The Importance of Cold Calling
With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales.
1. 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).
The Problem with Cold Calling
But the reality is—whether you’re a seasoned veteran or it’s your first day on the job—you probably don’t enjoy making cold calls. The reason for this is simple: if you’re not armed with the right resources, cold calling is uncomfortable and ineffective.
Continue reading “21 Statistics to Improve Your Cold Calls”
Well-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored.
Check out these misguided pieces of sales advice to learn more:
- More calls equals more success
Conducting 100 cold calls a day might make you look productive, but is it actually contributing to your bottom line? Instead of calling every lead that comes across your desk, take time to qualify and research those leads.
Also remember that a cold call doesn’t have to be “cold.” Your B2B data can help you warm up conversations and get you started on the right foot.
Continue reading “5 Pieces of Awful Sales Advice You Need to Ignore”
It seems everyone has advice on prospecting, from the best time to cold call to which days of the week executives are most likely to answer the phone. It’s hard to separate the myths from the truth, so the experts at ZoomInfo have gone ahead and done that for you.
Here are 5 data-driven tips for sales prospecting:
Continue reading “5 Data-Driven Sales Prospecting Tips”
If done correctly, investing in your B2B data can produce impressive results. In fact, companies that regularly maintain their database can realize 66% higher conversions to revenue compared to those that do not (source).
Unfortunately, when you work with a low-quality data provider, you run the risk of doing more harm than good. Consider this statistic: 40% of business objectives fail due to inaccurate data (source). So, how do you make sure the data you’re buying is top-notch? Try before you buy!
Continue reading for our top tips and best practices for selecting a B2B data provider.
Continue reading “Try Before You Buy: B2B Data Sampling Strategies”
Some might compare selling to a competitive sport, which is hard to disagree with. Sales professionals have monthly quotas to hit, just as athletes are expected to perform well and win. In the business world, sales professionals are under a lot of pressure to perform and sell. If they don’t, they could easily be replaced with someone who can outperform them. Continue reading “The Essential B2B Sales Stack”
There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.
As frustrating as it may be, data decay is a natural outcome of the ever changing B2B landscape; professionals are constantly changing positions, titles, locations and places of work, rendering data useless. Even if you don’t see the direct impact of dirty data to your bottom line, there is no question that your sales and marketing teams would perform even better if your contact data was regularly cleansed and optimized.
Still not convinced? Let’s see if some cold, hard facts can change your mind. Here are 36 statistics about dirty data that highlight the importance of database maintenance:
Continue reading “36 B2B Data Statistics: The Effect of Dirty Data on ROI”
By now, B2B leaders understand sales and marketing alignment is essential for growth. As we’ve discussed in previous posts, sales and marketing alignment isn’t a new concept – yet, many companies still struggle to establish a strong connection between the two departments.
Today, we unpack a hidden culprit behind poor sales and marketing alignment—technology. Hear us out.
Both sales and marketing departments rely heavily on software to operate effectively. For sales, a CRM (customer relationship management) tool is the software of choice, while marketing often relies on automation tools. When two departments operate differently, communication becomes difficult. So, what’s the solution? Continue reading “How to Integrate Sales and Marketing Tools to Facilitate Alignment”
Often, sales reps who fail to hit the phones hard, wonder how they missed their quota. That said, not all sales outreach is created equal. Consider the following:
- It takes 22 minutes to connect using switchboard numbers, but with direct dials it only takes 5 minutes (source).
- When dialing a direct dial phone number at the director level, your SDR is 46% more likely to connect (source).
- On top of that, when dialing a direct dial number at the VP level, your SDR is 147% more likely to connect (source).
The lesson here is clear: while access to direct phone numbers will not alleviate every pain point related to sales outreach, chances of connecting with prospects is significantly higher compared to calling into company switchboards. Continue reading “The Impact of Direct Dials on Sales Productivity”
Account based selling is becoming the go to strategy for businesses looking to accelerate their revenue growth. The process requires an alignment between your sales, marketing, and customer success teams, and depends on your sales team to create a personalized outreach strategy that addresses the pain points of decision makers at each company.
Steps to Executing an Account Based Selling Approach:
Continue reading “Account Based Selling: 4 Steps to Executing a Successful Strategy”
B2B sales training is a big investment. Not only is it expensive, but your sales team loses prime selling hours in order to attend.
Yet, sales training programs can improve the overall bottom-line of your organization. In fact, according to CSO Insights, organizations that complete highly rated sales training programs can increase revenue by up to 106.7% (source).
Continue reading to learn why your organization should invest in sales training this year:
Continue reading “Get More from Your B2B Sales Training”