Zoominfo

MARCH 4, 2018

What Is The B2B Selling Process? Throughout the sales cycle you’re getting to know a company’s decision-makers, working to improve enterprise-wide operations. Free Trial How Technology Changed The B2B Selling Process 1. Quick implementation: You can forget time-consuming installation processes.

Process 130

Process Enterprise Management Work Management Marketing Management 130

Zoominfo

SEPTEMBER 14, 2020

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Even the most evergreen processes need some upkeep once in a while. And today, we’re telling you to give your sales process a little TLC.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles Process Optimization 130

Martech

JANUARY 29, 2024

Understanding lead generation ZoomInfo refers to lead generation as: “[T]he process of attracting prospects and getting them into the sales funnel, with the goal of converting them into customers. As I often say, a true lead demonstrates intent to discover or purchase your product — yes, it’s that simple. Contradiction?

Lead Ranking 115

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 115

Zoominfo

OCTOBER 19, 2021

There have been many eye-opening moments for ZoomInfo founder and CEO Henry Schuck during the company’s 14-year journey from startup to public company. But then in 2019, DiscoverOrg acquired ZoomInfo to expand the business. By doing so, the sales process becomes not only quicker, but smarter.

Zoominfo 130

Zoominfo Privacy Sales Cycle Acquisitions 130

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Zoominfo

OCTOBER 29, 2020

SMBs are looked over by sales professionals because they generally don’t have the giant budgets that enterprises do. Selling to Stakeholders with ZoomInfo. SMBs also have shorter sales cycles, which saves your sales team time and resources. But what if your SMB customer stayed with you for a long period of time?

SMB 173

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 173

Zoominfo

MARCH 9, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Zoominfo

SEPTEMBER 3, 2020

Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. Automated emails encourage leads to move from the product research phase into the buying cycle. ZoomInfo offers a powerful tool for this messaging: Engage.

Automation 262

Automation Auto Responder Touchpoints Trigger Marketing 262

Zoominfo

DECEMBER 20, 2021

ZoomInfo MarketingOS Finally, ABM with data you can trust. When making a purchase, they typically want all interactions to occur on their terms. According to Salesforce , close rates are three times higher if a sales development rep can schedule a meeting with a lead the same day.

Conversion 130

Conversion Account Based Marketing Zoominfo Planning 130

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. This process was inefficient, time-intensive, and unpredictable. Today, sales is driven by insights. They generally make a lot of money.

Marketing Automation Services 130

Marketing Automation Services Buy Enterprise Management Work Management 130

Zoominfo

SEPTEMBER 23, 2020

Is ZoomInfo an integral part of your GTM strategy? pic.twitter.com/eJJLHYV1jY — ZoomInfo (@ZoomInfo) November 1, 2019. Take Atlatl Software, a ZoomInfo customer that was trying to capture customers in an unestablished market. We want to hear your story. Comment below and we'll be in touch! to nearly 10%.

Marketing Analytics Tools 189

Marketing Analytics Tools Ideal Customer Profiles Zoominfo Marketing & Strategy 189

Zoominfo

JUNE 13, 2018

Social media creates kinship between companies and customers, and kinship equals purchase intent.” – Jay Baer. Before LinkedIn and other social networks, in the sales world, ABC stood for Always Be Closing. Sellers who’ve embraced social media are creating new opportunities that totally bypass traditional sales channels.

Peer-to-peer 244

Peer-to-peer Zoominfo Multi-Channel Cold Calling 244

Zoominfo

OCTOBER 5, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Webbiquity

JUNE 20, 2017

Data can be used to improve the account selection process by providing you with the information needed to develop an ideal customer profile (ICP). Even though you’re targeting companies, people will always be the decision makers in the buying process. Combined, this can shorten the sales cycle by nearly 50%.

Account Based Marketing 229

Account Based Marketing Ideal Customer Profiles ABM Zoominfo 229

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? Example of an org chart in ZoomInfo.

Ideal Customer Profiles 130

Ideal Customer Profiles Budget Programs Enterprise Management Tools 130

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 Although marketing and sales alignment starts at the top, it can’t just stay there.

Lead Ranking 130

Lead Ranking Marketing Qualified Leads Paid Content Top of Funnel 130

Zoominfo

SEPTEMBER 3, 2020

Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. ZoomInfo MarketingOS Finally, ABM with data you can trust. Automated emails encourage leads to move from the product research phase into the buying cycle.

Automation 130

Automation Zoominfo Auto Responder Touchpoints 130

Zoominfo

OCTOBER 25, 2018

34% of purchases are influenced by predictive intelligence recommendations. Lead scoring is the process or system used to rank the sales-readiness of each lead you generate. Although manual lead scoring can be effective, this process has its flaws. 5 Ways to Leverage Predictive Intelligence in Marketing.

