7 Ways to Optimize Landing Pages for B2B Lead Generation

Landing Pages

B2B sales and marketing professionals are constantly looking for ways to increase qualified website leads. In fact, according to IDG, 61% of marketers find generating high quality leads to be problematic for their organization (source).

So how do you fix a lead shortage? We say, go straight to the source—your landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight.

Continue reading to learn how.

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Are B2B Sales Reps an Endangered Species: A Follow Up

Business ManWe’ve all heard it before: the prediction that B2B sales as we know it will soon become obsolete. In fact, Forrester has forecasted that 1 million U.S. B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.

But this is old news. In 2010, we even published a blog post on the topic. At the time, our stance was in line with what other sales leaders were saying. The main takeaway: there’s no denying that the sales process has changed. However, as long as reps continue to provide value, there will still be a place for them.

Fast forward six years, and this point is still valid. But we’d like to elaborate a bit more, given all the new technologies that have popped up on the marketplace.

Continue reading to learn about some of the technological advances that have helped – rather than hurt – B2B sales reps:
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In an Online World, Face-to-Face Interaction is Still Key in B2B Sales

body langaugeThe accessibility of electronic devices and sales solutions has made it easier than ever to reach prospects and execute sales without any face-to-face interaction.

However, one model indicates human communication is comprised of 7% words, 38% paralinguistic (the way that the words are said), and 55% facial expression or body language. Applying this to B2B sales, in-person meetings are still one of the most effective ways to close a deal—regardless of technological advances.

Before you abandon your email and phone strategies, it’s important to note that phone calls and emails are still an essential component of most sales outreach. Here’s our take:

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Why B2B Data is (Still) King of Enterprise Sales Stacks

Enterprise sales stacks have risen to prominence for a variety of reasons. To start, every organization has a unique approach to sales that involves different needs, processes, channels and initiatives. A one-size fits all solution is simply not feasible. So, it should come as no surprise that 50 percent of sales development organizations leverage 5 or more technology applications (source: TOPO).

Truthfully, though, these applications range in importance and adoption. At the very least, most stacks comprise of a CRM and sales automation tools. Others include gamification software or predictive analytics. But make no mistake, it’s also important to invest in a market intelligence solution—like ZoomInfo. Let’s explore three reasons why. Read More

Use Market Intelligence to Find Your Second Whale

The end of Q4 is approaching, and you’ve already landed a whale. That’s great! But before you get too complacent, remember that Q1 is just around the corner.

So, what are you going to do when your manager asks you to find another big-name brand – one that will be just as profitable as the last client you brought in?

Continue reading to learn how market intelligence can help you find your second whale: Read More

Lights, Cameras, Action: How to Use Video in B2B Sales and Marketing

With the proliferation of hand-held cameras, everybody and their brother is a director. So naturally, we have migrated from text and images to video in every channel – on every device. Mark Zuckerberg, CEO of Facebook, put it simply, “I think video is a megatrend, almost as big as mobile.” Still not convinced it’s worthwhile? Contently claims that by 2020, 82% of all consumer internet traffic will be video.

Continue reading to learn how you can incorporate video into your B2B sales and marketing programs. Read More

How to Plan, Target, Execute, Debrief & WIN

Veterans Day is a powerful holiday that honors all those who have served in the United States Armed Forces. It is a time to reflect on our fellow Americans’ bravery, dedication and sacrifice – traits that are highly valued in the workplace.

With this in mind, we’d like to share key takeaways from Patrick “Lips” Houlahan’s session at AA-ISP UNITE. Houlahan is a former Marine A10 and F/A 18 “Top Gun” fighter pilot, who now works for Afterburner, a company that applies military precision to corporate team building & leadership development training. Read More

3 Ways to Use the Phone for B2B Sales Success

How many conversations does it take to turn a qualified prospect into a customer? Ask any B2B sales professional this question, and they’ll tell you a different number based on their personal experience.

Of course, some sales cycles will naturally be longer than others. But before you can even talk about closing the deal, you need to get the right people on the phone. And this is where sales reps tend to run into roadblocks, from wrong numbers to gatekeepers. Read More

5 Reasons to Cleanse Your Marketing Database

Last week, we covered the 4 Ways Data Quality Could Be Hurting Your Business. Today, we give you 5 more reasons to take the plunge and cleanse your marketing database.

1. Data decays at an alarming rate

According to a 2016 study, 69% of B2B marketers say old or outdated information is their biggest challenge to developing a database strategy (source: ZoomInfo). Read More