Every year the American Association of Inside Sales Professionals (AA-ISP), releases its study, “Top Challenges of the Inside Sales Industry,” which polls both sales leaders and individual reps about common challenges. In part 1 of this blog post, we examine trends from the sales reps’ responses. Read More
Are you looking for a date this Valentine’s Day or to have the perfect night with your significant other? Need to find a special place for dinner with your girlfriend, boyfriend, husband, or wife? It’s simpler than you think. All you need to do is apply your marketing skills and you’ll end up having the best Valentine’s Day to date!
Check out the infographic below to learn more:
Although 2017 has officially begun, we’re not quite ready to let go of 2016. The ZoomInfo team spent the year creating some truly exceptional pieces of content and we want to share them with you.
This round up contains our most popular sales and marketing blog posts of 2016. Continue reading for cutting edge tactics, innovative tips, and sales and marketing insights that will set your strategy on the right path for 2017. Read More
Today’s B2B decision makers have access to more information than ever. Because of this, the traditional “sales cycle” has given way to the “buying process” and sales organizations are still adjusting—leaving two prevailing schools of thought:
Inbound: The first camp believes the best way to grow your business in the digital age is through inbound strategies that identify potential customers through free trials, educational content, etc.
Outbound: Old school sales leaders argue that sales is still a contact sport and that cold calling is, in fact, alive and well.
The truth—as always—lies somewhere in the middle. From an outbound perspective, market intelligence can alleviate common bottlenecks associated with prospecting.
More precisely, these solutions provide critical prospect and account intelligence, from essential contact information (e.g. phone numbers and email addresses) to detailed firmographic insights (e.g. revenue, company size, department structure, technology profiles, and much more). Read More
B2B data isn’t glamorous. Yet, without it, sales wouldn’t happen and successful campaigns wouldn’t exist. To make things more complicated, data decays rapidly as people change jobs, companies go out of business, and mergers occur. In fact, 62% of organizations rely on inaccurate prospect data (source).
Continue reading to learn how to analyze your existing marketing database and achieve company growth in 2017.
B2B marketing departments tend to focus on customer acquisition rather than existing customers. Yet studies show, it’s retention that has the greatest impact on a company’s bottom line.
Retention is an inexpensive and effective way to achieve big results. If marketing teams work with product and customer service departments to focus on current customers, the entire company will profit.
Here are 4 ways marketing can improve customer retention:
In a 2010 blog post, ZoomInfo covered the importance of social media in the business world. At the time, LinkedIn only had 64 million users (compared to the 467 million users today), Twitter had just introduced promoted tweets, and Instagram was brand new. Yet, analysts were already predicting the vast influence social media would come to have on B2B sales and marketing.
And they were not wrong.
Fast forward six years and 93% of B2B organizations are active on social media. In fact, the average B2B company is on 6 different social media channels (source).
In today’s post, we answer the same questions we asked six years ago to see how social media has evolved.
Account-based marketing (ABM) just had its hype year.
But as Forrester Research explains, companies need to be prudent in how they budget and forecast for ABM. “As a growing hoard of products, partnerships, events, and associations jump into this market with gold-rush-like intensity, B2B marketers are in danger of falling for the fool’s gold of unrealistic revenue windfalls and investment returns” (source: Vendor Landscape: Account-Based Marketing, Q4 2016).
So, what sort of investments does your company need to consider while developing an ABM strategy? Let’s review:
B2B sales and marketing professionals are constantly looking for ways to increase qualified website leads. In fact, according to IDG, 61% of marketers find generating high quality leads to be problematic for their organization (source).
So how do you fix a lead shortage? We say, go straight to the source—your landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight.
Continue reading to learn how.
We’ve all heard it before: the prediction that B2B sales as we know it will soon become obsolete. In fact, Forrester has forecasted that 1 million U.S. B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.
But this is old news. In 2010, we even published a blog post on the topic. At the time, our stance was in line with what other sales leaders were saying. The main takeaway: there’s no denying that the sales process has changed. However, as long as reps continue to provide value, there will still be a place for them.
Fast forward six years, and this point is still valid. But we’d like to elaborate a bit more, given all the new technologies that have popped up on the marketplace.
Continue reading to learn about some of the technological advances that have helped – rather than hurt – B2B sales reps: