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.

Try Before You Buy: B2B Data Sampling Strategies

b2b data

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.

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How to Get More From Your B2B Data

b2b dataArguably, 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.
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How to Integrate Sales and Marketing Tools to Facilitate Alignment

sales and marketing alignmentBy now, B2B leaders understand sales and marketing alignment is essential for growth. As we’ve discussed in previous posts, sales and marketing alignment isn’t a new concept – yet, many companies still struggle to establish a strong connection between the two departments.

Today, we unpack a hidden culprit behind poor sales and marketing alignment—technology. Hear us out.

Both sales and marketing departments rely heavily on software to operate effectively. For sales, a CRM (customer relationship management) tool is the software of choice, while marketing often relies on automation tools. When two departments operate differently, communication becomes difficult. So, what’s the solution? Read More

Get More from Your B2B Sales Training

b2b sales trainingB2B sales training is a big investment. Not only is it expensive, but your sales team loses prime selling hours in order to attend.

Yet, sales training programs can improve the overall bottom-line of your organization. In fact, according to CSO Insights, organizations that complete highly rated sales training programs can increase revenue by up to 106.7% (source).

Continue reading to learn why your organization should invest in sales training this year:

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6 Questions to ask when Creating Your Email Marketing Budget

email marketing budgetIn 2017, email marketing turned half a century old. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics.

The reason for this is simple. Email marketing is an inexpensive way to promote products, increase sales, and retain customers. In fact, in 2016, email marketing had a median ROI of 122%– more than 4 times higher than other market formats, including social media, direct mail, and paid search (source).

My point? Email marketing isn’t going anywhere. More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets (source)—and you should too.

But first, the experts at ZoomInfo put together the following questions to get you thinking about the strategy behind your spending: Read More

3 Ways to Drive Sales with Content Marketing

content marketingContent marketing is no longer just a strategy, it’s a necessity. In fact, the vast majority of B2B marketers—93% to be specific—have welcomed content marketing over traditional advertising in recent years (source).

The reason for this rise in popularity is clear: with access to product reviews, tutorials, and industry research, today’s buyers can educate themselves throughout the buying process. Read More

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

product-monetization

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

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