Analysts and professionals alike tend to argue account-based marketing (ABM) is not new. On the surface, this is an accurate statement. However, ABM practitioners have evolved the strategy from development to implementation.
So, what does a modern ABM strategy look like? Instead of wading through a series of vague “how-to kick-start your ABM strategy!” talking points, I thought it would be more helpful to examine an ABM program ZoomInfo executed this past summer. In just 90 days, we were able to increase our pipeline by 114% and customer base for this particular product by 30%. Continue reading “A Look at a Killer Account-Based Marketing Plan”
Bob Peterson is the Research Director in the Account-Based Marketing category at SiriusDecisions. On September 13th, at the Revere Hotel in Boston, MA, he will be presenting at ZoomInfo’s first annual Growth Acceleration Summit.
In anticipation of his keynote, we sat down with Bob to talk about everything account-based marketing.
Continue reading “Account-Based Marketing Q&A with SiriusDecisions”
Sales is a numbers game. And more often than not, those numbers exclusively revolve around revenue. That’s why, when sales leadership looks at their team’s activity to measure productivity, common sales productivity metrics include:
Number of actions (calls/emails) per day: How many times have sales reps tried reaching out to potential buyers?
Opportunity creation: How many opportunities, for how much potential revenue, are a result of sales reps’ activity?
Closed won/lost business: Looking down the funnel, what’s the aggregate close rate of qualified opportunities?
Continue reading “3 Key Sales Productivity Metrics”
The new digital world has fragmented the sales funnel. The irony? We’re now much more connected, but decision makers are harder than ever to reach.
To combat this, companies are investing in sales solutions to help sales development representatives (SDRs) identify, connect with, and transition qualified prospects into opportunities.
In fact, according to Docurated, organizations plan to spend between $20,000 – $24,000 per salesperson on technologies that maximize productivity and effectiveness. However, because each tool is so different by nature, a one-size-fits-all solution does not exist. Instead, organizations are turning to “sales technology stacks.” Continue reading “Does Your Sales Technology Stack Solve These Sales Problems?”
Far too often, marketing and sales teams expect qualified leads to proactively find their company’s solution online and raise their hands for help. This strategy can work, especially in today’s digital world. That being said, if you’re looking to achieve exceptional growth, you need to marry inbound and outbound strategies.
In order to do so, many companies are turning to B2B contact databases and providers to help eliminate the guesswork and reach more of the right contacts within their target market.
But before we get too far ahead of ourselves, let’s discuss vendor selection. Continue reading “4 Red Flags to Watch Out For When Purchasing Contact Data”
The most valuable asset recruiters have is time. Constantly bouncing between taking calls, sourcing candidates, searching for contact data or responding to emails, there’s no shortage of work to be done. Because of this, our attention is constantly being diverted away from what we’re working on with distractions lurking behind every corner.
Allowing yourself to become distracted, disengaged or unproductive can have some pretty severe consequences. The most common of which is additional stress from inefficient use of time, but recruiters also run the risk of missing quotas, letting candidates fall through the cracks and, if left unchecked, termination.
Continue reading “8 Productivity Tips for Recruiters”
In recent years, there has been a shift in the B2B industry. While marketers have always been under pressure to generate a large number of qualified leads for their sales team, now they must do so while also navigating a largely customer-driven environment.
This means they can no longer send out generic email blasts and expect to hear back. Instead, marketers are making an effort to create more personalized marketing, and are using a number of different technologies to streamline this process. Continue reading “The Essential B2B Marketing Stack”
If you received 1,000 leads today, could you turn them into business? How many of those would actually become paying customers and how many would ignore you until they get the energy to say no?
The sales industry is caught up in B2B lead generation. Companies harvest leads from lead providers without guaranteeing their ROI. They might think enough leads will equal business, but without the right follow-up process, all companies actually get is radio silence. Continue reading “9 Sales Follow-Up Strategies to Stop Wasting Leads”
Yesterday saw Salesforce’s return to Boston for their Salesforce World Tour customer conference. As with all Salesforce professional events, the world tour went off without a hitch.
Though considerably smaller than Dreamforce, World Tour Boston was still chock-full of great breakout sessions, interesting speakers, and inspiring customer stories. Continue reading “6 Key Takeaways from Salesforce World Tour Boston”
Here at ZoomInfo, the sales team often hears in conversations with folks who are evaluating B2B contact data providers that the “cost-per-record” is a large influencing factor, if not the most important factor, to decide where they decide to invest their sales and marketing budget.
We challenge you to think about how the financial impact of the records you invest in goes much further than the up-front cost of each record. There is often a forgotten expense that doesn’t show up on the invoice; let’s explore. Continue reading “Cost Per Contact: Diligently Invest in B2B Data”