Category Archives: Lead Generation

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

Why B2B Contact Data Is the Secret Sauce to Data-Driven Marketing Success

In partnership with Ascend2, ZoomInfo conducted a study in which 234 marketing professionals were surveyed to find out how successful data-driven marketing has become in practice. Unfortunately, only 33% of respondents recognized their data-driven marketing strategy as “very successful.”

The reason for this varies from team to team; however, “improving data quality” and “integrating data across platforms” were cited as two of the top two obstacles. And while data management solutions can help to some extent, integrating other types of data between disparate B2B solutions tends to get real messy, real fast.

The result? Marketing professionals are left in a tug of war, as they struggle to compile insights about channel performance and create plans that strengthen results. We can all agree that this is hardly efficient. But the real problem is that this framework for data analysis emphasizes strategy and marginalizes the audience. This is backwards. Make no mistake: even the best marketing campaigns are rendered ineffective if they never reach the right leads. Read More

5 Tips to Run More Effective Lead Generation Webinars

You’ve set the date. You’ve found a speaker. Now comes the hard part: getting people to actually attend your upcoming webinar.

In an ideal world, an interesting topic would be enough to guarantee success. But unfortunately, that isn’t the case. Webinars fail for a number of reasons, so if you hope to capture – and maintain – your audience’s attention, you need to have a set plan in place, and an idea of how to overcome the roadblocks. Read More

The Top 5 Lead Generation Fears & How to Overcome Them

Lead generation can be scary. You put a ton of time and effort into each campaign, and still might not get as many responses as you’d hoped for. Maybe you’re reaching out to the wrong contacts. Maybe your content isn’t relevant. Or maybe it’s something else.

At ZoomInfo, we understand these fears, and are here to help. Read More

Data-Driven Marketing Benchmarks [Infographic]

If you’re using data to customize the customer experience, you’re not alone. Many organizations are now turning to data-driven marketing – the process of making decisions that arise from the analysis of data about or from customers.

In essence, this involves systematically extracting inferences from data sets to uncover trends and create opportunities that expand marketing effectiveness. Given this definition, most marketers understand the potential benefits. And yet, they may still struggle to meet objectives, citing poor quality B2B data and other concerns. So where does your organization stand? The experts at ZoomInfo put together this infographic to help you find out. Read More

Lead Qualification: The Key to Sales and Marketing Alignment

What makes someone a high-quality lead? If you don’t know, you’re in trouble. In fact, this can lead to misunderstandings – and even resentment – as sales claims they don’t have enough to work with, and marketing counters that the leads are there, but sales isn’t following up.

In this situation, it doesn’t matter who’s right; you need to settle your differences and agree on a lead qualification process. Read More

5 Sales and Marketing Solutions for Common Campaign Problems

There are many sales prospecting methods out there, including email, social media, and cold calling. But are the ones you’re using hurting you more than helping?

The fact is, sales and marketing teams often miss the mark. And in retrospect, many of the mistakes they make seem silly. Maybe their outreach efforts aren’t aligned. Or maybe they’re simply trying too hard to reach prospects.

Most sales reps truly do want to create good relationships with potential customers and have their best interests in mind. But in an effort to help, they can lose their way and use tactics that are less favorable. For that reason, you need to arm both your sales and marketing teams with the information they need to improve their outreach efforts. Read More