May 2018 B2B Blog Post Round-Up

may b2b blog post round upWelcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications.

Today’s post is our 9th installment in the series and includes blog posts about passive candidate recruitment,  data-driven e-commerce, sales metrics, account-based selling, and more! Check it out and let us know what kind of content you’d like to see in upcoming round-ups.

Let’s get into it!

may b2b blog post round up

4 Ways to Recruit Passive Candidates in 2018

Every recruiter knows the best job candidates are often already employed. But, that doesn’t mean they aren’t worth pursuing. Passive candidates– or, candidates who are currently employed and not actively seeking a new job– are an essential component of any comprehensive recruiting strategy.

Of course, passive candidates are often more difficult to recruit than active candidates. So to help you with your recruiting efforts, we’ve put together a list of modern tips to recruit passive candidates in 2018.

You may ask: why spend so much energy sourcing candidates who might not want to change jobs? Believe it or not, recruiting passive candidates isn’t as hard as it seems. In fact, 85 percent of employed professionals worldwide are open to switching jobs (source). Plus, if you ignore passive candidates, you’ll miss out on some great hires. Passive candidates are 120 percent more likely to make a strong impact on your company (source).

Simply put, recruiting passive candidates is worth the extra effort. Here’s what we recommend:

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may b2b blog post round up

The Definitive Guide to a Data-Driven E-Commerce Marketing Strategy

A data-driven business is one that requires the use of data to inform all business decisions. A data-driven marketing strategy is very much the same – a marketing strategy that requires the use of data to inform marketing decisions.

The key differentiator between a data-driven business strategy and a data-driven marketing strategy is this: A data-driven business strategy depends on many different types of data. However, a data-driven marketing strategy revolves solely around customer data.

As such, data-driven marketing facilitates a customer-centric mindset without shifting the focus away from revenue. This alone makes data-driven marketing an ideal approach for the modern e-commerce business.

Today’s blog post is a primer on data-driven marketing. We’ll explain how to kick-start your own data-driven marketing strategy, and why data-driven marketing is so effective. Then we’ll provide you with some real-world examples of successful data-driven marketing.

Let’s get started.

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may b2b blog post round up

7 Sales Metrics to Track in 2018

Ask any sales manager what comes to mind when they think of sales success metrics, and their answer will likely be the same: Revenue. Of course, revenue is the foundation of your team’s success. But, if you focus too much on revenue, you may miss out on other important metrics—metrics that complete the picture of your sales team’s performance.

If you’re looking for more sales insight, keep reading! We’ve put together a list of seven important metrics that will tell you more about the buyer’s journey, the productivity of your sales team, and much more.

1.     Length of Sales Cycle

Average sales cycle length measures the time between your first point of contact with a prospect and when a deal closes. Length of sales cycle is key to your sales forecasting efforts because it allows you to gauge how long it’ll take the leads in your pipeline to close, and thus predict your upcoming sales figures.

Although forecasting is important, length of sales cycle provides other valuable insight into the sales process as well.

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may b2b blog post round up

How to Implement an Account-Based Selling Strategy

Account-based selling, a concept that started as an industry-buzzword, has quickly transformed into a viable, successful sales strategy. In fact, some companies have seen as much as a 75% increase in deal size and a 150% increase in lifetime customer value after implementing an account-based selling strategy (source).

But, what is account-based selling and why are so many companies adopting the practice? Today we answer these two questions (and more!) in this quick guide to account-based selling.

What is Account-Based Selling?

For those who aren’t familiar, account-based selling is a strategy in which marketers and sales reps treat an individual company as a market of one. Then, sales reps nurture these companies through the buyer’s cycle using highly personalized, targeted messaging.

When executed effectively, account-based selling speaks to the interests and pain points of all key stakeholders within a company’s target accounts—effectively converting them into paying customers.

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may b2b blog post round up

4 Out-of-the-Box Candidate Sourcing Techniques that Actually Work

Candidate sourcing, or proactively searching for and qualifying candidates rather than relying on incoming applications, has changed significantly in recent years. Between the rise of the web and social media and the development of new recruiting technology, many wonder if strategic candidate sourcing is still a viable practice.

Fear not, dear recruiter. Candidate sourcing is alive and well. In fact, there are more ways than ever to find the candidates you’re looking for. However, seasoned recruiters are all too familiar with the most popular methods of sourcing candidates. So today we’re looking at some rather unconventional candidate sourcing techniques.

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May 2018 B2B Blog Post Round-Up Key Takeaways

And there you have it, our top five B2B blog posts for the month of May. If you haven’t already checked out our previous round-ups, you can do that here. Or, check out our B2B blog for more content like the posts above. See you next month!

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