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

b2b salesHave you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail.

To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

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. 

Continue reading “A B2B Sales Rep’s Guide to Meeting with the C-Level”

6 Reasons Sales Professionals Love Keenan the Sales Guy

keenan the sales guyIf you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc.

He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales. On top of Keenan’s personal and professional accolades, he’s a favorite among the ZoomInfo team. Today we tell you why! Continue reading “6 Reasons Sales Professionals Love Keenan the Sales Guy”

The Beginner’s Guide to a Data-Driven Sales Strategy

data-driven sales strategyThe importance of data cannot be understated in the modern sales landscape. Gone are the days of strategies based on instincts and educated. Now, data and analytics reign supreme when it comes to running a successful sales organization. But here’s the thing– the world of data and analytics has made massive strides in recent years and many organizations have yet to catch up.

Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy. Today’s blog post is for you! Keep reading for our guide to a data-driven sales strategy.

Continue reading “The Beginner’s Guide to a Data-Driven Sales Strategy”

Sales Hiring Questions to Hire Better Reps

sales hiring questionsWhether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring the right people can directly impact your company’s overall success and revenue.

Continue reading “Sales Hiring Questions to Hire Better Reps”

3 Times to Avoid Scripted Social Media

scripted social mediaFrom the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes.  Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned.

Today we’re covering a topic that B2B marketers have disputed for years—scripted social media. If you’re not familiar, scripted social media is the process of using pre-written, well-vetted messaging as part of your corporate social media strategy. Continue reading “3 Times to Avoid Scripted Social Media”

B2B Blog Post Round-Up: Choosing Influencers & More

april b2b blog post round upWelcome to our eighth installment in our series of B2B Blog Post Round-Ups. As part of an effort to promote content we contribute to outside publications, each month we compile a list of our five favorite articles that we’ve written for other thought leaders and industry experts.

Today’s edition features content about lead generation, data-driven recruitment, marketing influencer selection and more.  Check it out! Continue reading “B2B Blog Post Round-Up: Choosing Influencers & More”

The Beginner’s Guide to Lead Scoring

lead scoringMost marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads?

Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scoring strategy as part of your overall marketing efforts.

Ready to learn more? Keep reading. Continue reading “The Beginner’s Guide to Lead Scoring”

A Beginner’s Guide to Account-Based Selling

account-based selling

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies (source).

If you haven’t yet explored account-based selling, it can seem like quite the challenge. So today, we teach you the basics of account-based selling—what it is, why it works, and what resources you need to get started. Keep reading! Continue reading “A Beginner’s Guide to Account-Based Selling”

The Business Leader’s Guide to Marketing and Sales Alignment

marketing and sales alignmentDiscord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place.

As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads (source). And, conversely, 61% of B2B marketers send all leads directly to sales, yet only 27% of those leads are qualified (source). So, what’s a business leader to do? Continue reading “The Business Leader’s Guide to Marketing and Sales Alignment”

Support Your Sales Team: A Guide for Managers

support your sales teamEvery sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be.

Today’s post breaks down five ways you can support your sales team to become more productive. Keep reading! Continue reading “Support Your Sales Team: A Guide for Managers”