5 Strategies to Scale Your Small B2B Organization

 

scale businessSteve Jobs. Bill Hewlitt and Dave Packard. Some of the biggest names in B2B business. Aside from wild fame and success, what do these famous entrepreneurs have in common? While their brands may be household names by now, they all started as small businesses. After early success, they quickly became adept at scaling up their operations.
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4 B2B Marketing Automation Problems [Infographic]

marketing automationMarketing automation has seen incredible growth in the last decade. In fact, 55% of B2B companies report using marketing automation as part of their marketing strategy (source).

Though marketing automation platforms have become more popular, modern marketers are still not sure how to fully leverage their capabilities to see optimal results. In fact, a recent study reported only 14% of marketers describe their use of marketing automation as “good” or better (source).

Fear not, today we show you how to solve four of the top B2B marketing automation problems.
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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? Continue reading “How to Integrate Sales and Marketing Tools to Facilitate Alignment”

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: Continue reading “6 Questions to ask when Creating Your Email Marketing Budget”