5 Ways Your Sales Reports Are Hurting Your Business

sales reportsReporting allows sales professionals and managers to stay on top of their team’s performance, uncover key insights about customers and the sales cycle, and develop new strategies to increase the effectiveness of their entire sales organization.

But, there’s a downside to sales reporting too. If you don’t take the right approach, your sales reports can be a waste of time– or worse, they can inspire poor decision-making and negatively impact many aspects of your business. Continue reading “5 Ways Your Sales Reports Are Hurting Your Business”

How to Conduct a Win/Loss Analysis in B2B Sales

win loss analysisA win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.

In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas (source): Continue reading “How to Conduct a Win/Loss Analysis in B2B Sales”

Increase Sales Forecast Accuracy and Speed Up Your Pipeline

sales forecast accuracyAre 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”

Our 5 Favorite Blog Posts From Neil Patel

neil patelDigital marketing expert, Neil Patel, is a favorite here at ZoomInfo—and for good reason! Neil is a New York Times best-selling author, a leading online influencer, and he’s earned recognition from Forbes, The Wall Street Journal, and Entrepreneur Magazine among many other leading publications.

On top of that, Neil was named a Top 100 Entrepreneur under the age of 30 by President Obama and a Top 100 Entrepreneur under the age of 35 by the United Nations. Neil’s agency was founded in 2017 but already has six offices, 46 employees, and 1.1 million monthly blog readers. We could continue, but instead, we’ll let you see why Neil is so great for yourself! Continue reading “Our 5 Favorite Blog Posts From Neil Patel”

The Definitive Guide to Lead Qualification Marketing

lead qualification marketingIn marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified (source).

This statistic highlights a huge discrepancy. As a marketer, how do you know if a lead is truly ready to buy? And, how can you generate more high-quality leads for your sales team? We say the solution to your lead generation problems lies within your lead qualification process. Continue reading “The Definitive Guide to Lead Qualification Marketing”

12 Easy Fixes for Your Bad Sales Habits

bad sales habits

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity (source).

Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of. Continue reading “12 Easy Fixes for Your Bad Sales Habits”

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! Continue reading “May 2018 B2B Blog Post Round-Up”

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

b2b salesSales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker.

Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. If this is something you struggle with, have no fear. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Keep reading!

Continue reading “The B2B Sales Rep’s Guide to Getting Past Gatekeepers”