Cure for the Common Cold Call [Infographic]

Even the most experienced sales reps don’t enjoy picking up the phone to call a complete stranger.  Yet, cold calling is still an essential part of selling. In fact, 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).

If your team’s performance is lagging and your cold calls are falling flat, it’s time to conduct an audit of your B2B database. Quality data is the fuel of any successful sales team. Without it, your prospects will remain unreachable and quotas won’t be met.

Check out the following infographic to learn how you can warm up cold calls and increase sales productivity!

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5 Signs You’re Not Tracking Marketing ROI Effectively

marketing roiAs a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line.

Enter ROI. Measuring marketing ROI is no longer optional—and while most marketers understand this, it’s a lot easier said than done. In fact, 50% of B2B marketing executives find it difficult to attribute marketing activity directly to revenue results as a means to justify budgets (source).

Continue reading to learn how to identify and fix ROI tracking problems so you can better prove that your marketing efforts are paying off.

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10 Best Sales and Marketing Blog Posts of 2016

sales and marketing blogAlthough 2017 has officially begun, we’re not quite ready to let go of 2016. The ZoomInfo team spent the year creating some truly exceptional pieces of content and we want to share them with you.

This round up contains our most popular sales and marketing blog posts of 2016.  Continue reading for cutting edge tactics, innovative tips, and sales and marketing insights that will set your strategy on the right path for 2017. Continue reading “10 Best Sales and Marketing Blog Posts of 2016”

The Pros and Cons of Standardized Job Descriptions

standardized job descriptionsJob descriptions are an important part of hiring and managing employees. But, if you’ve ever written one, you know how difficult it can be to succinctly explain the full depth and breadth of a given position. In the face of this challenge, many companies and recruiters have turned to standardized job descriptions to advertise new openings.

Although not all jobs are the same, there are many elements of a job description that never change. According to Salary.com, these are: job title, location, Fair Labor Standards Act status, position summary, major responsibilities, job qualifications, and working conditions. Continue reading “The Pros and Cons of Standardized Job Descriptions”

ZoomInfo’s 10 Most Popular Company Profiles in 2016

Each ZoomInfo product is fueled by a comprehensive B2B database of companies and business professionals. In the past year alone, our company directory has received over 15 million visits—and for good reason.

Our business profiles are a valuable source of market intelligence and contain information on more than 10 million organizations. Use our tools to search for a specific company, employees within that company, revenue information, recent web mentions, financial details, and more.

For a quick preview of ZoomInfo’s company data, check out this list of our ten most popular companies—by profile visits—in 2016. Continue reading “ZoomInfo’s 10 Most Popular Company Profiles in 2016”

6 Lessons the 2016 Election Taught Us about B2B Sales and Marketing   

b2b  sales and marketingInauguration Day signals the end of the most dramatic presidential election in the history of the United States.  As contentious as the past few months have been, the election has provided us with an opportunity to draw important parallels between the election process and the sales cycle.

Continue reading to learn how you can incorporate 2016 campaign tactics into your B2B sales and marketing strategy: Continue reading “6 Lessons the 2016 Election Taught Us about B2B Sales and Marketing   “

A B2B Sales Rep’s Guide to Meeting with the C-Level

b2b salesEver try to set up a meeting with a senior-level executive? Then you know how tough it is to connect with these busy people who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, assistants are trained to protect the C-level from unnecessary interruptions.

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

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8 Social Media Mistakes B2B Marketers Should Avoid

social media b2b marketing93% of B2B marketers use social media, and with good reason—it works (source). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to (source).

We haven’t been shy about touting the benefits of social media in B2B sales and marketing. However, if used incorrectly, social media can pose a legitimate threat to B2B companies both big and small.

Take a look at your current strategy to see if you’re guilty of these common social media mistakes:

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How to Use Social Media for B2B Lead Generation

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. In fact, 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year (source).

Yet, despite the exponential growth of social media in the past five years, B2B companies remain skeptical of its effectiveness as a lead generation tool. If this sounds like you, it’s time to put your reservations aside. Here’s why:

  • Of those who use the internet, 76% of Americans use social media (source)
  • In as little as six hours a week, 66% of marketers see lead generation benefits with social media (source)
  • Social media has a 100% higher lead-to-close rate than outbound marketing (source)
  • Social media lead conversion rates are 13% higher than the average lead conversion rate (source)

Lead generation through social media is quick, cost-effective, and relatively easy to implement. Want to turn your social media presence into a B2B lead generation machine? Check out our top 7 tips below.

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7 Ways to Optimize Landing Pages for B2B Lead Generation

Landing Pages

B2B sales and marketing professionals are constantly looking for ways to increase qualified website leads. In fact, according to IDG, 61% of marketers find generating high quality leads to be problematic for their organization (source).

So how do you fix a lead shortage? We say, go straight to the source—your landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight.

Continue reading to learn how.

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