How to Spend Less Time Leaving Voicemails

voicemailsThere’s no way around it – voicemails are not an enjoyable part of a salesperson’s job. Not only is it a tedious process, but it’s largely ineffective in terms of getting a response. Consider these statistics (source):

  • 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
  • The average voicemail response rate is 4.8%.
  • 15% of the average sales rep’s time is spent leaving voicemails.

Continue reading “How to Spend Less Time Leaving Voicemails”

B2B Blog Post Round Up: Lead Generation, List Churn & More

b2b blog postWelcome back readers! We’ve written another B2B blog post round up for you. If you’re not familiar with the ZoomInfo blog, this is a regular series we publish. These round ups highlight all the great work our writers have done for outside publications.

Check out our favorite blog posts and articles from November! Continue reading “B2B Blog Post Round Up: Lead Generation, List Churn & More”

The Beginner’s Guide to Buyer Personas

buyer personasDid you know 60-70% of marketers say they don’t truly understand their buyers (source)? Let that sink in.

We don’t need to tell you that’s a problem—it’s obvious. If you don’t understand your target audience, how will you produce effective content? Influence their buying decisions? Or form productive relationships with them? The short answer is—you won’t. Continue reading “The Beginner’s Guide to Buyer Personas”

12 Sales Qualification Questions to Ask Prospects

sales qualificationIn the world of sales, time is your most valuable asset. With quotas to meet, we all know how frustrating it is to waste time with a lead that never seriously considered buying from you in the first place. That’s where sales qualification comes in.

Sales qualification is the act of evaluating potential prospects to determine whether they possess the characteristics that make them a good fit for your product or service. In simpler terms – qualifying a lead or prospect means determining whether or not they are worth your time. Continue reading “12 Sales Qualification Questions to Ask Prospects”

53 Statistics to Guide Your B2B Sales Outreach

sales outreachWhether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. The more information you have—the better!

In today’s post, we provide you with 53 statistics to guide your B2B sales outreach strategy. Keep reading! Continue reading “53 Statistics to Guide Your B2B Sales Outreach”

Cold Calling vs. Warm Calling: A Guide for Sales Reps

warm callingYou don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls.

Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. So too has the alternative to cold calling – the predictably-titled “warm calling”. Continue reading “Cold Calling vs. Warm Calling: A Guide for Sales Reps”

Give the Gift of Automated Data Maintenance [Infographic]

data maintenance“Organizations must shift their focus from one-time data cleansing to ongoing data maintenance to turn the tide.” –SiriusDecsions

B2B data isn’t glamorous. Yet, it’s a critical resource for both sales and marketing teams. Unfortunately, even if you invest in high quality data—it decays rapidly as people change jobs, companies go out of business, and mergers occur.  Continue reading “Give the Gift of Automated Data Maintenance [Infographic]”

Technographics: 6 Reasons to Use Technographic Data

B2B technographicsHere’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more.

We don’t need to tell you who has the upper hand here. Continue reading “Technographics: 6 Reasons to Use Technographic Data”

5 Surprising Sources of High-Quality Leads

high-quality leadsFor jackpot-winning businesses in hot sectors, high-quality leads just flow in naturally. However, for the majority of organizations, lead generation is a little more complicated than simply whispering you’re open for business.

In today’s digital age, there is a lot of emphasis on generating leads through blogs, emails, social media, Google AdWords, etc. All well and good, but you should also take a step back and focus on the most valuable lead generation weapon of them all – your networks. Continue reading “5 Surprising Sources of High-Quality Leads”