The Essential B2B Marketing Stack

b2b marketing stackIn 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”

9 Sales Follow-Up Strategies to Stop Wasting Leads

sales follow-up strategiesIf 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”

6 Key Takeaways from Salesforce World Tour Boston

salesforce world tourYesterday 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”

Cost Per Contact: Diligently Invest in B2B Data

cost per contactHere 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”

5 Recruiting Tips to Hire Young People in Logistics

recruiting tips logisticsInterest in the logistics and transport industry has steadily diminished. And as the current workforce ages, recruiters are scrambling to fill positions. According to a recent global study, 75% of logistics and supply chain businesses have been affected by skill shortages, with 22% affected either highly or critically. So how can logistics companies combat this skill shortage (source)?
Continue reading “5 Recruiting Tips to Hire Young People in Logistics”

Defeating 5 of the Most Common Sales Objections

most common sales objectionsThe following guest post is from TechnologyAdvice, an Inc. 5000 company based in Nashville, Tenn. that is dedicated to connecting buyers and sellers of business technology.

Plenty of leads make it to the sales accepted stage, but that doesn’t guarantee they’re ready to buy, or that they’re even receptive to a conversation. Any outbound agent or sales development rep (SDR) will probably tell you they’ve lost count of the unproductive phone calls they make. Continue reading “Defeating 5 of the Most Common Sales Objections”

Top 10 Tips for Executing Successful Webinars

webinarsWebinars are a great way to provide thought leadership and educational content in a visual way to your audience. Oftentimes, webinars are presented on a specific date at a certain time and are recorded for those who couldn’t attend.

They’re a great tactic for lead generation and branding, as well as positioning your company as an industry expert. Continue reading “Top 10 Tips for Executing Successful Webinars”