10 Best Sales and Marketing Blog Posts of 2016

sales and marketing blogAlthough 2017 has officially begun, we’re not quite ready to let go of 2016. The ZoomInfo team spent the year creating some truly exceptional pieces of content and we want to share them with you.

This round up contains our most popular sales and marketing blog posts of 2016.  Continue reading for cutting edge tactics, innovative tips, and sales and marketing insights that will set your strategy on the right path for 2017. Read More

3 Ways to Warm up Cold Calls

cold callEven the most experienced B2B sales professionals aren’t thrilled by the idea of picking up the phone and calling a new business prospect. Yet, cold calling is still an essential part of selling. In fact, 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).

Continue reading for our three tips to warming up cold calls.

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The Pros and Cons of Standardized Job Descriptions

standardized job descriptionsJob descriptions are an important part of hiring and managing employees. But, if you’ve ever written one, you know how difficult it can be to succinctly explain the full depth and breadth of a given position. In the face of this challenge, many companies and recruiters have turned to standardized job descriptions to advertise new openings.

Although not all jobs are the same, there are many elements of a job description that never change. According to Salary.com, these are: job title, location, Fair Labor Standards Act status, position summary, major responsibilities, job qualifications, and working conditions.

These elements can be used to develop a reusable template or standardized job description. While this type of job posting can streamline the hiring process, there are some drawbacks.

Let’s take a look. Read More

How to Enrich Your Marketing Database [Infographic]

enrich marketing databaseYou’ve probably heard people say sales is a team sport. But what about marketing? If you think about it, B2B marketers are a lot like football players (really)! Stick with us here: your goal is to win big, creating effective campaigns that generate leads. But that doesn’t always happen. Maybe your B2B data is outdated, preventing you from getting the first down. Or maybe there’s an interception, as you try – and fail – to pass leads on to sales. Either way, there’s room for significant improvement. Read More

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