How Leads Fit into Your Account-Based Marketing Strategy
Account-Based Marketing (ABM) is a clear-cut approach to winning enterprise-level business. Every ABM initiative centers around a narrow list of high-profile accounts and readily eliminates low-value targets—which allows industry players to craft hyper-personalized experiences to enrich relevancy, engagement, and trust. “Salespeople talk
Strategic Prospecting vs. Cold Outbound: Which Strategy Helps SDRs Prospect Smarter?
B2B buying behavior has curbed sales activities. Now, as 70% of the buyer’s journey is being completed before Sales Development Representatives (SDRs) step in, sellers may have little opportunity to influence customer decisions. A prospect that is considering a purchase might
How Intent Data Sets SDRs Up for Successful Prospecting
As Sales Development Representatives (SDRs) hyper-personalize their outreach, they can increase pipeline by as much as 70%—or run up against a hard reality: “personalization is good,” explains Jack Veronin, “but relevance is better.” Relevancy is more than an offer, product, or
How Bad Contact Information Affects SDR Efficiency
The efficiency of Sales Development Representatives (SDRs) hinges directly on the quality of their data. A few bits of misleading contact information can instantly stop your sales progress in its tracks. SDRs can’t target your most vetted prospects and qualify high-value
A/B Testing: The Secret Sauce for Marketing to Your Ideal Buyers
Intuitive thinking clues you into your prospect’s preferences, pain points, or business objectives; trouble is, it also gives rise to assumptions that may stifle growth. Well-structured A/B tests eliminate the guesswork around prospect behavior to help you hone in on your
The B2B Data Tipping Point in Your Lead Generation Efforts
A thriving lead generation strategy is the result of your commitment to data quality. Sellers must continuously augment their existing data sets with timely information to enrich their understanding of the ideal customer. But just like a pipeline filled with incoming
Make Smarter B2B Database Investments to Fuel Marketing Success
Marketing is not a process of guessing. You must have high-quality data at hand to find out who your prospects are, how buying habits are evolving, and when is the time to get your marketing initiatives off the back burner. A top-class
Sellers, It’s Time to Give Your Pitch an Edge
Sales pitching is a balancing act that requires strategic planning, genuine curiosity, and a well-rounded attitude. Top-tier sales representatives don’t interrogate their prospects through robotic pitches; they ask probing questions, listen intently, customize every interaction to the individual needs of their
The Secret to Improved Sales Connect Rates? Direct Dials!
Every time a sales professional is picking up the phone to call a prospect, the end goal is to improve the connect rate. The main reasoning behind this is obvious: your connect rate—or, to be more precise, the rate of attempts
Build Your ABSD Program Around a Targeted Database to Double Your Win Rate
Account-Based Sales Development (ABSD) is a proven tactic for selling to key decision-makers and landing major accounts. A well-orchestrated ABSD practice is likely to propel your business into the upper echelons of B2B profitability—and the success is certainly there for those