Zoominfo

JANUARY 15, 2021

Sales professionals also need access to extensive intelligence such as buying signals, reporting structures, and tech stacks. When sales teams adapt lead intelligence to selling strategies, they gain better perspectives of ideal target customers. How Can I Optimize Intelligence in the Sales Cycle?

Top of Funnel 207

Top of Funnel Sales Qualified Leads Sales Cycle Cross-Selling 207

Zoominfo

NOVEMBER 20, 2018

78% plan to adapt or increase their use of cross-channel attribution. Once they’ve finished reading your post, the reader submits subscribes to your sales newsletter. Two weeks later, the same prospect opens a promotional email for an upcoming webinar about social selling. Attribution provides efficiency gains of 15-30%.

Marketing Attribution 236

Marketing Attribution Multi-Touch Attribution Lead Ranking B2B Marketing 236

Zoominfo

JANUARY 20, 2021

A sales funnel provides a visual of the buyer’s journey from top to bottom, beginning to end. Sales funnel mapping is the process of outlining the steps leads take to become a real customer. A well-thought-out sales funnel includes channel strategy, content, and personalized messaging, tailored for each step.

Top of Funnel 162

Top of Funnel Sales Cycle Marketing Funnels Cross-Selling 162

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If So, what is sales and marketing alignment? Get a Demo 2. What does a bad lead look like?

Lead Ranking 130

Lead Ranking Marketing Qualified Leads Paid Content Top of Funnel 130

Zoominfo

JANUARY 13, 2021

Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. With B2B sales reports, sales leaders can decide which ways to: Adapt sales strategies Improve sales rep performance Optimize sales cycles. Long-term sales metrics.

Top of Funnel 162

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 162

SalesIntel

FEBRUARY 19, 2024

The increasing importance of data and technology in the sales process, leading to a need for sales teams to be tech-savvy. Selling tactics are very critical, as a lead database usually degrades by about 22.5 % each year. Cross-sells and upsells are all a part of this approach.

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Zoominfo

OCTOBER 22, 2021

A conventional business development representative will evaluate your company’s current buyer personas , assess where they can be found, and begin the process of lead generation. Sales converts those qualified leads from your business devs into transactions. Hire sales representatives who have hunger and determination.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

Zoominfo

MAY 3, 2020

78% plan to adapt or increase their use of cross-channel attribution. Sell to Marketers With Our Marketing Department Leads One-Touch Attribution Models As its name suggests, a one-touch attribution model attributes an entire conversion to one channel. Attribution provides efficiency gains of 15-30%.

Marketing Attribution 130

Marketing Attribution Multi-Touch Attribution Paid Content Sales Management 130

Hubspot

AUGUST 30, 2023

Contrarily, only 20% of underperformers use AI to automate internal processes and improve customer experience. HubSpot’s research says that sales professionals spend 2+ hours daily to automate repetitive tasks. 79% reported that AI helped them focus more on the selling part. Want to learn more about AI in sales?

Marketing AI 63

Marketing AI Top of Funnel Lead Ranking Work Management 63

Zoominfo

FEBRUARY 7, 2023

When building a new sales strategy, it’s important to determine whether you will prioritize inbound sales or outbound sales. Inbound sales are when customers initiate contact with your business to inquire about the product or service you sell. Analyze the performance of your reps and also the average sales cycle.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Scoring Lead Ranking 130

Zoominfo

JANUARY 13, 2021

Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. Lead activity that occurs above the sales funnel starts when marketing teams real them in. And if they’re deemed ready to begin the buying process, they hand them off to sales teams as sales qualified leads (SQLs).

Top of Funnel 100

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 100

SalesIntel

FEBRUARY 19, 2024

The increasing importance of data and technology in the sales process, leading to a need for sales teams to be tech-savvy. Selling tactics are very critical, as a lead database usually degrades by about 22.5 % each year. Cross-sells and upsells are all a part of this approach.

Sales Management 52

Sales Management B2B Sales Top of Funnel Marketing & Strategy 52

Zoominfo

AUGUST 26, 2021

A conventional business development representative will evaluate your company’s current buyer personas, assess where they can be found, and begin the process of lead generation. Sales convert those qualified leads from your business devs into transactions. Cross-Functional Collaboration. Adaptability.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

Valasys

APRIL 3, 2023

In order to supplement their first-party data with a wider range of intent data sources, these organizations might sell that data to marketers at other businesses. Data on third-party intent: Some businesses sell information obtained from third-party websites to B2B marketers. The average B2B sales cycle is upwards of 4-6 months.

Intent Data 52

Intent Data Intent Marketing AI Marketing Analytics Tools 52

Salesforce Marketing Cloud

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. What your process is matters.” Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way.

Process 59

Process Ad Building Work Management Buyer Personas 59

Zoominfo

DECEMBER 17, 2018

A branch typically exists to sell the same products in a different geographical market. For this reason, company hierarchy data impacts many different aspects of the B2B sales process. 4 Reasons Sales Reps Need Access to Company Hierarchy Data. In this hypothetical scenario, your company sells computer systems.

