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

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. Sales isn’t easy. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster.

Sales Cycle 82

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 82

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

Zoominfo

AUGUST 11, 2020

Building out ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term. Ideal client profiles are crucial for any account based marketing (ABM) strategy, and are important for understanding your customers better.

Ideal Customer Profiles 246

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 246

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

Benchmark Email

DECEMBER 27, 2021

An ideal customer profile (ICP) is essentially a hypothetical narrative of the type of companies that would get the most value from your product(s). These companies tend to have the fastest sales cycle, the greatest customer retention rates, and the highest number of evangelists for your business.

Ideal Customer Profiles 105

Ideal Customer Profiles Profiling Analysis Process 105

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies.

InsideView 264

InsideView Enterprise Management Top of Funnel Tools 264

Zoominfo

JANUARY 11, 2021

Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign. What is a Customer Profile? The Benefits of Creating Customer Profiles.

Ideal Customer Profiles 162

Ideal Customer Profiles Profiling Enterprise Management Work Management 162

Outreach

DECEMBER 3, 2021

Sales Cycle: Definition, Stages, and Importance. A well-established sales cycle is the cornerstone of a successful sales practice. For sales reps, it provides a strong framework for next steps, lead prioritization, and a more cohesive deal-closing process. What Is a Sales Cycle?

Sales Cycle 52

Sales Cycle Cold Calling Ideal Customer Profiles Organic Leads 52

Inbox Insight

FEBRUARY 19, 2024

Including: 5 benefits of B2B lead quality Intent checklist to determine baseline quality Techniques for nurturing quality leads into valuable customers Read on to learn how to speed-up your B2B Sales Cycle and reduce lead rejections through delivering a high standard of lead quality your Sales team will love.

Lead Ranking 108

Lead Ranking Top of Funnel Ideal Customer Profiles Marketing Qualified Leads 108

Only B2B

MARCH 27, 2024

Do all those website visitors and content downloads translate into sales conversations? Understanding the Stages: MQLs, SALs, and SQLs Sales Qualified Leads (SQLs) and Sales Accepted Leads (SALs) might sound similar , understanding the distinctions between these lead types is crucial to boosting up your marketing funnel.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Sales Management 208

Sales Management Top of Funnel Ideal Customer Profiles Cold Calling 208

Martech

NOVEMBER 8, 2023

Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies. We’ve uncovered that one of the primary determinants of revenue impact for these elite high-performers is the process for account selection — 63% use a data-driven rationale to identify targets.

Ideal Customer Profiles 115

Ideal Customer Profiles Profiling Marketing Management Intent Signal 115

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

SalesIntel

FEBRUARY 19, 2024

So, what is the first thing that occurs to you when you start brainstorming about your B2B sales strategy? What are the latest challenges in B2B sales strategies ? The latest B2B sales challenges include: Difficulty in reaching decision makers and engaging with them effectively. But why do these B2B sales strategies falter?

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Oktopost

APRIL 28, 2024

Social media marketing managers and sales executives are no longer sitting on opposite ends of the strategy table. To close more deals, sales executives are starting to take social media for sales seriously. The B2B sales space is changing. Why is social media for sales a must-have?

Social Media 80

Social Media Top of Funnel B2B Thought Leadership Media 80

InsightSquared

MARCH 12, 2021

Your sales reports are suffering, but it doesn’t have to be that way! . Say Goodbye to Static, Inflexible Sales Reports. Your sales team is moving fast. Or how you plan to coach your reps? Say goodbye to poor sales visibility! Drill Deep into Your Sales Reports. Nod if this scenario sounds familiar.

Hubspot 156

Hubspot Top of Funnel Forecasting Enterprise Management 156

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

AUGUST 11, 2020

Building out and writing ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term. Ideal client profiles are crucial for any account based marketing (ABM ) strategy, and are important for understanding your customers better.

Ideal Customer Profiles 130

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 130

Rev

JULY 12, 2023

Of course, this one-hour rule only really applies if your lead handoff process prioritizes highly-qualified leads that are, in fact, ready and able to buy. Low-quality leads make their way to sales, and some of the most qualified leads fall through the cracks. What is lead handoff between marketing and sales? Sound familiar?