Lead Ranking 189

Lead Ranking B2B Marketing Lead Scoring B2B 189

Zoominfo

JANUARY 11, 2021

Does your team have the process down? What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

A customer profile is a document that outlines specific characteristics of who is interested in purchasing your product or service. These detailed descriptors give a framework for marketers (and sales reps) to address specific challenges from prospects, attract them to your brand, and craft tailored messages.

Ideal Customer Profiles 162

Ideal Customer Profiles Profiling Enterprise Management Work Management 162

Zoominfo

FEBRUARY 23, 2021

B2B sales prospecting is a stage of the sales process that involves looking for potential buyers, customers, or clients, and then nurturing those relationships as a way to convert them into new business. The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Sales Management 208

Sales Management Top of Funnel Ideal Customer Profiles Cold Calling 208

SalesIntel

MAY 26, 2023

With SalesIntel’s unlimited data plan, sales teams are no longer confined by using ZoomInfo credits. How You’re Hindered by Restrictive Credits While ZoomInfo is a popular tool for sales and marketing teams, its credit-based system for accessing data can limit your growth and be expensive.

Zoominfo 52

Zoominfo Marketing Automation Services Account Based Marketing Paid Search Agency 52

Zoominfo

OCTOBER 29, 2020

SMBs are looked over by sales professionals because they generally don’t have the giant budgets that enterprises do. Selling to Stakeholders with ZoomInfo SMBs also have shorter sales cycles, which saves your sales team time and resources. But what if your SMB customer stayed with you for a long period of time?

SMB 100

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 100

SmartBug Media

MAY 13, 2022

Guest author Alanna Goodman is a content marketing specialist at ZoomInfo. Intent data takes the mystery out of how to prioritize and create your marketing campaigns," says Mitchell Hanson, Senior Director of Demand Generation at ZoomInfo. Who is most likely to buy and when? Where are they in the buyer’s journey right now?

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Zoominfo

APRIL 10, 2019

For B2B organizations especially, a sale typically isn’t made after one cold call. In fact, the sales cycle is often a long, winding road where success depends on a reps ability to nurture, educate and support a prospect. Important Sales Skill: Handling Objections. Important Sales Skill: Resilience.

B2B Sales 185

B2B Sales B2B Zoominfo Cold Calling 185

Zoominfo

JANUARY 15, 2021

Additionally, sales teams can uncover new opportunities with uncharted leads, industries, and territories. During purchasing meetings, market intelligence helps sales reps show prospects new intel about the buyer’s business, or competition that they might not know already. 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

JANUARY 11, 2021

Does your team have the process down? What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

OCTOBER 5, 2021

ZoomInfo MarketingOS Finally, ABM with data you can trust. Case in point: 40% of CMO Council members agree that improving GTM processes are top priority. Zoom relies on ZoomInfo’s actionable data and insights to power their go-to-market strategy and enable their sales reps to be more efficient and effective in their selling.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Zoominfo

NOVEMBER 22, 2019

A bit further on, as part of your ABM strategy , you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. It’s also useful to look through and learn the first product or service that they purchased – their point of entry. Do you need fast growth?

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

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 8, 2019

We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. The information within a Customer Insight Report should focus on the thought process and the decision-making process of key C-level executives.

Ideal Customer Profiles 138

Ideal Customer Profiles Work Management Marketing Management Zoominfo 138

Zoominfo

APRIL 2, 2018

For this reason, sales and marketing alignment is crucial if you want your sales reps to be as productive as possible. Only 27% of the leads sales reps get from marketing are qualified to purchase your product or service ( source ). Contact ZoomInfo today to learn why we’re the B2B database to support your sales needs!

Paid Search Agency 207

Paid Search Agency Work Management Marketing Management Sales Qualified Leads 207

Zoominfo

SEPTEMBER 23, 2020

Is ZoomInfo an integral part of your GTM strategy? pic.twitter.com/eJJLHYV1jY — ZoomInfo (@ZoomInfo) November 1, 2019 Take Atlatl Software , a ZoomInfo customer that was trying to capture customers in an unestablished market. We want to hear your story. Comment below and we'll be in touch! to nearly 10%.

Marketing Analytics Tools 100

Marketing Analytics Tools Ideal Customer Profiles Zoominfo Marketing & Strategy 100

Zoominfo

JANUARY 11, 2021

A customer profile is a document that outlines specific characteristics of who is interested in purchasing your product or service. These detailed descriptors give a framework for marketers (and sales reps) to address specific challenges from prospects, attract them to your brand, and craft tailored messages.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Enterprise Management Work Management 100

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Hubspot

JULY 3, 2020

Here, we'll break down the steps of how to put ABM mapping into practice within your organization and implement the right process to make it happen. It's essential to consider buyer roles as it relates to the buying process, not a functional title. What is Account Mapping? Buyer roles to be considered include: Decision Maker.

Account Based Marketing 101

Account Based Marketing ABM Ideal Customer Profiles Budget Programs 101

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