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Today’s B2B decision makers have access to more information than ever. Because of this, the traditional “sales cycle” has given way to the “buying process” and sales organizations are still adjusting—leaving two prevailing schools of thought:

Inbound: The first camp believes the best way to grow your business in the digital age is through inbound strategies that identify potential customers through free trials, educational content, etc.

Outbound: Old school sales leaders argue that sales is still a contact sport and that cold calling is, in fact, alive and well.

The truth—as always—lies somewhere in the middle. From an outbound perspective, market intelligence can alleviate common bottlenecks associated with prospecting.

More precisely, these solutions provide critical prospect and account intelligence, from essential contact information (e.g. phone numbers and email addresses) to detailed firmographic insights (e.g. revenue, company size, department structure, technology profiles, and much more).

Today we’ll teach you how to leverage sales and market intelligence to warm up your outbound sales strategies.

1. Be Useful

The primary argument against outbound sales is that it’s intrusive. Even though your product may be a great fit for the prospect, they never asked for your help. So why are you bugging them?

Market intelligence offers an easy way to become useful to a prospect rather than being intrusive. With knowledge of an account’s firmographics and a prospect’s background, your sales team can personalize their outreach and communicate how your solution can solve a specific business problem and improve results.

In the end, the goal is to transform an annoying conversation into a productive meeting.

2. Duplicate Success

Market intelligence provides you with an easy way to analyze common characteristics within your existing customer-base. This will help scale success by targeting accounts similar to your best buyers.

3. Increase Productivity

Market intelligence can help sales reps identify, connect with, and engage qualified prospects. Beyond those capabilities, market intelligence platforms can integrate with the tools you’re already using.

From CRM and sales automation tools to popular prospecting channels, leading solutions seamlessly fit into common workflows within the day-to-day role of a B2B sales rep- drastically increasing sales productivity.

Not convinced? Learn more about B2B sales success here:

Contact us today to learn more about ZoomInfo’s contact database solutions.

About the author

Ryan Hadfield

Ryan Hadfield is the Director of Marketing at ZoomInfo, the leading B2B contact data solution.

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