The B2B Database Maintenance Glossary

b2b databaseThere’s no way around it, bad data impacts every aspect of a business—from lead generation, to marketing, to customer relationships, to cold calling, to revenue. After all, if you can’t reach your prospects or customers, your message, offer, and product no longer matter. Consider this (source): Continue reading “The B2B Database Maintenance Glossary”

4 Ways to Reset Your B2B Lead Generation Program

b2b lead generation

Have 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.

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The Marketer’s Guide to B2B Blogging Success [Infographic]

b2b blogging

In a world where content is still king, B2B businesses who blog are seeing the most success. Here’s why—consistent blogging has a huge impact on lead generation, web presence, brand awareness, customer relationships, and ultimately revenue.

If you’re not prioritizing your B2B blog, there’s a good chance you’re not reaching important prospects, driving traffic to your website, or communicating with your customers effectively. Check out the infographic below to learn everything there is to know about B2B blogging.

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6 Common B2B Sales Problems and How to Avoid Them

b2b sales problems

There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on. While some of these problems are easily recognizable, some of the most common obstacles that stand in the way of your success are hard to identify.

Today, we explore some of the more common sales problems—problems you might not even know you’re facing. Continue reading to learn how you can improve your performance today!

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The Definitive Guide to Landing a B2B Sales Job

b2b sales jobB2B sales can be a rewarding career for those who enjoy working with people, building relationships, and of course, selling a product or service. Yet, if you’ve ever looked for a sales job, you know how difficult it can be to land a good position with a reputable organization.

Today, we make your life a little easier. Keep reading for a comprehensive guide to getting the B2B sales job of your dreams.

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The Ultimate Guide to Hiring the Best B2B Sales Reps

hiring b2b sales repsWhether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring the right people can directly impact your company’s overall success and revenue. Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. These are as follows:

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21 Statistics to Improve Your Cold Calls

cold calling

The Importance of Cold Calling

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales.

1. 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).

The Problem with Cold Calling

But the reality is—whether you’re a seasoned veteran or it’s your first day on the job—you probably don’t enjoy making cold calls. The reason for this is simple: if you’re not armed with the right resources, cold calling is uncomfortable and ineffective.
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How to Develop a Corporate Social Media Policy

corporate social media policyIt’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): Continue reading “How to Develop a Corporate Social Media Policy”

Sales and Marketing Alignment: A Q&A

Seven years ago, ZoomInfo wrote a blog post about the newest trend in the B2B space—smarketing. If you’re not familiar with the term, it’s what we now refer to as sales and marketing alignment.

In 2010, we wrote: Sales and marketing alignment is all the rage right now, as companies grapple with how to blend the two disciplines together to create better efficiencies. But first they have to break down the silos, and we’re not about to hold our collective breath on that one.

As it turns out, not much has changed.  Sales and marketing leaders are still debating the merits of alignment and struggling to bridge the gap between the two departments. With seven years more practice, research, and general insight, we’ll try to answer the same two questions we tackled in the original post.

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