B2B Lead Blog

We stopped trying to convince people and got triple the results

B2B Lead Blog

A small thing changed my work in a big way. This is the story of how I started focusing on empathy for customers. About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing.

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Relevant B2B Content on the Decline

B2B Lead Blog

Only a quarter of marketing professionals believe their B2B content marketing strategy is effective. Most B2B content is missing the mark, according to a January research study by Heinz Marketing and ON24.

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How to Get Sales and Marketing Operating as One Team

B2B Lead Blog

We’re all familiar with the divide between sales and marketing. They often feel like they live on separate islands. But it doesn’t have to be this way. That’s why I interviewed Heidi Melin ( @heidimelin ), CMO at Workfront on how to get sales and marketing operating as one team.

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4-step lead generation analysis to optimize sales conversion

B2B Lead Blog

When you think of the word optimization, you might think of writing keyword-optimized posts for search engine optimization or running AB split tests for landing page optimization.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How to get your marketing unstuck and connect with customers

B2B Lead Blog

How can marketers better connect with people we hope will become our customers? Over the few years, I’ve been researching why there’s such a disconnect between marketing and customers so I can understand how to bridge that gap.

How to stop the hustle and establish work-life boundaries

B2B Lead Blog

Has our devotion to work and hustle turned into the UnAmerican Dream? Some of the hardest working people I know are in sales and marketing. We often read success stories about how hustle and grit drove fantastic success.

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4 Steps to do lead nurturing that helps more customers buy

B2B Lead Blog

Find out about lead nurturing. Learn the 4 steps of walking through the buying journey with your customer to help them progress. The post 4 Steps to do lead nurturing that helps more customers buy appeared first on B2B Lead Blog. Lead Nurturing B2B customer-centric

How to Improve Marketing Qualified Lead Routing Results

B2B Lead Blog

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? If not, you could be losing sales, and marketing ROI not know it. Let me explain.

How to improve your account based marketing results

B2B Lead Blog

B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In the B2B, you’re never selling to an individual.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Why marketers are bad at empathy and what to do about it

B2B Lead Blog

No one will ever say “we don’t focus on the customer.” ” But, most marketers are bad at empathizing with customers. Let me explain: Dr. Johannes Huttula did a study with 480 experienced marketing managers.

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Lead Nurturing: 5 Useful Tactics to Get More Opportunities

B2B Lead Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities.

Bring more innovation to your demand generation now

B2B Lead Blog

Do routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve? According to research by Circle Research, marketers are split.

Customer Experience and lead generation, yes really

B2B Lead Blog

I was interviewing a leader about her recent buying experience, who said, “after I got my title, it was like I became a target.” ” She was already swamped as her inbox filled with cold emails, calls, email sequences and more.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

5 Reasons Why Your Buyer Persona’s Aren’t Good Enough

B2B Lead Blog

How often do you spend weeks or even months putting blood, sweat, and tears into a new marketing campaign, only to have it fall flat? It’s a marketer’s worst nightmare. You swear you did everything right, but when it comes time for the results to pour in, they never show.

2 Tips to connect and build rapport immediately for sales success

B2B Lead Blog

Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach.

4 ways to adopt human-centered marketing and get better results now

B2B Lead Blog

Have you thought about how you can humanize your marketing? This post is going to focus on why you may want to reconsider your current marketing approach and 4 ways you can to practice human-centered marketing. Why we need to be more human-centered?

Building B2B relationships with trust and empathy

B2B Lead Blog

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing.

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How the Halo Effect Drives Better Demand Generation Results

B2B Lead Blog

My dad taught me many lessons growing up, and one that stands out as relevant to demand generation is this: He said, “Choose your friends carefully because we are often judged by the company we keep.”

Mean people suck in marketing and what to do about it

B2B Lead Blog

Why does most marketing stink? According to Michael Brenner, “the reason most of the marketing that we do that stinks and doesn’t work is that some executive with a big ego asked us to do it.” ” You may be thinking, why not push back? Unfortunately, it’s not that simple.

How sales hustle and automation can hurt customer experience

B2B Lead Blog

To drive growth, the mandate for sales organizations is to make more calls, send more cold emails. Sales reps are hustling and using automated tools to move faster. But sales hustle and automation have a downside: they can hurt customer experience.

10 Most Popular B2B Lead Generation Blog Posts of 2018

B2B Lead Blog

To help you get some inspiration, I’ve compiled a list of the top ten most popular and shared posts on the B2B Lead Blog, chosen by readers just like you.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Use Conversational Marketing to Get More Leads

B2B Lead Blog

Traditional sales and marketing methods have failed to keep pace with the way modern B2B buyers purchase goods and services. Meetings, phone calls, and email are still important B2B channels but how can you have immediate conversations?

New research: Empathy and how to solve buying problems (Part 2 of 2)

B2B Lead Blog

Are you applying empathy as part of your sales and marketing approach? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy.

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Transform Your Customer Journey and Accelerate Growth

B2B Lead Blog

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Blog

Do you know what CEOs want most from B2B marketers? They want clarity about marketing results. CEOs often complain, “Why can’t I see clear measures and ROI from our marketing?”

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Why customer empathy really matters for ABM

B2B Lead Blog

People buy from people, not companies. At its core, ABM is about building relationships. I was reminded of this while talking with a VP of Marketing who stopped their account based marketing campaigns to “go deep” in a few segments. The reason?

10 Most Popular B2B Lead Generation Blog Posts of 2017

B2B Lead Blog

Do you feel excited about your 2018 plan? I hope so. If not, you’re not alone. Because dealing with change, staying motivated, and building momentum is hard. That’s why business plans often change February 1st (just like personal goals).

Gartner Research: Boost your growth from existing customers (Part 1 of 2)

B2B Lead Blog

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working.

Why Not To Focus On Marketing and Sales Alignment In 2019

B2B Lead Blog

The page had hardly turned on 2018 when I saw the headline. “Why You Need to Align Your Marketing and Sales Team for 2019.” ” Another year, another article for why it is important for organizations to align their marketing and sales teams – as if organizations do not know this given the hundreds of thousands of articles and blog posts that have been written about the topic.

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The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

Lead Nurturing 101 in 6 Simple Steps

B2B Lead Blog

What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget.