In the last week or so, we’ve published lists of our best business infographics and our most popular company profiles. Today, we give you a list of this year’s best blog posts. As previously mentioned, we published 186 blog posts this past year—and while we’re proud of that number, we’re always working to improve and grow our content library.
Stick with us in 2018 for more content to improve your sales, marketing, and recruiting initiatives. Here’s a little sample of the content you can expect to see.
Most Popular Blog Posts of 2017
1. 12 Ways to Handle Sales Pressure
It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization.
Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” (source)
In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. Keep reading!
Read the entire post here: 12 Ways to Handle Sales Pressure.
2. Dangerously Good Communication Tactics with Chris Voss
Communication is the conduit for action. During a hostage crisis, the right exchange can quite literally save lives. In the relatively less dangerous world of business, the right communication strategies can save the bottom line.
Chris Voss, speaker at Zoominfo’s 2017 Growth Acceleration Summit, is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. Chris’s years of experience in international crisis and high-stakes negotiations have helped him develop a unique program of globally proven business communication techniques.
Check out our Q&A with Chris as he discloses classified strategies for better communication in any scenario:
Read the entire post here: Dangerously Good Communication Tactics with Chris Voss.
3. Data Decay: Is Your B2B Business Database Full of Rotten Apples? [Infographic]
Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with a B2B database that is cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.
The experts at ZoomInfo put together an infographic outlining data decay’s costly impact. Here are some statistics for you to pay attention to:
- 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate
- Up to 25% of B2B database contacts contain critical errors
- 40% of business objectives fail due to inaccurate data
- 1-10-100 rule: It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done
Learn more about data decay and its impact on your B2B business database.
Read the entire post here: Data Decay: Is Your B2B Business Database Full of Rotten Apples? [Infographic].
4. The B2B Sales Rep’s Guide to Building Trust Quickly
Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your prospects be any different?
In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done. In fact, only 3% of buyers trust sales reps (source).
If that statistic has left you shaken, fear not. We’ve compiled a comprehensive guide to help you build trust with your prospects. Keep reading!
Read the entire post here: The B2B Sales Rep’s Guide to Building Trust Quickly.
5. 20 Sales and Marketing Alignment Statistics
Aligning sales and marketing should be one of your organization’s top priorities. These two teams may not always agree, but they need to work toward common goals. In fact, when both departments communicate effectively, they can generate more leads and increase revenue. Still not convinced? Check out these 20 sales and marketing statistics:
Read the entire post here: 20 Sales and Marketing Alignment Statistics.
6. The Pros and Cons of Standardized Job Descriptions
Job 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 the entire post here: The Pros and Cons of Standardized Job Descriptions.
7. 5 Must-Follow B2B Marketing Influencers
In the age of social media, influencer marketing has become wildly popular—even among B2B organizations. But, unlike the B2C market, it’s not always easy to identify the thought leaders with the most social pull within the B2B community.
Read the entire post here: 5 Must-Follow B2B Marketing Influencers.
8. Cure for the Common Cold Call [Infographic]
Even the most experienced sales reps don’t enjoy picking up the phone to call a complete stranger. 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).
If your team’s performance is lagging and your cold calls are falling flat, it’s time to conduct an audit of your B2B database. Quality data is the fuel of any successful sales team. Without it, your prospects will remain unreachable and quotas won’t be met.
Check out the following infographic to learn how you can warm up cold calls and increase sales productivity!
Read the entire post here: Cure for the Common Cold Call [Infographic].
9. How to Create a World-Class Marketing Team with Mike Volpe
“Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results.” – Andrew Carnegie
Mike Volpe, current CMO at Cybereason and speaker for the 2017 Growth Acceleration Summit, knows a thing or two about assembling a winning marketing team. After all, as employee number five and former CMO at HubSpot, he helped grow the company from about a dozen beta customers to over 15,000 customers, 1,000 employees, $150m in revenue, and an IPO leading to a $1.7B market cap.
Read our Q&A with Mike to uncover the lessons he learned along the way.
Read the entire post here: How to Create a World-Class Marketing Team with Mike Volpe.
10. 25 Must-Tweet Moments from the 2017 Growth Acceleration Summit
On September 13th and 14th we held the second annual Growth Acceleration Summit in Boston, MA. The best and brightest in the B2B world came together to give talks, facilitate workshops, and network.
All in all, it was a great success! For those who weren’t able to attend, we compiled the top 25 must-tweet moments. Check it out:
Read the entire post here: 25 Must-Tweet Moments from the 2017 Growth Acceleration Summit.
And there you have it—our most popular blog posts of 2017. We hope 2018 brings you and your company success. Stick around in 2018 for more high-quality content from our sales and marketing blog!