canceled indefinitely. And in many cases, the focus of your sales strategy was simply survival. It’s easy to blame COVID for the “new” sales world. You became virtual sellers overnight.

Correlation 250

Correlation Forecasting Ideal Customer Profiles Cross-Selling 250

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Act-On

APRIL 10, 2024

But not entirely unlike when a colleague sends you a link to a gated ebook, you give your contact info to download it, and then get a phone call from a sales rep the same day. You don’t want a demo of their software — you haven’t even had time to read their content yet. How inappropriate! Too early, and everyone wastes time.

Lead Ranking 245

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 245

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Employ HubSpot sales routing. Sales success comes down to one thing: your speed to connect.

Hubspot 195

Hubspot Top of Funnel Conversion Sales Qualified Leads 195

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Zoominfo

MARCH 3, 2021

The B2B selling process is slow but steady. On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

Sales Cycle 100

Sales Cycle Ideal Customer Profiles Tips Lead Ranking 100

Zoominfo

JULY 30, 2020

Our go-to-market engine: Drives a sub-30 day sales cycle Enables a 10x Customer Lifetime Value (CLV) to Customer Acquisition Cost (CAC) Translates across a wide spectrum of markets Enables a 500-quota carrying sales team. No company looks the same on December 31st as they looked on January 1st. That’s what ZoomInfo provides.

Marketing Analytics Tools 213

Marketing Analytics Tools Zoominfo Lead Ranking Lead Scoring 213

Salesforce Marketing Cloud

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Sales Cycle 110

Sales Cycle Optimization Ideal Customer Profiles Marketing Proposals 110

Webbiquity

MARCH 1, 2022

B2B tech buyers most highly value product demos, factual product information, and free trials. As marketing budgets are restored, marketers plan to spend more on marketing technology , particularly in areas like virtual event platforms , AI tools for marketing and sales, personalization, and chatbots.

Research 355

Research B2B Marketing Top of Funnel Marketing Automation Services 355

Vidyard

DECEMBER 2, 2020

Like the elusive Yeti or the Loch Ness Monster, free sales tools might seem like the stuff of folklore. Free sales enablement tools do exist—and they’re actually pretty good. In fact, some of the best sales software companies now market directly to reps. What Are Free Sales Tools? Types of Free Sales Tools 3.

Tools 120

Tools Enterprise Management Outreach Work Management 120

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. It’s time to take control of the process and find your forecasting sweet spot. What Is Sales Forecasting? Now is the perfect time to get your forecasting in top shape.

Forecasting 130

Forecasting Multivariate analysis Top of Funnel Work Management 130

Zoominfo

JUNE 30, 2020

You’ve probably heard the buzz around the B2B sales tech stack. And if you want success in sales, you need to put one together. Sales professionals experience serious pressure to perform and sell. Every sales professional needs tech solutions to aid performance and help them attain their quotas. But how do you get there?

B2B Sales 162

B2B Sales Ad Building B2B Enterprise Management 162

Zoominfo

JUNE 25, 2024

Tried everything to optimize your sales processes but still need new ways to drive growth? We have one simple phrase to add to the mix: sales acceleration. With a high-quality sales acceleration formula, you’ll develop a more skilled sales team, greatly refine your sales processes, and modernize and automate your sales tools.

Sales Management 130

Sales Management Marketing Automation Services Lead Ranking Top of Funnel 130

Zoominfo

APRIL 23, 2020

It’s the genesis of thousands of downstream processes and millions of actions. 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. Data Quality and Management. JUST KIDDING.

Ideal Customer Profiles 189

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 189

KoMarketing Associates

JANUARY 25, 2018

By nature, the B2B buying process is more complex because of larger and more costly purchases, and a longer sales cycle. While B2B SEO campaigns aim to increase brand exposure and generate quality leads that will eventually turn into sales through actions like demo requests, whitepaper download, newsletter sign ups, etc.,

SEO 219

SEO Top of Funnel B2B B2B Thought Leadership 219

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

InsightSquared

JUNE 8, 2021

New integration provides automated enrichment and analytics of contacts identified during active sales cycles and customer relationships to reduce risk and improve forecast accuracy. Operations teams cannot conduct deep analytics, assess the effectiveness of sales processes, or identify next steps to optimize outcomes.

Enterprise Management 156

Enterprise Management Contacts Advertising Agencies Work Management 156

Hubspot

JANUARY 6, 2021

You've established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. The concept that underlies all those points is known as sales effectiveness. Some other ways to measure sales effectiveness include: Individual quota attainment.

