We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. But buyer personas only work if they’re accurate and include the right kinds of information.
Uncovering the characteristics of your best buyers is critical for developing targeted content, product development, sales follow up, and anything related to customer acquisition and retention. In fact, consider these statistics (source): Continue reading “Steps to Creating Buyer Persona Profiles [Infographic]”
For many sales reps, productivity is key to sales success. The more calls you make, the more deals you close. So, if your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities.
In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Continue reading “How to Increase Sales Productivity [Infographic]”
A successful traveling salesperson wields the ability to take in their surroundings and use contextual clues to glean what they can about each prospect they interact with.
Using these clues, the salesperson then tailors their sales presentation to each prospective customer’s particular wants and needs. If all goes according to plan, by the end of the visit, the consumer wonders how they’ve lived so long without this salesperson’s product. Continue reading “4 Critical Door-to-Door Sales Lessons for Marketers”
There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points.
Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Continue reading “8 B2B Sales Appointment Setting Tricks”
B2B Marketers take note: Instagram has more than 800 million monthly active users (source). As that number grows so does the opportunity to reach potential customers in new ways.
If Instagram isn’t a core part of your B2B social strategy, it’s time to learn how to connect with your target audience on this popular platform. Continue reading “6 Ways to Leverage Instagram for B2B Marketing”
The EU’s General Data Protection Regulation (GDPR) is here and mandates major changes to the modern marketer’s B2B lead generation efforts.
Most marketers are (or should be) well on their way to GDPR compliance when it comes to website and landing-page form language, data transfer procedures, and documentation.
Less understood, though, are the ways in which the GDPR affects B2B marketers’ third-party lead generation campaigns. So, in today’s blog post, we break down the basics for you. Continue reading “Third-Party Lead Generation and GDPR Compliance”
In modern-day marketing, data is the new oil. The more customer data you capture, analyze, and act upon, the better you get at creating influential marketing narratives. In fact, 63% of marketing executives feel strongly that data-driven marketing is crucial to success in our hyper-competitive global economy (source).
But—as the best content marketers will tell you, analyzing and applying customer data is complicated and time-consuming. Fortunately, we live in an age of technological innovation—an age where artificial intelligence and machine learning have quickly become the gold standard. Why do we bring this up? Well, the latest and greatest in marketing technology may be the solution to your content marketing needs. Continue reading “The Content Marketer’s Guide to Predictive Analytics”
In an age where digital messaging heavily influences the way we communicate, it should come as no surprise that in-person professional events continue to be a mainstay marketing solution for companies.
According to the 2018 Event Marketing Benchmarks Report that surveyed over 400 mid- to senior level event marketers, 95% of respondents state that live events provide attendees with a valuable opportunity to form in-person connections in an increasingly digital world (source). Continue reading “7 Event Branding Best Practices”
Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? If you answered yes to any of these questions, you’re not alone.
In fact, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” (source). Needless to say, this paints a less-than-promising picture of sales forecast accuracy. Continue reading “Increase Sales Forecast Accuracy and Speed Up Your Pipeline”
Text messaging apps, or chat apps, are a hotbed for marketing activity right now. Now, we know what you’re thinking. Messaging apps are commonly thought of as a quick and easy way to exchange private messages, images, and gifs. Yet, text messaging apps are evolving into so much more. In fact, reports show they boast 20% more monthly active users than social networking sites (source).
As a result, the popularity of messaging apps provides a unique opportunity for marketers—think about it, these apps have an expansive user base of customers willing to interact with businesses and spend money on products. Continue reading “Choose the Right Text Messaging App [Infographic]”