How to Get More Value From Your B2B Data Purchase

b2b data

Data is a big investment—if you research vendors and invest intelligently, it can have a dramatic impact on your company’s financial success and growth; but if you’re not smart about your purchase, bad data quickly becomes a costly mistake.

Don’t let your data come back to bite you. Check out our tips for getting the most out of your purchase.

Continue reading “How to Get More Value From Your B2B Data Purchase”

3 Key Metrics to Increase Your Sales Productivity

Sales is a numbers game. And more often than not, those numbers exclusively revolve around revenue. That’s why, when sales leadership looks at their team’s activity to measure productivity, common metrics include:

  • Number of actions (calls/emails) per day: How many times have sales reps tried reaching out to potential buyers?
  • Opportunity creation: How many opportunities, for how much potential revenue, are a result of sales reps’ activity?
  • Closed won/lost business: Looking down the funnel, what’s the aggregate close rate of qualified opportunities?

Here’s the problem with the above metrics: sales productivity should be measured by KPIs that depict both the effectiveness of outreach and the efficiency at which reps perform those tasks. But the analysis, and subsequent insight, gained from these metrics focus too much on effectiveness and largely ignore day-to-day activities, which impede efficiency. Continue reading “3 Key Metrics to Increase Your Sales Productivity”

3 Red Flags to Watch Out For When Purchasing Contact Data

Far too often, marketing and sales teams expect qualified leads to proactively find their company’s solution online, and raise their hands for help. This strategy can work, especially in today’s digital world. That being said, if you’re looking to achieve exceptional growth, you need to marry inbound and outbound strategies.

In order to do so, many companies are turning to B2B contact data providers, which can help them eliminate the guesswork and reach more of the right contacts within their target market.

But before we get too far ahead of ourselves, let’s discuss vendor selection. Continue reading “3 Red Flags to Watch Out For When Purchasing Contact Data”

Diligently Investing in B2B Contact Data – Why the “Cost-Per-Record” is Only the Tip of the Iceberg

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Here at ZoomInfo, the sales team often hears in conversations with folks who are evaluating B2B contact data providers that the “cost-per-record” is a large influencing factor, if not the most important factor, to decide where they decide to invest their sales and marketing budget.

We challenge you to think about how the financial impact of the records you invest in goes much further than the up-front cost of each record. There is often a forgotten expense that doesn’t show up on the invoice; let’s explore. Continue reading “Diligently Investing in B2B Contact Data – Why the “Cost-Per-Record” is Only the Tip of the Iceberg”