This past week, ZoomInfo held the first annual Growth Acceleration Summit. Thank you to everyone who attended, and helped make this event a huge success!
Our mission was to present a full-day conference to educate sales and marketing professionals about B2B lead and demand generation strategies, full funnel and account based marketing tactics, sales enablement, and sales and marketing alignment. But as we reflect, we know we accomplished so much more. Read More
Back-to-school season is upon us! This time of year tends to bring a lot of excitement for parents, anxiety for college freshmen and sadness for younger children. But there is one common theme as the days get shorter and the nights get cooler: opportunities for success. There is something about September that feels like a new beginning and the same can apply for your career.
Did you know, the average turnover rate for a sales development representative (SDR) is just over 14 months? There are quotas to hit and a lot of pressure to perform and sell. It’s a grind; however, a brand new [academic] year is upon us! And trust us, you can excel in the world of sales. Read More
For years, marketing and sales have struggled with countless challenges related to making their numbers, from not generating enough leads, to market share, to customer retention, to you name it… It feels like a never-ending cycle, and what makes it worse is the influx of new SaaS-based companies claiming they have “an app for that.”
While most of these companies will address a number of the challenges that B2B marketers and salespeople face, there is no single “magic app.” It takes the right mix of them to actually reap the benefits and deliver on the ROI of the combined tool-set or platform. Read More
What’s holding you back when it comes to sales and marketing alignment?
While shared technology and tools can help, sales and marketing alignment is more about mindsets and skill-sets than it is about tool-sets. Real alignment is forged by process and people, rather than technology. Of course, technology can help automate tasks, create shared reports, and remove inefficiencies and workarounds. But if you don’t have aligned mindsets and goals, with set processes in place, your efforts to accelerate revenue growth by aligning sales and marketing efforts will crash and burn. Read More
Six seasons have already passed, as we’ve followed the epic tale of seven noble families who are vying for the Iron Throne. Now, it’s all about the lucky number seven for HBO’s fantasy hit, Game of Thrones. In recent events, HBO announced that the seventh season will have seven episodes released in the summer of 2017. Though personally, I think it’s unlucky that we have to wait until next year to continue the journey with them.
To help the time go by a little faster, ZoomInfo put together seven sales lessons you can learn from Game of Thrones. Although there is no actual Iron Throne, the business world can be just as mythical as the land of Westeros. And understanding the influence of politics can be just as important as the Hand of the King. Because when you play the game, you win or you die. Read More
Account based marketing (ABM) is a buzzword, plain and simple. It’s a hot, trending topic. But, ABM has been around a lot longer than you think. It just happened to go by other names: named account strategy, full funnel approach, target account selling, key account marketing, etc. Sales teams all over have been running these strategies for years, so why the sudden interest in this kind of approach now? Read More
With ZoomInfo’s first annual Growth Acceleration Summit only a month away, I’ve been thinking about simple hacks that can help organizations achieve profitable growth.
Now, I’m not a salesperson. I’ve never had a quota or owned a pipeline. But as a marketer, I’m constantly working alongside sales. And whenever growth comes up, without fail, someone will refer to the acronym A.B.C., or “always be closing.”
Meanwhile, my fellow marketing professionals have developed their own spin, “always be creating.” Read More
The excitement of the Summer Olympics only comes around every four years. So all eyes have been glued to the TV this past week – and for good reason. It requires blood, sweat, tears and a lifetime of training for these top athletes to reach their full potential and compete at an elite level. Thankfully, you can realize your company’s growth potential with a lot less effort. I’ll explain more in the post below. Read More
Bob Peterson is the Research Director in the Account Based Marketing category at SiriusDecisions. On September 13th, at the Revere Hotel in Boston, MA, he will be presenting at ZoomInfo’s first annual Growth Acceleration Summit. In anticipation of his keynote, we sat down with Bob to talk about everything account based marketing.
In a general sense, where is ABM at today?
As a strategy, account based marketing (ABM) is still in its infant stage. That’s not to say organizations are not already experiencing tremendous success from its implementation, though. From opportunity creation, acquisition, and even existing customer relationships, our conversations with sales and marketing leadership indicate astounding proof of concept. For some color, one organization has told us that since implementing ABM, they’ve seen their pipeline grow by 200%. Another said the strategy has led to a 20% increase in average deal size. Read More
It’s Friday afternoon, and I’m going to get real with you for a minute. I feel like this is a start to a confession, but here it goes…I played Pokémon as a kid. I watched it on TV. And I may have had a few Pikachu stuffed animals around the house (in fact, my dog, Kanupi, resembles Pikachu…did I just recreate this weird childhood reality)? By no means was I as obsessive as other kids, but I had my fair share of card trading and pod collections.
I’m a millennial and I’m a marketer. So when this new Pokémon GO app unlocked and spread as fast as Pokémon pop up nowadays, I realized just how far technology has come and how much of an impact it has had in the world of sales and marketing. And when you combine nostalgia with technology, you create the perfect opportunity. So why aren’t we taking advantage of this as much as we could? Are we placing more of an emphasis on one over the other? I’ll explain more in the post below. Read More