Paid Search Agency 216

Paid Search Agency Companies Cross-Selling High Quality Lead 216

Zoominfo

JUNE 25, 2021

These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. The list of KPIs are often most prevalent in the business development sales process.

Sales Management 227

Sales Management B2B Sales Top of Funnel Sales Qualified Leads 227

Zoominfo

AUGUST 1, 2022

It’s an equation,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Monitor These ABM Success Metrics ABM is a sales-oriented marketing approach that leverages data to identify, target, and engage priority accounts. ABM success metrics can be broken down in many ways, including where they fall in the sales cycle.

Account Based Marketing 130

Account Based Marketing ABM Top of Funnel Lead Ranking 130

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

Zoominfo

MAY 26, 2020

Well, once you know how entities interrelate, you can: Identify the strongest point of entry Uncover more enterprise opportunity for your product or service Discover where the organizational buying centers lie Corporate hierarchy data lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly—and sell more.

Enterprise Management 100

Enterprise Management B2B Sales Work Management Marketing Management 100

Zoominfo

JUNE 25, 2021

These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. Here are the top sales KPIs for B2B sales reps and the leaders who coach them.

Sales Management 100

Sales Management B2B Sales Top of Funnel Sales Qualified Leads 100

Zoominfo

FEBRUARY 19, 2019

A comprehensive content calendar takes all buyer personas, marketing channels, and stages of the sales funnel into consideration. Cross-Channel Consistency. An advanced content calendar sets clear expectations for everyone involved in the content creation process. Analyze your sales cycle. Let’s get started!

Top of Funnel 189

Top of Funnel Buyer Personas B2B Zoominfo 189

Zoominfo

AUGUST 29, 2019

When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. What we didn’t expect were all the passionate comments about how NOT to sell to chief information officers (CIOs)! So what did our CIO panel have to say to the sales team?

B2B Thought Leadership 199

B2B Thought Leadership Account Based Marketing Cross-Selling First-Mover Advantage 199

Zoominfo

JUNE 15, 2022

Customer profiling is a process by which go-to-market teams can gain greater insights into the types of customers they’re targeting, the problems those audiences are trying to solve, and a prospect’s likely course of action depending on where they are in the purchasing lifecycle. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Ideal Customer Profiles 130

Ideal Customer Profiles Profiling Work Management Marketing Management 130

Zoominfo

JULY 12, 2022

With the right systems in place and data as the foundation, you can solve your pipeline bottlenecks and start executing true account-based selling. In CRMs like Salesforce, leads aren’t linked to accounts, even though it’s an integral part of successful account-based selling. What is Account-Based Marketing?

Ideal Customer Profiles 130

Ideal Customer Profiles Account Based Marketing Lead Scoring Lead Ranking 130

Zoominfo

JULY 14, 2023

B2C sales often happen directly between the business and the consumer without a salesperson, or with a very short sales cycle — once someone walks in the showroom door, they are ready to buy. Market positioning is not a job for marketing to figure out — it’s a collaborative process across teams.

Paid Content 130

Paid Content Planning Marketing Report Marketing Budget 130

Zoominfo

MAY 1, 2020

Effective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer. Take a look through their company website and identify the following: What are they selling? With a little extra digging—or a sales intelligence tool —look for who their company targets.

Marketing Automation Services 236

Marketing Automation Services Software Practices Top of Funnel 236

Zoominfo

DECEMBER 9, 2019

“Sell more.” ” “Sell faster.” ” These might be the laws of sales, but they’re not great examples of real sales goals. Success in chasing after ambitious sales goals often comes down to how good your tools are.

Top of Funnel 100

Top of Funnel Examples High Quality Lead Sales Qualified Leads 100

Zoominfo

FEBRUARY 19, 2019

A comprehensive B2B content calendar takes all buyer personas , marketing channels, and stages of the sales funnel into consideration. Cross-Channel Consistency As your B2B organization grows, your marketing team will inevitably evolve. This entire process yields more flexibility and creates less work for everyone down the line.

Top of Funnel 100

Top of Funnel Buyer Personas B2B Work Management 100

Zoominfo

JANUARY 22, 2020

It’s tough to be completely independent when highly complex products and lengthy sales cycles are the norm, which explains why team selling has become an integral part of the art of selling. Or it might involve a complex, cross-functional unit aimed at winning the biggest and most challenging of deals.

Enterprise Management 100

Enterprise Management Sales Cycle Cross-Selling SMB 100

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 91

Enterprise Management Work Management Account Based Marketing Marketing Management 91

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

Zoominfo

MAY 1, 2020

Effective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer. Take a look through their company website and identify the following: What are they selling? With a little extra digging—or a sales intelligence tool —look for who their company targets.

Marketing Automation Services 100

Marketing Automation Services Software Practices Top of Funnel 100

Zoominfo

AUGUST 29, 2019

When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. What we didn’t expect were all the passionate comments about how NOT to sell to chief information officers (CIOs)! So what did our CIO panel have to say to the sales team?

Account Based Marketing 100

Account Based Marketing B2B Thought Leadership Cross-Selling First-Mover Advantage 100

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62