How to Conduct a Win/Loss Analysis in B2B Sales

win loss analysisA win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.

In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas (source): Continue reading “How to Conduct a Win/Loss Analysis in B2B Sales”

Our 5 Favorite Blog Posts From Neil Patel

neil patelDigital marketing expert, Neil Patel, is a favorite here at ZoomInfo—and for good reason! Neil is a New York Times best-selling author, a leading online influencer, and he’s earned recognition from Forbes, The Wall Street Journal, and Entrepreneur Magazine among many other leading publications.

On top of that, Neil was named a Top 100 Entrepreneur under the age of 30 by President Obama and a Top 100 Entrepreneur under the age of 35 by the United Nations. Neil’s agency was founded in 2017 but already has six offices, 46 employees, and 1.1 million monthly blog readers. We could continue, but instead, we’ll let you see why Neil is so great for yourself! Continue reading “Our 5 Favorite Blog Posts From Neil Patel”

May 2018 B2B Blog Post Round-Up

may b2b blog post round upWelcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications.

Today’s post is our 9th installment in the series and includes blog posts about passive candidate recruitment,  data-driven e-commerce, sales metrics, account-based selling, and more! Check it out and let us know what kind of content you’d like to see in upcoming round-ups.

Let’s get into it! Continue reading “May 2018 B2B Blog Post Round-Up”

Contact Data Hygiene and the Future of Branding

Branding. If you’ve worked in business for any period of time, you likely hear this term thrown around a few times a day. But branding is a fluid, subjective concept that we don’t always take the time to quantify—a must in today’s competitive business landscape.

Today, we explain the importance of a data-driven branding strategy and why contact data hygiene is the key to branding success. Let’s get into it. Continue reading “Contact Data Hygiene and the Future of Branding”

The Marketer’s Guide to B2B Growth Hacking

b2b growth hacking

Growth hacking—though, not a new concept, has swept the business world in recent months. The term refers to the use of experimentation and creativity as a means to ignite a company’s growth. Growth hackers skip the big-budget production of conventional marketing in favor of low-cost alternatives that grow and engage their user base.

Traditionally, growth hacking has been associated with small budget, tech start-ups. However, in the last few years, the strategy has become an integral component of many B2B business models. Continue reading “The Marketer’s Guide to B2B Growth Hacking”

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

b2b salesSales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker.

Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. If this is something you struggle with, have no fear. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Keep reading!

Continue reading “The B2B Sales Rep’s Guide to Getting Past Gatekeepers”

4 Ways to Reset Your B2B Lead Generation Programs

b2b lead generation programsHave you ever spent months planning a lead generation campaign, only to be disappointed by its results? We’ve all been there. In fact, generating high-quality leads is the biggest challenge for B2B marketers (source).

Even the best B2B lead generation programs fall flat sometimes—regardless of planning, strategy, and effort. If you’re struggling to generate leads, it’s time to take it back to the basics and reset your lead generation strategy for success.

Let’s start at the beginning.

Continue reading “4 Ways to Reset Your B2B Lead Generation Programs”

Live Video: 18 Reasons to Live Stream [Infographic]

live streaming infographicLive streaming, or the transmission of live video, has taken the world by storm. But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy.

Most people are familiar with live streaming in a personal capacity. Whether it’s a friend sharing what they ate for dinner or a celebrity answering fan questions, the intimate nature of live video is innately appealing to most audiences. Continue reading “Live Video: 18 Reasons to Live Stream [Infographic]”