3 Ways “Company Attributes” Can Help you Identify and Engage with Your Target Audience

buyer personaIn late 2016, ZoomInfo launched a new feature to our platform called Company Attributes. With this tool, customers can now quickly select accounts that match their value propositions, based on multiple layers of specific criteria. The growing list of nearly 200 attributes covers characteristics like sales and marketing technologies, department size and structure, location, founding date, website ranking, and more.

Let’s take a look at how this feature can help B2B marketers better identify and engage with their target audience.

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ZoomInfo’s 10 Most Popular Company Profiles in 2016

Each ZoomInfo product is fueled by a comprehensive B2B database of companies and business professionals. In the past year alone, our company directory has received over 15 million visits—and for good reason.

Our business profiles are a valuable source of market intelligence and contain information on more than 10 million organizations. Use our tools to search for a specific company, employees within that company, revenue information, recent web mentions, financial details, and more.

For a quick preview of ZoomInfo’s company data, check out this list of our ten most popular companies—by profile visits—in 2016. Read More

7 Questions to Ask Before Creating Your Next Email Campaign

marketing campaign optimizationIf you want better email marketing results, you need to write better content. In most cases, the issue isn’t the quality of your writing; it’s the type of content, the topic, or your delivery that fails to connect with your audience.

So how do you create an email marketing strategy that achieves your desired results? Start by asking yourself the following questions: Read More

6 Ways to Re-Engage Inactive Email Subscribers

campaign optimizationDid you know that the average permission-based email list contains 60% inactive subscribers (source)?

Despite your best efforts to mix up content, experiment with subject lines, and test optimal send times, it can be difficult to connect with “dead” subscribers.

Today, we show you six campaign optimization tips that will help re-engage your inactive subscribers.

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Improve Your Outbound Sales Strategies with Market Intelligence  

market intelligenceToday’s B2B decision makers have access to more information than ever. Because of this, the traditional “sales cycle” has given way to the “buying process” and sales organizations are still adjusting—leaving two prevailing schools of thought:

Inbound: The first camp believes the best way to grow your business in the digital age is through inbound strategies that identify potential customers through free trials, educational content, etc.

Outbound: Old school sales leaders argue that sales is still a contact sport and that cold calling is, in fact, alive and well.

The truth—as always—lies somewhere in the middle. From an outbound perspective, market intelligence can alleviate common bottlenecks associated with prospecting.

More precisely, these solutions provide critical prospect and account intelligence, from essential contact information (e.g. phone numbers and email addresses) to detailed firmographic insights (e.g. revenue, company size, department structure, technology profiles, and much more). 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 Sales Rep’s Guide to Meeting with the C-Level

b2b salesEver try to set up a meeting with a senior-level executive? Then you know how tough it is to connect with these busy people who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, assistants are trained to protect the C-level from unnecessary interruptions.

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

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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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The 5 Cs of Data: A Complete Guide to B2B Data Quality

b2b dataB2B data isn’t glamorous. Yet, without it, sales wouldn’t happen and successful campaigns wouldn’t exist. To make things more complicated, data decays rapidly as people change jobs, companies go out of business, and mergers occur. In fact, 62% of organizations rely on inaccurate prospect data (source).

Continue reading to learn how to analyze your existing marketing database and achieve company growth in 2017.

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