Well-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored.
Check out these misguided pieces of sales advice to learn more:
- More calls equals more success
Conducting 100 cold calls a day might make you look productive, but is it actually contributing to your bottom line? Instead of calling every lead that comes across your desk, take time to qualify and research those leads.
Also remember that a cold call doesn’t have to be “cold.” Your B2B data can help you warm up conversations and get you started on the right foot.
Old habits die hard. And it’s even harder to get rid of them when you don’t know the alternatives.
That being said, you simply can’t rely on outdated B2B marketing solutions anymore. We’re now well into 2016, so step up your game! It’s time to find new ways to turn prospects into sales-ready leads and accelerate your company’s growth.
Check out these 4 outdated B2B marketing solutions & what to do instead:
There’s been some debate about whether the marketing funnel is still relevant today. After all, the buyer’s journey is not always linear. And multiple people often get involved, which makes it harder to stay in control as they conduct their own research and make purchasing decisions.
However, whether you stick with the traditional term or opt for a different variation, you need to know if your strategy is working. Read More
It seems everyone has advice on prospecting, from the best time to cold call to which days of the week executives are most likely to answer the phone. It’s hard to separate the myths from the truth, so the experts at ZoomInfo have gone ahead and done that for you.
Here are 5 data-driven tips for sales prospecting:
If done correctly, investing in your B2B data can produce impressive results. In fact, companies that regularly maintain their database can realize 66% higher conversions to revenue compared to those that do not (source).
Unfortunately, when you work with a low-quality data provider, you run the risk of doing more harm than good. Consider this statistic: 40% of business objectives fail due to inaccurate data (source). So, how do you make sure the data you’re buying is top-notch? Try before you buy!
Continue reading for our top tips and best practices for selecting a B2B data provider.
Some might compare selling to a competitive sport, which is hard to disagree with. Sales professionals have monthly quotas to hit, just as athletes are expected to perform well and win. In the business world, sales professionals are under a lot of pressure to perform and sell. If they don’t, they could easily be replaced with someone who can outperform them. Read More
ZoomInfo first discussed the use of marketing automation six years ago. Since then, a lot has changed in the B2B marketing world. Marketing automation has grown immensely. In fact, 55% of B2B companies report using marketing automation as part of their marketing strategy (source).
While the use of marketing automation has become more prevalent since 2011, marketers still struggle to fully leverage the capabilities of their marketing automation software. In fact, a recent study reported only 14% of marketers describe their use of marketing automation as “good” or better (source).
In an effort to provide an updated look at marketing automation, we’re answering the same questions we covered in our original post from 2011. Read More
It’s 2017 – by now, social media has infiltrated every aspect of our lives; whether we’re documenting our commute via Facebook live, sharing our latest culinary find with our Instagram followers or simply keeping up with the latest headlines on Twitter, there is hardly a time when we aren’t connected to a social platform – even at work.
With the adoption of social networking as a business practice, the line between personal and professional is becoming more and more blurred. So what’s acceptable employee social media use and what’s not? Consider the following (source): Read More
There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.
As frustrating as it may be, data decay is a natural outcome of the ever changing B2B landscape; professionals are constantly changing positions, titles, locations and places of work, rendering data useless. Even if you don’t see the direct impact of dirty data to your bottom line, there is no question that your sales and marketing teams would perform even better if your contact data was regularly cleansed and optimized.
Still not convinced? Let’s see if some cold, hard facts can change your mind. Here are 36 statistics about dirty data that highlight the importance of database maintenance:
Arguably, the most crucial element to your marketing success is your B2B database. After all, no matter how good your message or offering is, if it doesn’t reach the right people, then your chances for marketing and sales success are greatly hindered. Not only will you see low response rates, but bad data can cost your company revenue. Consider the following (source):
- 62% of organizations rely on marketing data that’s up to 40% inaccurate
- Up to 25% of B2B database contacts contain critical errors
- 40% of business objectives fail due to inaccurate data
- It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done
Data is an important organizational resource. Yet, most companies fail to establish the proper processes to manage it effectively. Why? They don’t know where to start. So, to help get you on your way, here are four steps you can begin implementing to ensure your data is paying dividends.