10 Most-Read Sales Articles of 2018

most-read sales articlesFor most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge.

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way.

Continue reading “10 Most-Read Sales Articles of 2018”

Why Sales Reps Need Access to Company Hierarchy Data

company hierarchy dataThere’s no way around it, modern sales organizations need access to high-quality data in order to identify potential customers and engage with key stakeholders efficiently.  And, unfortunately, even the most robust data set may not be as complete as you think.

As the marketplace becomes increasingly competitive, sales professionals will need a more diverse and comprehensive set of data points to work with—including the subject of today’s post: Company hierarchy data. Continue reading “Why Sales Reps Need Access to Company Hierarchy Data”

Give the Gift of Automated Data Maintenance [Infographic]

b2b data cleansing“Organizations must shift their focus from one-time data cleansing to ongoing data maintenance to turn the tide.” –SiriusDecsions

B2B data isn’t glamorous. Yet, it’s a critical resource for both sales and marketing teams. Unfortunately, even if you invest in high quality data—it decays rapidly as people change jobs, companies go out of business, and mergers occur.  Continue reading “Give the Gift of Automated Data Maintenance [Infographic]”

The Ultimate List of YouTube Channels for Sales Professionals

youtube channels for salesThanks to the influx of information made available online in the last decade or so, modern business professionals are thriving.  With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development.

Although Google is widely known as both a professional and personal resource, YouTube—a Google subsidiary—is seen mostly as a personal resource and has yet to earn the same reputation with business audiences. But, we say, if you aren’t using YouTube to hone your skillset, pick up new tips and tricks, or stay up-to-date on industry news, you’re missing out. Continue reading “The Ultimate List of YouTube Channels for Sales Professionals”

How to Shorten Your Sales Cycle with Social Media

shorten the sales cycle with social mediaThe B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Thanks to modern technology, more decision-makers are involved in the average B2B purchase and, as a result, the way buyers find and consider products has changed dramatically.

Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. Fortunately, there are several modern ways for B2B organizations to shorten their sales cycle. And today, we’re focusing on one in particular—social media. Continue reading “How to Shorten Your Sales Cycle with Social Media”

The B2B Sales Rep’s Guide to Facebook

facebookIt’s no secret that social selling can have a huge impact on a B2B organization’s bottom line. In fact, sales reps who leverage social selling are 79% more likely to attain their quota than those who do not (source).

However, as impressive as this looks, B2B sales reps have been slow to adopt social media as an important sales tool. One study reported only 31% of sales reps use social media in their day-to-day sales process (source). Continue reading “The B2B Sales Rep’s Guide to Facebook”

November 2018 B2B Blog Post Round-Up

b2b blog post round-upWelcome back to our monthly B2B Blog Post Round-Up. We publish this series to recognize our favorite pieces of B2B content published each month. Similar to the content published here on the ZoomInfo blog, these pieces are intended to help sales, marketing, and recruiting professionals with their day-to-day job responsibilities.

Today’s round-up covers the world of corporate social media policy, vanity metrics, candidate personas, and more! We hope you stick around and find inspiration in our November blog post picks. Let’s get into it! Continue reading “November 2018 B2B Blog Post Round-Up”

4 Ways Technology Changed the B2B Selling Process

b2b selling processTechnological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in technology, you fall behind your competitors. Don’t let this happen to you!

Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. Keep reading! Continue reading “4 Ways Technology Changed the B2B Selling Process”

Dynamic Data: Why B2B Businesses Must Abandon Static Data

dynamic dataHere on the ZoomInfo blog, we regularly cover topics related to business data and business data management. In fact, there are very few aspects of business data we have yet to cover. But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. That is, the switch from static to dynamic data management.

Today’s blog post explores the difference between static and dynamic data. We also look at why this transition is critical to the success of the modern business. Let’s get into it. Continue reading “Dynamic Data: Why B2B Businesses Must Abandon Static Data”

Win More Business on Your First Call: A Beginner’s Guide

win more businessFirst impressions are important – especially as a sales rep trying to win more business. When you get on the phone with a potential buyer for the first time, every word you use can make or break a future sale.

With so many tasks to accomplish during a first call, it’s easy to forget the simplest one – making a good first impression. Continue reading “Win More Business on Your First Call: A Beginner’s Guide”