Prospecting data accuracy

Biznology

Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email.

2016’s Most Prospected Companies By State

DiscoverOrg

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting?

The Epidemic in B2B Sales Prospecting

Marketing Insider Group

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation.

The Sales Enablement Handbook

The sales cycle encompasses all the steps in the sales journey, from prospecting all. the B2B world, the sales cycle can be a long drawn out process - making b2b sales. with prospects, once it has been provided to them. The Sales Enablement.

Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. Just take a breath, KYP (Know Your Prospect), and try to find some common ground.

For prospecting success, leave your data order till later

Biznology

But when they place an order for prospecting data—whether it’s email, telephone, or postal addresses—marketers often end up with data that isn’t exactly what they had in mind. Get your prospecting campaign ducks in a row before ordering the data.

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The epidemic in B2B sales prospecting

Avitage

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage. Featured Marketing and Sales Strategy Sales Conversations Sales Enablement sales prospecting

How to Get Your B2B Prospects to Buy Faster

Fusion Marketing Partners

B2B Prospects Content Marketing Content marketingLots of sales reps and marketers are crossing their fingers hoping for a strong end to the quarter. They have […].

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. While new prospects are identified only at the company level, 6Sense can add contact names from those companies using standard sources.

Weekend Reading: “Predictable Prospecting” by Marylou Tyler

Marketing Insider Group

For the 114th episode of The Marketing Book Podcast, I interviewed Marylou Tyler, co-author of “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline.” Predictable Prospecting” […].

B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects

Marketing Insider Group

The post B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects appeared first on Marketing Insider Group. Demand Generation B2B B2B Marketing content consumption content consumption gap Content Marketing demand generation lead generation Sales Alignment Sales Funnel

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name.

How to simultaneously attract new prospects and retain loyal customers

Biznology

B2B companies tend to focus more resources on attracting new customers than retaining current customers. Because it’s much tougher to “switch brands” when it comes to complex B2B products and services, B2B companies make the mistake of taking their customers for granted.

Beating Your Prospect’s Defense [Infographic]

Zoominfo

In sales the other team your prospect and their defensive line is an objection to your sales pitch. The Sales Rep’s Guide to Beating a Prospect’s Defense. Check out some of our other infographics: A B2B Marketing Thanksgiving [Infographic]. A B2B Sales Thanksgiving [Infographic].

B2B prospecting data just keeps getting better

Biznology

The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

ViewPoint

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. B2B Telemarketing

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What Topics Do Your Prospects Want to See?

BOP Design

You may be asking yourself, we have a lot of subject matter experts but what do our prospects really want to read? In this week’s blog post, we are going to explore five main blog types that your prospects want to see on your B2B website. speak to the emotions of your prospects.

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists.

B2B Blog Post Round-Up: Content, Prospect Expectations & More

Zoominfo

Welcome to our seventh installment in our series of B2B blog post round-ups. This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. 2. How to Set Prospect Expectations During the Sales Process.

Empathy and Marketing: How to Turn Your B2B Prospects Into People

Webbiquity

Brands know they can’t ignore these platforms (which is why 95% of B2B marketers have created corporate social media accounts) and the successful companies have figured out a way to effectively engage and build strong relationships with their customers. Guest post by Brooke Cade.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

B2B Marketers Are Turning Away Prospects

Digital B2B Marketing

According to recent research from IDC, lead generation is a top B2B marketing priority , and in the next four years Sirius Decisions predicts 75% of all registrations will be captured online. Informing Is Not Selling Your content should solve your prospects problems, not deliver a sales pitch.

The B2B marketing ironies of our time

Biznology

I’ve been noticing some ironies in the world of B2B marketing lately; you know what I mean. The result: you get higher quality prospects, with higher conversion rates and at lower cost than traditional outbound marketing.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects

Radius

Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects

Radius

Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

5 Techniques For Successful Sales Prospecting

Vidyard

Prospecting is critical to any sales team’s success. Without prospects, the pipeline and sales whither. Here are five techniques a sales team can use to prospect more effectively: 1. Generating inbound leads automatically improves your sales prospecting.

V12 Launchpad Combines Prospect Database with Outbound Campaigns

Customer Experience Matrix

Since then, the company has added tools to help marketers make better use of this data, culminating in 2012 with Launchpad, which combined email and postal prospect lists, delivery services, display ads, and response analysis.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

The Sales Rep’s Guide to Prospect Research

Zoominfo

To achieve success in the B2B sales world, this is a rule you must live by. Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Looking at these numbers, it’s clear why prospect research is so important.

Six powerful B2B marketing tactics you may be missing

Biznology

There are so many great new techniques in B2B marketing today, it’s hard to keep up. A technique unavailable to consumer marketers, this one’s extremely valuable for B2B. In B2B, it’s about quality, not quantity.

What to do When Prospects Won’t Admit They Need Help

Zoominfo

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution.

A B2B SEO Strategy to Attract the Right Prospects

Hinge Marketing

Understanding the basics of B2B SEO (search engine optimization) is difficult for people that don’t specialize in the practice. With that said, there are ways to succeed with B2B SEO. On-site optimization—The foundation of your B2B SEO strategy. Two elements of basic website infrastructure must be in place for B2B SEO to be effective. Proven B2B SEO Practices. Let’s start with a few B2B SEO best practices.

Demand-gen or ABM: How to Use Metrics to Determine Where Your Prospects Go

bizible

Two marketing approaches that are battling for B2B marketers’ precious marketing dollars. After all, 87% of B2B marketers have agreed ABM delivers a higher ROI than other marketing activities. The Double Funnel for B2B Marketers.

How to Find New B2B Prospects Using Technographics

HG Data

The post How to Find New B2B Prospects Using Technographics appeared first on HG Data. Bedrock Data , the maker of a leading cloud-based, data integration platform had an interesting challenge.

B2B marketing lessons from Michael Brenner

Biznology

I listened to Michael Brenner recently give a keynote talk to B2B marketers at the MeritDirect Coop client conference, and picked up scads of great insights, tips, and strategic wisdom I’d like to share. The post B2B marketing lessons from Michael Brenner appeared first on Biznology.

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Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation

Lead Liaison

But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Not all of them will be the decision maker either; anyone in B2B sales can tell you that building a good relationship with an influencer will eventually get you to the right people. Prospects.

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6 Tips for Productive Prospecting

Marketing Action

Craig Rosenberg is working on a book, “Tips for Sales Prospecting Into Small Businesses,” for Radius ( radiusintel.com ), and asked me to contribute a few tips. It’s time to unearth some new opportunities…it’s time to pick up that phone and go prospecting.

When Lead Management and Dating Align: Get Your Prospects to Swipe Right

Modern B2B Marketing

Think about how your marketing and sales teams are engaging digitally with prospects. Chances are your organization’s messages might be raising “creeper” flags for prospects. This top-of-funnel engagement should really be focused on educating the prospect on why you are “Mr./Mrs.