6 Reasons to Target Prospects Using Technographic Data

B2B technographicsHere’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more.

We don’t need to tell you who has the upper hand here. Continue reading “6 Reasons to Target Prospects Using Technographic Data”

5 Different Sales and Marketing Alignment Tips

sales and marketing alignmentSales and marketing alignment—it’s a topic we’ve covered countless times. And, as hard as we try to move on to different subject matter, alignment continues to be an area that many businesses struggle with. In fact, according to a recent study, 90% of marketers say that lack of sales and marketing alignment keeps them from reaching their marketing objectives (source). Continue reading “5 Different Sales and Marketing Alignment Tips”

How to Use Social Media for B2B Sales and Marketing

b2b sales and marketingIn a 2010 blog post, ZoomInfo covered the importance of social media in the business world. At the time, LinkedIn only had 64 million users (compared to the 467 million users today), Twitter had just introduced promoted tweets, and Instagram was brand new. Yet, analysts were already predicting the vast influence social media would come to have on B2B sales and marketing.

And they were not wrong.

Fast forward six years and 93% of B2B organizations are active on social media. In fact, the average B2B company is on 6 different social media channels (source).

In today’s post, we answer the same questions we asked six years ago to see how social media has evolved.
Continue reading “How to Use Social Media for B2B Sales and Marketing”

7 Ways to Optimize Landing Pages for B2B Lead Generation

Landing Pages

B2B sales and marketing professionals are constantly looking for ways to increase qualified website leads. In fact, according to IDG, 61% of marketers find generating high quality leads to be problematic for their organization (source).

So how do you fix a lead shortage? We say, go straight to the source—your landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight.

Continue reading to learn how.

Continue reading “7 Ways to Optimize Landing Pages for B2B Lead Generation”

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. Continue reading “Lights, Cameras, Action: How to Use Video in B2B Sales and Marketing”

Mobile Trends for B2B Sales and Marketing Success

Which device do you use most often to access the internet? If you’re like most B2B professionals, the answer is probably your cell phone, not your laptop. But don’t take our word for it. According to Google, 42% of researchers use mobile during the B2B purchasing process. And a Walker Sands study recently reported that 55% of millennials surveyed had led a buying decision in the last year.

So your target audience may be younger than expected and more mobile-savvy than ever. With this in mind, consider incorporating mobile into the sales process. Among other benefits, this allows you to increase productivity, leading to B2B sales and marketing success.

But how, exactly, can you incorporate mobile best practices into your organization? Continue reading “Mobile Trends for B2B Sales and Marketing Success”