May 2019 B2B Blog Post Round-Up

round-up

Welcome to the May edition of the ZoomInfo B2B Blog Post Round-Up series. For those of you who are new to this series, we use each monthly round-up to feature content created by the ZoomInfo writers for outside publications. These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth.

Today’s installment features content about getting ahead in your career, personalized marketing, lead generation roadblocks, brand trust, and more! So, without further hesitation, let’s take a look at our favorite B2B content from the month of May.

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7 Ways to Run More Efficient Business Meetings

business meetings

If you’ve worked in business for any length of time, you’ve attended two very different types of meetings. First, there are effective business meetings, where employees share necessary information, collaborate efficiently, and develop next steps to solve their shared problems.

And then there are the meetings where to put it simply, nothing gets done. You sit in a room with your colleagues and collectively spin your wheels for an hour, and by the time you leave you’re in the same place you were before you started the meeting— except now you’re frustrated about the time you just wasted.

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Data: The Key to Account-Based Marketing Success

account based marketing dataAccount-based marketing has seen a surge in popularity over recent years. In fact, over 90% of B2B marketers say they recognize the value of ABM as a must-have strategy (source). There’s only one problem, however– 60% of marketers also say that the overall health of their data is unreliable (source). You might be thinking, what does data have to do with account-based marketing?

The simple answer? Everything. Every step you take to implement ABM is fueled by data. If the data you have access to is thin, unorganized, or inaccurate, you’ll never have the insights you need to make your ABM strategy a success. Continue reading “Data: The Key to Account-Based Marketing Success”

6 Common B2B Sales Problems and How to Avoid Them

b2b sales problems

There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on. While some of these problems are easily recognizable, some of the most common obstacles that stand in the way of your success are hard to identify.

Today, we explore some of the more common sales problems—problems you might not even know you’re facing.

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10 Metrics to Measure B2B Marketing Webinars

b2b marketing webinarsB2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. Among such strategies, webinars come out on top.

Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service. This format allows companies to engage with prospects and customers and receive feedback in real-time. As these statistics show, webinars have become a favorite tactic of many B2B marketers: Continue reading “10 Metrics to Measure B2B Marketing Webinars”

The Sales Manager’s Guide to Selecting a Data Provider

data provider

Although B2B data certainly isn’t the most exciting sales topic– it happens to be one of the most important. After all, account and contact data is the fuel that enables your revenue engine to run smoothly. Without it, your sales team wouldn’t be able to identify, target, and connect with their target prospects and companies.

But, anyone in sales will tell you that finding and maintaining high-quality data is a full-time job. Today, we hope to demystify the process of selecting a B2B data provider and help you answer your most pressing B2B data questions. Like, which provider should I work with? Do I need to work with a provider at all? And, is there really any difference between the companies offering sales intelligence solutions?

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6 Important Social Selling Mistakes to Avoid

social selling mistakesSocial selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics (source):

  • 78% of salespeople using social media perform better than their peers.
  • Social sellers generate 38% more new opportunities than traditional sellers.
  • 62% of employees at large companies say social selling enables them to build stronger, more authentic relationships with customers and prospects.

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Improve Your B2B Sales Process with Company and Contact Data

company and contact data

True sales productivity boils down to two things: numbers and time. How many calls can you make in a day? How much time do you spend on selling vs. non-selling activities? More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day?

A quick Google search will lead you to plenty of lists claiming to offer the best sales productivity hacks and tricks you need to increase sales productivity. Although many of these tips are valid, the key to improving your B2B sales process is far simpler than you might think– and it comes in the form of company and contact data.

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12 Easy Fixes for Your Bad Sales Habits

bad sales habits

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity (source).

Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of. Continue reading “12 Easy Fixes for Your Bad Sales Habits”

4 Ways to Recruit Like a Marketer

recruitment marketingIn today’s chaotic hiring market, recruitment marketing has emerged as a widely adopted practice among recruiters and HR professionals. By definition, recruitment marketing is a tactic used by an organization to source, manage, and nurture passive talent — before they apply for an open position.

Pursuing passive candidates may seem counter-intuitive at first, but recruitment marketing works. Check out these statistics: Continue reading “4 Ways to Recruit Like a Marketer”