6 Ways to Establish a Trustworthy Brand

trustworthy brandThe strongest brands have one thing in common– a loyal base of trusting customers. Trust is at the center of every business strategy– without it, you’ll struggle to, develop relationships, win business, and retain customers.

Jim Stengel, former global marketing officer of Procter & Gamble puts it best, “We’re seeing more of an emphasis on brands building emotional relationships with consumers because it’s powerful and it works. When you do it, you have a much stronger affinity, a much stronger business, much stronger growth, and much stronger results.” Continue reading “6 Ways to Establish a Trustworthy Brand”

7 Ways Dirty Data is Hurting Your Bottom Line

dirty data

Using dirty data to fuel your business initiatives is akin to putting the wrong type of fuel in your car.  You think you’re doing everything right to keep your car running smoothly when, in reality, you’re doing serious damage to your engine.

Consider these statistics (source):

  • 40% of business objectives fail due to inaccurate data.
  • It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done.
  • Bad data costs U.S. businesses more than $611 billion each year.

These numbers may catch your attention— but statistics alone don’t explain how and why dirty data hurts your bottom line. Without additional context, it’s easy to see why some companies continue to neglect data hygiene. In today’s blog post, we’re digging a bit deeper into the issue of dirty data. Let’s get into it!

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4 Foolproof Ways to Beat Price Objections

price objectionsAs a B2B sales rep, you already know objections are an unavoidable part of your job.  Yet, as we explained in a recent blog post, there are many tips and tricks sales reps can use to bypass common objections during the sales cycle.

Research shows price objections are the number one objection sales rep face—but half of all price objections are phony (source). Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. They’re really saying, “You haven’t demonstrated the value of your product and therefore, I’m not ready to spend my money on it.”   Continue reading “4 Foolproof Ways to Beat Price Objections”

48 Shocking B2B Social Selling Statistics

B2B social selling statisticsThere’s no way around it: Social media has drastically changed the way modern companies do business. As a society, our constant need to be connected has expanded our pool of potential customers and made them infinitely more reachable.

But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area. This means reps at your company could be missing out on interested leads, important sales conversations, and ultimately, revenue.

Continue reading “48 Shocking B2B Social Selling Statistics”

7 Ways to Optimize Your Lead Generation Landing Pages

lead generation landing pagesB2B sales and marketing professionals are constantly looking for ways to increase their qualified website leads. In fact, 85% of B2B marketers say lead generation is their most important content marketing goal (source). Yet, a staggering 80% of marketers also say their lead generation efforts are only slightly or somewhat effective (source).

So we’ll pose this question: How can marketers quickly and easily improve their lead generation efforts? We say, go straight to the source—your lead generation landing pages. With just a few small adjustments, you can increase your conversion rate and generate more leads overnight. Continue reading “7 Ways to Optimize Your Lead Generation Landing Pages”

February 2019 B2B Blog Post Round-Up

blog post round-upWelcome back to our B2B Blog Post Round-Up series. We took two months off to plan for the upcoming year. But, we’re back and better than ever with our February 2019 installment. For those of you who aren’t familiar with this series, let us explain. We use this monthly post to highlight the great work the ZoomInfo team has contributed to outside publications.

The February edition features content about recruiting nightmares, inadequate buyer personas, key considerations for technology buying, and so much more. Let’s get into it!

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Beating A Prospect’s Defense [Infographic]

beating a prospects defenseSales and football have a lot in common. If you’re among the many readers who just rolled their eyes—hear me out! Both activities are games of strategy and neither your reps nor your team will win big without the right resources.  Among other factors, both require a good coach, lots of practice, a sense of urgency, the drive to win, incredible focus, and insight into the competition. I could continue, but I’ll do us both a favor and leave it at that.

In both sales and football, there’s one major obstacle that stands in the way of winning—and that’s the other team’s defense.  In sales, the other team your prospect and their defensive line is an objection to your sales pitch. Continue reading “Beating A Prospect’s Defense [Infographic]”

#ChatZoomInfo: 2019 ZoomInfo Twitter Chat Schedule

#ChatZoomInfoIn 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data.  The ultimate goal of #ChatZoomInfo is to engage with the diverse group of professionals, customers, and partners who follow ZoomInfo on Twitter.

Whether you’re looking for a daily dose of inspiration or simply want to network with the best in the business, #ChatZoomInfo is for you. Keep reading for important details!

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How to Build the Ultimate Sales Prospect List

sales prospect listIf you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Think about it- you might be the most skilled salesperson at your company, but if you’re reaching out to the wrong people, your sales skills will have no impact on their desire to purchase your product.

Although sales is a numbers game, most professionals caution against casting a wide net in the hopes of catching a sale. Instead, modern sales professionals find success by creating and reaching out to hyper-targeted lists made up of only the most qualified prospects.

Continue reading “How to Build the Ultimate Sales Prospect List”