Category Archives: Sales Prospecting

4 Myths about Sales Productivity

sales productivity

Every B2B sales rep wants to be more productive, so they can hit their quota that much faster. But when asked how to best accomplish this goal, many seem to be at a loss.

This should come as no surprise, given the number of misconceptions still exist about sales productivity today. Let’s dispel them once and for all.

Continue reading to learn about the top 4 sales productivity myths, debunked:

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7 Ways to Build Your Email List

email marketing list

Fact: Your company’s email program will only ever be as good as your contact database.

No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations. Slowly but surely, you’ll be left with inaccurate and unreliable data.

If you aren’t diligent about database maintenance, you’ll run your email marketing program into the ground.

So how do you grow your email list while combating rapid data decay? Fear not—we’ve put together a list of the five best ways to keep your database full and accurate.

1. Cleanse your database regularly.

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The Ultimate Guide to Hiring the Best B2B Sales Reps

hiring b2b sales repsWhether 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. Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. These are as follows:

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Optimize Your Marketing Database with A Little Spring Cleaning [Infographic]

optimize your databaseDirty data is an epidemic. In fact, according to MarketingSherpa, B2B data decays by about 22.5% every year. Simply put, 1 out of 5 contact records in your marketing database is lost due to inaccurate information. Yet, organizations don’t have the resources to control this problem. This infographic will help you understand how dirty data affects your organization and the three simple steps you can take to optimize your database for sales and marketing success.
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21 Statistics to Improve Your Cold Calls

cold calling

The Importance of Cold Calling

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales.

1. 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).

The Problem with Cold Calling

But the reality is—whether you’re a seasoned veteran or it’s your first day on the job—you probably don’t enjoy making cold calls. The reason for this is simple: if you’re not armed with the right resources, cold calling is uncomfortable and ineffective.
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5 Pieces of Awful Sales Advice You Need to Ignore

sales adviceWell-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored.

Check out these misguided pieces of sales advice to learn more: 

  1. More calls equals more success

Conducting 100 cold calls a day might make you look productive, but is it actually contributing to your bottom line? Instead of calling every lead that comes across your desk, take time to qualify and research those leads.

Also remember that a cold call doesn’t have to be “cold.” Your B2B data can help you warm up conversations and get you started on the right foot.

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5 Data-Driven Sales Prospecting Tips

data-driven

It seems everyone has advice on prospecting, from the best time to cold call to which days of the week executives are most likely to answer the phone. It’s hard to separate the myths from the truth, so the experts at ZoomInfo have gone ahead and done that for you.

Here are 5 data-driven tips for sales prospecting:

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Try Before You Buy: B2B Data Sampling Strategies

b2b data

If done correctly, investing in your B2B data can produce impressive results. In fact, companies that regularly maintain their database can realize 66% higher conversions to revenue compared to those that do not (source).

Unfortunately, when you work with a low-quality data provider, you run the risk of doing more harm than good. Consider this statistic: 40% of business objectives fail due to inaccurate data (source). So, how do you make sure the data you’re buying is top-notch? Try before you buy!

Continue reading for our top tips and best practices for selecting a B2B data provider.

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The Essential B2B Sales Stack

b2b-sales-stackSome might compare selling to a competitive sport, which is hard to disagree with. Sales professionals have monthly quotas to hit, just as athletes are expected to perform well and win. In the business world, sales professionals are under a lot of pressure to perform and sell. If they don’t, they could easily be replaced with someone who can outperform them. Read More

36 B2B Data Statistics: The Effect of Dirty Data on ROI

b2b data

There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.

As frustrating as it may be, data decay is a natural outcome of the ever changing B2B landscape; professionals are constantly changing positions, titles, locations and places of work, rendering data useless. Even if you don’t see the direct impact of dirty data to your bottom line, there is no question that your sales and marketing teams would perform even better if your contact data was regularly cleansed and optimized.

Still not convinced? Let’s see if some cold, hard facts can change your mind. Here are 36 statistics about dirty data that highlight the importance of database maintenance:

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