3 Ways to Set Prospect Expectations During the Sales Process


Sales professionals have always been focused on closing the deal, and who wouldn’t be with a quota to hit? But since social media and review sites are among the first places prospects visit when looking for a solution to their problem, sales professionals need to shift some of their focus on ensuring customer success. This has become a critical part of the sales process now that buyers have the ability to publicly criticize poor service or product quality.

So how do you guarantee a positive customer experience or avoid a negative? As a sale professional, you must set proper expectations during the sales process. Failing to do so could result in lost customers and poor online reviews, leading to more lost business. Read More

The Legacy of Thomas Edison: Why You Need to Invent & Commercialize

Thomas Edison was born 169 years ago on February 11, 1847. A great inventor and businessman, he developed the electric light bulb, as well as the motion picture camera and the phonograph. And although these are his most well-known inventions, he actually held 1,093 U.S. patents in his lifetime.

Now, you may be asking: why should I care? It’s 2016, after all – this seems like ancient history.

I get that. But in this post, I’ll explain a little bit more about Edison’s life, and the lessons that modern entrepreneurs and innovators can take away from it. Read More

2016 Data-Driven Marketing Solutions & Benchmarks

Data-driven marketing should help organizations understand what they have, as well as what’s missing, so they can create a more personalized customer experience. However, this is often easier said than done.

So why are some organizations more successful than others when implementing this marketing solution? And what can any struggling B2B marketers learn from their experiences?

To answer these questions, ZoomInfo and Ascend2 put together a report on the Data-Driven Marketing Benchmarks for Success. Read More

4 Lessons Tom & Jerry Can Teach You About Marketing

On February 10, 1940, William Hanna and Joseph Barbera created Tom and Jerry. If you’re not familiar with Tom and Jerry, Tom was a cat who used every strategy, tool, and weapon to attempt to catch and eat Jerry. Jerry was a mouse who used every mean he could to escape from Tom alive, and that he did, despite being much smaller. No matter how hard he tried, Tom could never catch Jerry. So how does this relate to marketing?

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From 1775 to 2016: Why Massachusetts Is Still a Revolutionary State

On February 9, 1775, the British Parliament declared that Massachusetts was in a state of rebellion. That was exactly 241 years ago, and yet, this revolutionary spirit has not disappeared. In fact, I would argue that it can be found throughout the Bay State’s history – and even today – in everything from politics to sports to technology. Read More

Top Recruiting Trends of 2016

Just like any other industry, there have been innumerable changes to the recruiting landscape in recent years. 2016 will see even more challenges and any recruiter hoping to be successful in the New Year will do their best to stay ahead of these changes. Luckily for you, ZoomInfo has compiled a list of the top recruiting trends in 2016 all recruiters need to be aware of. Read More

How to Respect the Customer through Data Management


As email marketers in the B2B environment, we’re tasked with making it less and less cumbersome for recipients to open and click our emails. Today’s customers hold more and more power, since email clients and technology allow them to create their own unique experiences online. So the faster they can get their content, the better. Read More

For the Love of Marketing – A Guide to Date Night [Infographic]

Are you looking for a date this Valentine’s Day or to have the perfect night with your significant other? Need to find a special place for dinner with your girlfriend, boyfriend, husband, or wife? It’s simpler than you think. All you need to do is apply your marketing skills and you’ll end up having the best Valentine’s Day to date!

Check out the infographic below to learn more:
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Sales is a Love Affair: How to Target, Engage & Score [infographic]

Successful sales professionals know exactly who to target, how to engage them, and how to close the deal. They build deep connections by holding relevant conversations and sending targeted content, developing a trusting, loving relationship.

Did you know?

  • Only 20% of sales people add value to buyer conversations
  • Leads who are nurtured with targeted content produce a 20% increase in sales opportunities
  • Relevant emails drive 18x more revenue than broadcast emails

Check out the infographic below for the steps on how to successfully target, engage, and score with your leads and prospects:

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Shorten the Sales Cycle: 6 Tips for Reaching Logistics Decision Makers

As a sales professional, you know how difficult it can be to reach decision makers. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Read More