Lights, Cameras, Action: How to Use Video in B2B Sales and Marketing

With the proliferation of hand-held cameras, everybody and their brother is a director. So naturally, we have migrated from text and images to video in every channel – on every device. Mark Zuckerberg, CEO of Facebook, put it simply, “I think video is a megatrend, almost as big as mobile.” Still not convinced it’s worthwhile? Contently claims that by 2020, 82% of all consumer internet traffic will be video.

Continue reading to learn how you can incorporate video into your B2B sales and marketing programs. Read More

How to Plan, Target, Execute, Debrief & WIN

Veterans Day is a powerful holiday that honors all those who have served in the United States Armed Forces. It is a time to reflect on our fellow Americans’ bravery, dedication and sacrifice – traits that are highly valued in the workplace.

With this in mind, we’d like to share key takeaways from Patrick “Lips” Houlahan’s session at AA-ISP UNITE. Houlahan is a former Marine A10 and F/A 18 “Top Gun” fighter pilot, who now works for Afterburner, a company that applies military precision to corporate team building & leadership development training. Read More

3 Ways to Use the Phone for B2B Sales Success

How many conversations does it take to turn a qualified prospect into a customer? Ask any B2B sales professional this question, and they’ll tell you a different number based on their personal experience.

Of course, some sales cycles will naturally be longer than others. But before you can even talk about closing the deal, you need to get the right people on the phone. And this is where sales reps tend to run into roadblocks, from wrong numbers to gatekeepers. Read More

5 Reasons to Cleanse Your Marketing Database

Last week, we covered the 4 Ways Data Quality Could Be Hurting Your Business. Today, we give you 5 more reasons to take the plunge and cleanse your marketing database.

1. Data decays at an alarming rate

According to a 2016 study, 69% of B2B marketers say old or outdated information is their biggest challenge to developing a database strategy (source: ZoomInfo). Read More

Quit Your One-Size-Fits-All Email Approach: 3 Ways To Optimize Your Email Campaigns

According to MarketingProfs, about 205.6 billion emails are sent every day… that is 88 emails for every human on Earth! And with 3,800% ROI, and $38 in return for every $1 spent, email marketing is far from dead.

However, devoting more of your budget to email campaigns is just half the battle to garnering decent returns. Many companies create one-size-fits-all email programs, or are not confident about the way to utilize their data in this regard. In fact, only 37% of respondents in a Business Insider study believe they use data-driven marketing “very successfully.”

Continue reading to learn how your company can master the art of campaign optimization. Read More

Use B2B Data to Leverage Lost Deals into Sales Opportunities

Deals are lost for many reasons. Sometimes, it’s due to a lack of fit. If that’s the case, there’s not much you can do. But as any good sales professional knows, you can often turn a ‘no’ into a ‘yes’ with the right strategy, a little patience, and a prospecting solution in your sales stack.

Specifically, with access to market intelligence, you can maximize the 5 C’s of effective data management. This means you can maintain a complete, correct and consistent database, with current information, and plenty of coverage. As a result, you’ll be able to improve the quality of your data, and stay in touch with leads you might otherwise have overlooked. Read More

Perfecting Your Sales Cadence with Market Intelligence

market intelligenceA recent paradigm shift has caused the “Digital Age” to merge with its predecessor, the “Information Age,” to spawn the “Age of the Customer.” The new era is best defined by the considerable leverage and control potential customers possess.

While the circumstances have changed, expectations for productivity have risen. The bottom line is, the “Age of the Customer” has put more pressure on sales to cut through the noise, connect, and transition qualified prospects to sales opportunities.

Keep reading to find out how market intelligence not only aids with prospecting, but also improves your sales cadence.
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Cleansing Your Marketing Database? Here Are Key Terms You Need to Know

If you’re a marketer, the end of 2016 means one thing: BUDGET SEASON! It’s time to look at programs and services, as well as the tools within your tech stack. The least exciting item on this list? Your marketing database.

No marketer wants to go there. It’s like buying a car; financially speaking, neither feels like a great investment, as both lose value by the second. In fact, 69% of B2B marketers say old or outdated information is their biggest challenge to developing a database strategy (source: ZoomInfo). Read More