The end of the year is almost here, which means it’s crunch time for B2B sales professionals. The question is, are you going to hit your quota, exceed expectations, or fall short? If it’s looking like the third option, don’t give up just yet.
With B2B data, you can improve your prospecting and reach more of the right buyers.
Continue reading to learn about 3 ways to use data for B2B sales outreach:
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:
In a 2010 blog post, ZoomInfo covered the importance of social media in the business world. At the time, LinkedIn only had 64 million users (compared to the 467 million users today), Twitter had just introduced promoted tweets, and Instagram was brand new. Yet, analysts were already predicting the vast influence social media would come to have on B2B sales and marketing.
And they were not wrong.
Fast forward six years and 93% of B2B organizations are active on social media. In fact, the average B2B company is on 6 different social media channels (source).
In today’s post, we answer the same questions we asked six years ago to see how social media has evolved.
Account-based marketing (ABM) just had its hype year.
But as Forrester Research explains, companies need to be prudent in how they budget and forecast for ABM. “As a growing hoard of products, partnerships, events, and associations jump into this market with gold-rush-like intensity, B2B marketers are in danger of falling for the fool’s gold of unrealistic revenue windfalls and investment returns” (source: Vendor Landscape: Account-Based Marketing, Q4 2016).
So, what sort of investments does your company need to consider while developing an ABM strategy? Let’s review:
B2B sales and marketing professionals are constantly looking for ways to increase qualified website leads. In fact, according to IDG, 61% of marketers find generating high quality leads to be problematic for their organization (source).
So how do you fix a lead shortage? We say, go straight to the source—your landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight.
Continue reading to learn how.
We’ve all heard it before: the prediction that B2B sales as we know it will soon become obsolete. In fact, Forrester has forecasted that 1 million U.S. B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.
But this is old news. In 2010, we even published a blog post on the topic. At the time, our stance was in line with what other sales leaders were saying. The main takeaway: there’s no denying that the sales process has changed. However, as long as reps continue to provide value, there will still be a place for them.
Fast forward six years, and this point is still valid. But we’d like to elaborate a bit more, given all the new technologies that have popped up on the marketplace.
Continue reading to learn about some of the technological advances that have helped – rather than hurt – B2B sales reps:
The accessibility of electronic devices and sales solutions has made it easier than ever to reach prospects and execute sales without any face-to-face interaction.
However, one model indicates human communication is comprised of 7% words, 38% paralinguistic (the way that the words are said), and 55% facial expression or body language. Applying this to B2B sales, in-person meetings are still one of the most effective ways to close a deal—regardless of technological advances.
Before you abandon your email and phone strategies, it’s important to note that phone calls and emails are still an essential component of most sales outreach. Here’s our take:
Enterprise sales stacks have risen to prominence for a variety of reasons. To start, every organization has a unique approach to sales that involves different needs, processes, channels and initiatives. A one-size fits all solution is simply not feasible. So, it should come as no surprise that 50 percent of sales development organizations leverage 5 or more technology applications (source: TOPO).
Truthfully, though, these applications range in importance and adoption. At the very least, most stacks comprise of a CRM and sales automation tools. Others include gamification software or predictive analytics. But make no mistake, it’s also important to invest in a market intelligence solution—like ZoomInfo. Let’s explore three reasons why. Read More
The end of Q4 is approaching, and you’ve already landed a whale. That’s great! But before you get too complacent, remember that Q1 is just around the corner.
So, what are you going to do when your manager asks you to find another big-name brand – one that will be just as profitable as the last client you brought in?
Continue reading to learn how market intelligence can help you find your second whale: Read More
On December 2nd, 2009 ZoomInfo published a blog post discussing the value of Twitter as a sales tool.
7 years later, sales professionals are still having the same debate about social selling. Is Twitter a waste of time, or is it an indispensable part of the B2B sales stack? We say, it all depends on how you use it.