The Impact of Direct Dials on Sales Productivity

sales productivityOften, sales reps who fail to hit the phones hard, wonder how they missed their quota. That said, not all sales outreach is created equal. Consider the following:

  • It takes 22 minutes to connect using switchboard numbers, but with direct dials it only takes 5 minutes (source).
  • When dialing a direct dial phone number at the director level, your SDR is 46% more likely to connect (source).
  • On top of that, when dialing a direct dial number at the VP level, your SDR is 147% more likely to connect (source).

The lesson here is clear: while access to direct phone numbers will not alleviate every pain point related to sales outreach, chances of connecting with prospects is significantly higher compared to calling into company switchboards. Continue reading “The Impact of Direct Dials on Sales Productivity”

How to Create an Ideal Customer Profile (ICP)

We’ve said it before, and we’ll say it again: Sales and marketing alignment is critical to business growth. For skeptics who think otherwise, consider the following: Companies whose sales and marketing teams work together see 36% higher customer retention and 38% higher sales win rates (source).

While there are many ways to achieve sales and marketing alignment, the best place to start is to establish an Ideal Customer Profile (ICP). Continue reading “How to Create an Ideal Customer Profile (ICP)”

The B2B Marketer’s Guide to Data Normalization

data normalizationData normalization.It’s not exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. A lot.

In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. But first, let’s define what data normalization is. Continue reading “The B2B Marketer’s Guide to Data Normalization”

4 Biggest Challenges of the B2B Sales Leader

Every year the American Association of Inside Sales Professionals (AA-ISP), releases its study, “Top Challenges of the Inside Sales Industry,” which polls both sales leaders and individual reps about common challenges they face. In part one of this series, we examined trends from the sales reps’ responses. In part two, we’ll highlight findings from sales leaders’ responses. Continue reading “4 Biggest Challenges of the B2B Sales Leader”

3 Ways “Company Attributes” Can Help you Identify and Engage with Your Target Audience

buyer personaIn late 2016, ZoomInfo launched a new feature to our platform called Company Attributes. With this tool, customers can now quickly select accounts that match their value propositions, based on multiple layers of specific criteria. The growing list of nearly 200 attributes covers characteristics like sales and marketing technologies, department size and structure, location, founding date, website ranking, and more.

Let’s take a look at how this feature can help B2B marketers better identify and engage with their target audience.

Continue reading “3 Ways “Company Attributes” Can Help you Identify and Engage with Your Target Audience”

Improve Your Outbound Sales Strategies with Market Intelligence  

market intelligenceToday’s B2B decision makers have access to more information than ever. Because of this, the traditional “sales cycle” has given way to the “buying process” and sales organizations are still adjusting—leaving two prevailing schools of thought:

Inbound: The first camp believes the best way to grow your business in the digital age is through inbound strategies that identify potential customers through free trials, educational content, etc.

Outbound: Old school sales leaders argue that sales is still a contact sport and that cold calling is, in fact, alive and well.

The truth—as always—lies somewhere in the middle. From an outbound perspective, market intelligence can alleviate common bottlenecks associated with prospecting.

More precisely, these solutions provide critical prospect and account intelligence, from essential contact information (e.g. phone numbers and email addresses) to detailed firmographic insights (e.g. revenue, company size, department structure, technology profiles, and much more). Continue reading “Improve Your Outbound Sales Strategies with Market Intelligence  “

The 5 Cs of Data: A Complete Guide to B2B Data Quality

b2b dataB2B data isn’t glamorous. Yet, without it, sales wouldn’t happen and successful campaigns wouldn’t exist. To make things more complicated, data decays rapidly as people change jobs, companies go out of business, and mergers occur. In fact, 62% of organizations rely on inaccurate prospect data (source).

Continue reading to learn how to analyze your existing marketing database and achieve company growth in 2017.

Continue reading “The 5 Cs of Data: A Complete Guide to B2B Data Quality”

How to Build a Better B2B Sales Stack In 2017

b2b sales stack

B2B sales leaders are constantly looking for tools and technologies that offer insight into their team’s productivity—tools also known as Sales Force Automation (SFA). The problem is that SFA, particularly CRMs, only facilitate measurement, rather than the sales process itself.

This is not to say reporting and measurement isn’t paramount to achieving company growth; it absolutely is. But think of it this way: if given then choice, would you rather have a working furnace this winter or a thermometer that tells you the temperature? Gas in your car or an instant MPG reader to tell you about the car’s fuel economy?

The point is, the best sales stacks empower execution just as much as performance measurement. With all that said, let’s examine a framework for building a better B2B sales stack.

Continue reading “How to Build a Better B2B Sales Stack In 2017”