Category Archives: Other

4 Ways to Improve Communication in B2B Sales

b2b salesThe recent influx in communication technology has caused B2B sales reps to shift to social media, email, and even texting as a way to connect with prospects and customers. Yet none of these methods can match the effectiveness of a face-to-face conversation.  In fact, 85% of sales reps say they build stronger, more meaningful business relationships during in-person meetings and conferences (source).

With that in mind, here are a few tips to better facilitate in-person conversations with your prospects and customers: Read More

5 Signs You’re Not Tracking Marketing ROI Effectively

marketing roiAs a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line.

Enter ROI. Measuring marketing ROI is no longer optional—and while most marketers understand this, it’s a lot easier said than done. In fact, 50% of B2B marketing executives find it difficult to attribute marketing activity directly to revenue results as a means to justify budgets (source).

Continue reading to learn how to identify and fix ROI tracking problems so you can better prove that your marketing efforts are paying off.

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Data Decay: Is Your B2B Database Full of Rotten Apples? [infographic]

Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with a B2B database that is cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.

The experts at ZoomInfo put together an infographic outlining data decay’s costly impact. Here are some statistics for you to pay attention to:

  • 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate
  • Up to 25% of B2B database contacts contain critical errors
  • 40% of business objectives fail due to inaccurate data
  • 1-10-100 rule: It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done

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How to Conduct a Win/Loss Analysis in B2B Sales

b2b salesA 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):

Customer retention rate: 60% vs. 48%
Reps attaining quota: 51% vs. 47%
Lead conversion rate: 23% vs. 17%

Continue reading to learn how you can incorporate win/loss analysis into your B2B sales process. Read More

10 Best Sales and Marketing Blog Posts of 2016

sales and marketing blogAlthough 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

3 Ways to Warm up Cold Calls

cold callEven the most experienced B2B sales professionals aren’t thrilled by the idea of picking up the phone and calling a new business prospect. Yet, cold calling is still an essential part of selling. In fact, 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).

Continue reading for our three tips to warming up cold calls.

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The Pros and Cons of Standardized Job Descriptions

standardized job descriptionsJob descriptions are an important part of hiring and managing employees. But, if you’ve ever written one, you know how difficult it can be to succinctly explain the full depth and breadth of a given position. In the face of this challenge, many companies and recruiters have turned to standardized job descriptions to advertise new openings.

Although not all jobs are the same, there are many elements of a job description that never change. According to Salary.com, these are: job title, location, Fair Labor Standards Act status, position summary, major responsibilities, job qualifications, and working conditions.

These elements can be used to develop a reusable template or standardized job description. While this type of job posting can streamline the hiring process, there are some drawbacks.

Let’s take a look. Read More

6 Lessons the 2016 Election Taught Us about B2B Sales and Marketing   

b2b  sales and marketingInauguration Day signals the end of the most dramatic presidential election in the history of the United States.  As contentious as the past few months have been, the election has provided us with an opportunity to draw important parallels between the election process and the sales cycle.

Continue reading to learn how you can incorporate 2016 campaign tactics into your B2B sales and marketing strategy: Read More

A B2B Marketer’s Guide to Personalized Messaging

B2B marketing professionals have to cut through thousands of messages each day in order to connect with qualified buyers.  A good way to get your message heard is to employ personalized marketing tactics. In fact, in a study of 650 multi-channel marketing campaigns, personalized campaigns consistently and overwhelmingly beat out static campaigns in generating a high response rate from recipients (source).

Continue reading to learn the dos and don’ts of personalized marketing:

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