Process 100

Process Effectiveness Top of Funnel Work Management 100

The Point

MAY 17, 2021

When planning campaigns or designing ads, it’s easy to gravitate towards late-stage content (Webinars, analyst reports, demos, case studies) on the assumption that such offers generate more “qualified” leads. Use of very short-term metrics will almost certainly devalue those leads and the perceived ROI from the program.

Marketing Management 204

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 204

Salesforce Marketing Cloud

NOVEMBER 15, 2023

Think of sales management like a sports team. The best sales managers operate the same way, inspiring, educating, and guiding their teams to maximize revenue. Consistent sales growth and a happy team, not to mention sizable commissions and happier, more loyal customers. What is the sales management process?

Work Management 111

Work Management Marketing Management Marketing AI Forecasting 111

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Top of Funnel 130

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 130

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. No one follows up with promising opportunities.

Marketing Management 100

Marketing Management Top of Funnel Sales Qualified Leads Sales Cycle 100

NetLine

JULY 31, 2024

Sales pipeline velocity is integral to the health of a company, especially for B2B sales and marketing teams. It allows you to increase conversions, close more sales, and drive more revenue. What is pipeline velocity in B2B sales and marketing? If you thought velocity was only fundamental in physics, think again.

Ideal Customer Profiles 92

Ideal Customer Profiles Sales Management Sales Qualified Leads Top of Funnel 92

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Effectiveness 130

Effectiveness Peer-to-peer Zoominfo Analysis 130

Seismic

JANUARY 17, 2023

As more organizations embrace remote work, inside sales has become more important than ever. Inside sales plays a critical role in sales cycles because buyers are engaging online in higher numbers than ever before. Over the past couple of years, buyer interactions have grown from 17 per deal cycle to 27.

Work Management 98

Work Management Training Sales Cycle Social Media 98

DiscoverOrg

MAY 7, 2019

It’s the genesis of thousands of downstream processes and millions of actions. 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. Data quality and management. This is data too.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

Zoominfo

JULY 24, 2019

For sales leaders, data isn’t everything — it’s the only thing. While having too little sales data means your team is deeply inefficient, trying to take on every metric available will overwhelm your team and kill their chances of working effectively. Here’s how to make sales data work for you. What is Sales Data?

Top of Funnel 130

Top of Funnel Lead Ranking Lead Scoring Sales Qualified Leads 130

KoMarketing Associates

JANUARY 19, 2022

Choosing the right stack of MarTech solutions can be a difficult task for B2B marketers, especially for those working in cybersecurity, who may have a more complicated sales cycle, changing regulations, and other obstacles. Justina Logozzo, Senior Marketing Manager, Website at Alation. LinkedIn, Twitter. LinkedIn , Twitter.

Work Management 248

Work Management Marketing Management Marketing Automation Services B2B Marketing 248

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Ranking Lead Scoring 130

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Rules 130

Rules Sales Qualified Leads Lead Scoring Lead Ranking 130

Zoominfo

APRIL 29, 2021

But a more detailed set of sales scorecards can complement a leaderboard and provide AEs with a better view of achievements, said Dylan Conant, former associate chief of staff to the chief revenue officer at ZoomInfo. With that additional information from the scorecard, a sales director may view the $1 million total differently.

Lead Ranking 130

Lead Ranking Lead Scoring Zoominfo Ad Building 130

DiscoverOrg

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

Hubspot

JUNE 24, 2024

In my experience as both a budding sales rep and, later on, a team manager, success in selling often comes down to the process. Using a sales cheat sheet has been one of the most effective ways I’ve found to get new employees up to speed, create a consistent experience for prospects, and consistently exceed sales goals.

Template 83

Template Ideal Customer Profiles Top of Funnel Work Management 83

Zoominfo

AUGUST 3, 2022

Creating a global sales strategy is one of the most important and challenging exercises for a business. However, it’s not a simple rinse-and-repeat process across different countries, where culture and resources will differ as much as the local cuisine. When we built ZoomInfo’s global sales team, we gained some valuable insights.

Enterprise Management 130

Enterprise Management Work Management Marketing Management Webinar Metrics 130

SalesIntel

OCTOBER 1, 2021

The global customer relationship management (CRM) market was worth USD 43.7 According to the Grandview research report , CRM tools are used by 82% of the businesses studied for sales reporting and process automation. Here are ten primary reasons why a CRM is often the first investment for sales departments. .

Marketing Automation Services 98

Marketing Automation Services CRM Tools Work Management 98

Zoominfo

JANUARY 26, 2021

Enterprise lead generation is the actual process of attracting and converting these large companies into consumers who have indicated interest in your product or service and, better yet, who may become actual paying customers. Enhances Reputation Management: When you close a few Fortune 500 deals, people will start to take notice.

Enterprise Management 189

Enterprise Management Lead Generation Lead Scoring Lead Ranking 189