Author Archives: The ZoomInfo Team

About The ZoomInfo Team

ZoomInfo offers the most accurate and actionable B2B contact and company intelligence to help organizations accelerate growth and profitability. Their Growth Acceleration Platform enables sales and marketing teams to execute more effective marketing campaigns and improve sales prospecting efforts with access to on demand direct dial phone numbers, email addresses, and background information.

Stop Wasting Your Expensive Leads: 9 Follow-up Strategies to Maximize Return

The following is a guest post by Nicholas Little at Fileboard.

If you received 1,000 leads today, could you turn them into business? How many of those would actually become paying customers and how many would ignore you until they get the energy to say no?

The sales industry is caught up in lead generation. Companies harvest leads from lead providers without guaranteeing their ROI. They might think enough leads will equal business, but without the right follow-up process, all companies actually get is radio silence. Read More

Decreasing Product Monetization Window with Increasing Revenue Potential


Evolving Product Life Cycles

Product Life Cycle is a chart that denotes the different stages in a product’s life: in the Introduction phase the product is developed and launched, customers are acquired in the Growth phase, the product has its peak in the Maturity stage, and it’s phased out of the market in the Decline stage. Most of the revenue is made during the Maturity stage and, so as a marketer, one of the main objectives historically, has been to extend the Maturity phase as long as possible. Read More

growth hack

The Growth Conundrum in Enterprise vs Consumer

Hacking growth can be a wild beast to tackle. The vast majority of information available online is around B2C growth hacking covering topics such as user acquisition, retention, CTA optimization, content, social marketing and viral adoption. While this works perfectly well for the B2C world, where do B2B growth hackers fit in, and how do they figure out which growth tactics are relevant for their business? Read More


Can Business Growth be Repeatable and Deterministic?

There is a certain mystique that is attached to the notion of growth. Sales growth is seen as elusive and unpredictable, but is it really? I have a close friend who recently closed his series A funding for a B2B product. He already has some revenue and wants to grow 3x in the next 12 months. When I asked him about how he plans to get there – his response was somewhat in these lines, “I plan to hire smart people, create a stellar sales team and believe they’ll do all the right things that will lead us to 3x growth in revenue.” Read More


Defeating 5 of the Most Common B2B Sales Objections





The following guest post is from TechnologyAdvice, an Inc. 5000 company based in Nashville, Tenn. that is dedicated to connecting buyers and sellers of business technology.

Plenty of leads make it to the sales accepted stage, but that doesn’t guarantee they’re ready to buy, or that they’re even receptive to a conversation. Any outbound agent or sales development rep (SDR) will probably tell you they’ve lost count of the unproductive phone calls they make. Read More


Let’s talk about B2B Growth

As the Vice President of Growth at ZoomInfo, there have been several instances where I have found myself reflecting on my role and the relevance of growth managers in today’s business environment. ZoomInfo has been on a significant growth trajectory lately, which has led me to explore several variables that impact B2B growth. Read More


3 Ways to Get More Out of Your Sales Pipeline

The following blog post was written by Molly MacDonald, Managing Editor at InsightSquared

In a recent report conducted by Salesforce and the Sales Management Association, 63% of executives said their organizations were ineffective at managing their sales pipelines. For companies who fall in that 63%, this is a huge missed opportunity. Read More

Right Message for the Right Target: The Equation for Sales Prospecting Success


The following blog post was written by Peter Mollins, Vice President of Marketing at KnowledgeTree

Sales Prospecting has grown steadily more important for B2B companies. In fact, a study by and the Kellogg School of Management showed that having a specialized prospecting team increased close ratios from 10% to 17%.

So it’s critical that sales leaders look to implement best practices to support sales prospecting activities. That’s why ZoomInfo and KnowledgeTree teamed up on a webinar called “Supercharge Your Sales Prospecting,” which looked at approaches you can take now to increase sales prospecting effectiveness.

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Cold Calling: What You Need to Know Before Picking up the Phone

As a B2B sales person, you know how difficult cold calling can be. Everyone calls you a telemarketer. They think you’re trying to trap them in a contract, right? Wrong! The truth is if you’re calling the right people with a message that’s relevant to them they’ll see value in what you offer and will even be glad that you called.

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