Lead Ranking 78

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Sales Qualified Leads 78

The Point

NOVEMBER 27, 2018

Precious few B2B marketers can show true ROI from organic social activity, and even less are using organic social media in a systematic way to either generate social leads or drive those leads through the demand generation funnel. I spoke to Daniel Kushner, CEO of B2B social media management platform company Oktopost , for his perspective. (HS)

Top of Funnel 203

Top of Funnel Demand Generation Agencies Demand Generation Lead Scoring 203

Hubspot

JANUARY 3, 2022

Your CRM manages customer and lead relationships and provides context about their challenges, goals, stage of the buyer’s journey, past conversations, purchase history, and more. If you’re a HubSpot user , your CRM is also connected with your sales, service, marketing, and operations software. CRM Payment Processing.

Sales Cycle 69

Sales Cycle CRM Enterprise Management Work Management 69

SalesIntel

JANUARY 21, 2022

Intent data is a set of behavioral and search signals to help marketers and sales professionals understand potential customers’ likelihood to purchase a product or service. Here are some situations where Buyer Intent data can lead to a 5x faster sales cycle. . Make the Most of Your Sales Efforts.

Intent Data 98

Intent Data Sales Cycle Lead Ranking Lead Scoring 98

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling Zoominfo Work Management Effectiveness 207

SalesIntel

JULY 10, 2023

Understanding buyer intent has become crucial to marketing, sales, and revenue operations (RevOps) strategies in the current competitive business climate. Why Intent Data is Crucial in Modern Marketing and Sales: Marketing and sales professionals face an uphill battle in reaching and converting potential customers.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

Zoominfo

JANUARY 11, 2021

Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign. What is a Customer Profile? How do they compare to buyer personas?

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Enterprise Management Work Management 100

Zoominfo

OCTOBER 22, 2021

You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to your target market. You’ll even see sales rep positions advertised online under the title of “business development representative.” What is Sales? If so, careful market research will be necessary.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

Rev

NOVEMBER 8, 2023

Have you ever lost a big sales opportunity without knowing why it slipped away? Those lost sales opportunities can actually be great learning experiences if you take the time to conduct a win/loss analysis. We’ll also share seven tips to prevent losing sales so that you can increase your overall win rate. Let’s get started.

Sales Management 78

Sales Management Analysis Top of Funnel Work Management 78

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Televerde

NOVEMBER 10, 2020

The traditional sales funnel is dead. The idea that “sales is harder” actually means that traditional sales strategies are losing their effectiveness. Eliminating inefficiencies is the first step in developing a lean sales funnel that drives more lead conversions and reduces unnecessary waste.

Top of Funnel 98

Top of Funnel Sales Qualified Leads Lead Scoring Lead Ranking 98

Zoominfo

AUGUST 26, 2021

You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to individuals in your predetermined target market segment. You’ll even see sales rep positions advertised online under the title of “business development representative.” What Is Sales?

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

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? What Do Sales Intelligence Tools Do?

Ideal Customer Profiles 130

Ideal Customer Profiles Budget Programs Enterprise Management Tools 130

Salesforce Marketing Cloud

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Examples 59

Examples Work Management Marketing Management Marketing Proposals 59

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. Why Divide Enterprise and SMB Sales?

SMB 173

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 173

Oktopost

SEPTEMBER 21, 2023

The B2B sales process has changed, and digitalization has rendered traditional in-person sales methods (such as door-to-door and cold calling) outdated. This digital shift has welcomed a new era in sales: social selling. However, since social selling is a relatively new concept, few sales teams manage to get it right.

Sales Management 136

Sales Management Examples Top of Funnel B2B Thought Leadership 136

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

Salesforce Marketing Cloud

DECEMBER 12, 2023

In many organizations, the highest performers are often promoted to sales leadership positions. That’s because leading a sales team to success takes a different skill set. In this article, we’ll run through the top traits needed for successful sales leadership — and how you cultivate them in your company.

Paid Search Agency 59

Paid Search Agency Training Work Management CRM 59