Welcome back readers! We’ve written another B2B blog post round up for you. If you’re not familiar with the ZoomInfo blog, this is a regular series we publish. These round ups highlight all the great work our writers have done for outside publications.
Check out our favorite blog posts and articles from November! Continue reading “B2B Blog Post Round Up: Lead Generation, List Churn & More”
New technology affects the way every industry operates – and recruiting is no different. Over the last decade, the role of the recruiter has changed drastically thanks to advancements on the web. While evolution is always a good thing, many in the recruiting world have wondered: is the act of strategic candidate sourcing dead?
This debate picked up steam in 2013 when recruiting expert John Sullivan declared sourcing a dying practice. His reasoning? “Finding top talent will always be important, but eventually it will become so easy that, except in specialized cases, there will be no reason to have it done by highly paid recruiters.” (source) Continue reading “Is Strategic Candidate Sourcing Dead?”
In 2011, Scott Brinker compiled the first of many Marketing Technology Supergraphics. The original graphic displayed the logos of 140 prominent marketing technology brands. Today, the supergraphic holds an astounding 5,381 logos.
Although impressive, this sudden influx of technology has made marketing more complicated. It’s no longer easy to track and manage the day-to-day functions of marketing. In fact, 26% of marketers say their top challenge is finding the right technologies to fit their needs (source). Continue reading “A Beginner’s Guide to Creating a Successful Marketing Technology Stack”
Did you know 60-70% of marketers say they don’t truly understand their buyers (source)? Let that sink in.
We don’t need to tell you that’s a problem—it’s obvious. If you don’t understand your target audience, how will you produce effective content? Influence their buying decisions? Or form productive relationships with them? The short answer is—you won’t. Continue reading “The Beginner’s Guide to Buyer Personas”
In the world of sales, time is your most valuable asset. With quotas to meet, we all know how frustrating it is to waste time with a lead that never seriously considered buying from you in the first place. That’s where sales qualification comes in.
Sales qualification is the act of evaluating potential prospects to determine whether they possess the characteristics that make them a good fit for your product or service. In simpler terms – qualifying a lead or prospect means determining whether or not they are worth your time. Continue reading “12 Sales Qualification Questions to Ask Prospects”
Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. The more information you have—the better!
In today’s post, we provide you with 53 statistics to guide your B2B sales outreach strategy. Keep reading! Continue reading “53 Statistics to Guide Your B2B Sales Outreach”
You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls.
Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. So too has the alternative to cold calling – the predictably-titled “warm calling”. Continue reading “Cold Calling vs. Warm Calling: A Guide for Sales Reps”
“Organizations must shift their focus from one-time data cleansing to ongoing data maintenance to turn the tide.” –SiriusDecsions
B2B data isn’t glamorous. Yet, it’s a critical resource for both sales and marketing teams. Unfortunately, even if you invest in high quality data—it decays rapidly as people change jobs, companies go out of business, and mergers occur. Continue reading “Give the Gift of Automated Data Maintenance [Infographic]”
Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more.
We don’t need to tell you who has the upper hand here. Continue reading “6 Reasons to Target Prospects Using Technographic Data”
In today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts. But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics.
If you’re struggling to report on the success of your marketing campaigns, we’re here to help. Today we explain the five most important marketing metrics in 2017. Keep reading. Continue reading “5 B2B Marketing Metrics That Matter”