Category Archives: Lead Generation

5 Actions to Fool-Proof Your Sales and Marketing Alignment Plan

What’s holding you back when it comes to sales and marketing alignment?

While shared technology and tools can help, sales and marketing alignment is more about mindsets and skill-sets than it is about tool-sets. Real alignment is forged by process and people, rather than technology. Of course, technology can help automate tasks, create shared reports, and remove inefficiencies and workarounds. But if you don’t have aligned mindsets and goals, with set processes in place, your efforts to accelerate revenue growth by aligning sales and marketing efforts will crash and burn. Read More

How Marketing Can Efficiently Scale Lead Generation Results

With ZoomInfo’s first annual Growth Acceleration Summit only a month away, I’ve been thinking about simple hacks that can help organizations achieve profitable growth.

Now, I’m not a salesperson. I’ve never had a quota or owned a pipeline. But as a marketer, I’m constantly working alongside sales. And whenever growth comes up, without fail, someone will refer to the acronym A.B.C., or “always be closing.”

Meanwhile, my fellow marketing professionals have developed their own spin, “always be creating.” Read More

Going for Gold: What You Can Learn About B2B Sales and Marketing from the 2016 Olympics

The excitement of the Summer Olympics only comes around every four years. So all eyes have been glued to the TV this past week – and for good reason. It requires blood, sweat, tears and a lifetime of training for these top athletes to reach their full potential and compete at an elite level. Thankfully, you can realize your company’s growth potential with a lot less effort. I’ll explain more in the post below. Read More

How to Improve Sales and Marketing Alignment through Events

Breaking down the barriers between sales and marketing has always been a challenge. But given that B2B organizations with tightly aligned sales and marketing operations can achieve 24% faster growth over a three year period, it’s one that must be met head-on (source: SiriusDecisions).

So, how do you achieve sales and marketing alignment as a field marketer? It starts with understanding how various marketing strategies can impact the sales process. And of course, events are still one of the most common sources of a company’s ROI. With this in mind, your best bet is to avoid the finger-pointing games, and work together toward the same goals. Read More

How to Solve 4 Marketing Automation Problems Using B2B Data

Marketing automation tools are designed to be simple and user-friendly. So in theory, they should help you streamline the lead generation process from start to finish. But unfortunately, that doesn’t always happen.

Maybe you’re sending the wrong content to the wrong contacts. Maybe you’re asking for too much information on web forms. Or maybe you’re facing a different problem altogether, which is hurting the quality of your campaigns, and impacting your ability to follow up with leads until they convert.

We understand these frustrations and are here to help. The experts at ZoomInfo put together this infographic to help you maximize conversion rates by dealing with common issues, such as B2B data decay and partial profiling. Read More

4 B2B Data Management Tips to Help You Convert More Leads

How can you determine if a lead is truly sales-ready? If you’re not sure, it’s time to adjust your lead management strategy. After all, putting together killer lead generation content isn’t enough. Without an effective follow-up process in place, your hard-earned leads will just sit in your CRM, gathering dust. And by the time you think to reach out again, it will already be too late. So what can you do? Read More

The Anatomy of a Successful B2B Lead Generation Email

B2B lead generationLove it or hate it, email marketing is not going anywhere any time soon. In fact, it’s still one of the best and most cost-effective ways to generate high-quality leads for your sales team. That is, as long as you have the right strategy in place.

And while we certainly don’t recommend sending out the same cookie cutter email to all your potential buyers, there are a few best practices, which can be applied to almost any campaign. Read More

How to Improve Lead Generation with Marketing Data

Driving a lot of traffic to your landing page might seem impressive. But if no one actually fills out your lead form, what’s the point?

Remember, conversions – not clicks – are the end goal, here. So if you want to improve lead generation efforts, you need to ensure that all landing pages have been optimized for your target market.

With that in mind, here are three tips to help you improve lead generation with marketing data:

Read More