ZoomInfo BlogBlog

B2B Sales

How to Use Org Charts for B2B Sales
B2B Sales

An organizational chart is a roster for sales – it shows the position everyone plays in an organization. A roadmap to your buyer. A sales-prospecting blueprint to identify the decision-makers at target accounts. And they deserve more credit! Read on to see how to navigate org charts and boost your odds!

Read More
What is Buyer Intent Data? A Guide for 2020
B2B Sales

The average B2B buyer is mostly through the buyer journey before they ever engage with a salesperson. So how do you intercept buyers in the early part of their journey? You use intent data. Intent data predicts purchase intent by analyzing a prospect’s behavior across the web. Learn how it can help you beat the competition to a deal.

Read More
Why Sales Reps Need Access to Company Hierarchy Data
B2B Growth B2B Sales

There’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 […]

Read More
How to Build a Sales Territory Plan with a Buyer-Centric Approach
B2B Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to […]

Read More
Pitch Perfect: Selling to the Chief Marketing Officer
B2B Sales

They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO. We asked Jill Konrath, best-selling author and speaker on the subject of […]

Read More
Cold Call Sales Voicemail Scripts That Get Callbacks
B2B Sales

We’ve talked about cold calls time and time again on the ZoomInfo Blog. Do they work? How can you find more success with cold calling? And so on. But we’ve yet to discuss the next step after your cold call fails to get picked up. So without further ado, here’s Account Executive Dave Harris on […]

Read More