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”

A Beginner’s Guide to Creating a Successful Marketing Technology Stack

marketing technology stackIn 2011, Scott Brinker compiled the first of many Marketing Technology Supergraphics. The original graphic displayed the logos of 140 prominent marketing technology brands. Today, the supergraphic holds an astounding 5,381 logos.

Although impressive, this sudden influx of technology has made marketing more complicated. It’s no longer easy to track and manage the day-to-day functions of marketing. In fact, 26% of marketers say their top challenge is finding the right technologies to fit their needs (source). Continue reading “A Beginner’s Guide to Creating a Successful Marketing Technology Stack”

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”

6 Reasons to Target Prospects Using 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 “6 Reasons to Target Prospects Using Technographic Data”

5 B2B Marketing Metrics That Matter

B2B Marketing MetricsIn today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts. But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics.

If you’re struggling to report on the success of your marketing campaigns, we’re here to help. Today we explain the five most important marketing metrics in 2017. Keep reading. Continue reading “5 B2B Marketing Metrics That Matter”

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”

Automated Database Maintenance: The Future of Data Hygiene

automated data hygieneOur stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own.  Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to.

If you’re like most modern companies, you already have access to some sort of contact database. But, collecting data and having access to it is only one small step toward data-driven success. Data quality and cleanliness is where the real power lies. Continue reading “Automated Database Maintenance: The Future of Data Hygiene”