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12 Sales Qualification Questions to Ask Prospects

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In the world of sales, time is your most valuable asset. With quotas to meet, we all know how frustrating it is to waste time with a lead that never seriously considered buying from you in the first place. That’s where sales qualification comes in.

18 Quotes About Podcasting for Business Professionals

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Podcasts have captured the attention of millions and millions of listeners in recent years, more than earning their title as the modern-day radio. The success of podcasting is due, in part, to the convenience and pervasiveness of the modern smartphone.

Social Media Demand Generation: A Q&A

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B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ).

The Ultimate List of Marketing Podcasts

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Ten or so years ago, podcasts were just a blip on the average marketer’s radar. Although the medium existed, it certainly wasn’t as common or as popular as it is today.

Lead Generation Companies: How to Pick a Right One

Have you ever had a bad experience using a lead generation company? If the answer is yes, you are certainly not alone; fortunately, MarketJoy has put together 4 simple questions that you can use to judge your next potential lead gen partner.

4 Ways to Refresh Your Stale B2B Social Media Presence

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Let’s face it, in B2B marketing it’s easy to let your B2B social media accounts grow stale and outdated. With the social media landscape constantly evolving, and with so many other marketing responsibilities to juggle, many brands get complacent and fail to keep their social media strategy fresh.

Technographics: 6 Reasons to Use Technographic Data

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Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data.

5 Campaign Optimization Tips for Better Email Marketing

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In the B2B world, email marketing continues to be a reliable, revenue-driving channel. But, as buyer preferences change and technology evolves, creating the perfect B2B marketing email isn’t so simple. What worked five years ago may not work now.

How to Use Visuals to Enhance the B2B Buyer’s Journey

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Making a purchase in a brick and mortar store is an inherently visual experience. Customers typically look through a number of items, spot something they need or want, and put their hands on the product before deciding to buy it. The modern B2B buying journey, on the other hand, is much more complex.

Predictive Intelligence and the Future of B2B Marketing

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What if you could predict a customer’s next move before they even make the decision to do it? In the past, this question was purely hypothetical. But, thanks to technological advancements, predicting customer behavior has become a reality—and it’s changed the face of marketing forever.

How to Get More Value From Your B2B Data Purchase

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Data is a big investment for any company— but, if you research vendors and invest intelligently, it can have a dramatic impact on your company’s financial success and growth. However, if you’re not smart about your purchase, bad data quickly becomes a costly mistake.

7 Cold Calling Tactics You Aren't Using but Should Be

Cold calling isn‘t dead; neither is it on its deathbed. In fact, it’s one of the most effective ways to increase sales and drive revenue. Learn 7 preperation strategies to lessen your stress, and to become a better closer!

Influencer Marketing 101: The Beginner’s Guide

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If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. One such tactic? B2B influencer marketing.

The Risks of Personalization: When Marketers Cross the Line

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Personalization. It’s one of the most talked-about trends in the marketing world today. Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them.

10 Discovery Questions to Uncover Buyer Needs

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Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story.

4 Foolproof Ways to Beat Price Objections

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As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle.

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15+ Helpful YouTube Channels for HR and Recruiting Professionals

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With the abundance of information available online, modern professionals are able to learn new skills and broaden their knowledge with a simple Google search. Think about it, how many times have you found yourself stuck on a task at work and turned to the internet for assistance?

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

The Role of Face-to-Face Interaction in the Modern Sales Process

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It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more.

7 Ways to Incorporate Video into Your Marketing Strategy

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In a 2010 blog post, ZoomInfo discussed the emergence of video as an effective vehicle for B2B marketing communications. At that time, nearly 60% of brand managers planned to invest more resources in online video in the next 12 months.

The Definitive Guide to a B2B Event Content Strategy

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As an event planner or marketer, you are likely aware that your pre- and post-event content strategy is integral to your overall success.

How to Build a Better B2B Sales Tech Stack

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B2B sales leaders are constantly looking for tools and technologies that offer insight into their team’s productivity—tools also known as Sales Force Automation (SFA). The problem is that SFA tools, particularly CRM, only facilitate measurement, rather than the sales process itself.

Best Practices for Selling to Government Agencies

The US government spends over $235 billion on goods and services each year. Because of this, selling your product or service to a government agency can be a great way to increase profits. A government buyer also offers consistency, at least for the duration of your contract. However, there are key differences between selling to a customer or business and selling to the government. MarketJoy VP of Customer Success, Curtis Bendt, has used his vast experience in sales industry to craft a list of best practices for selling to government agencies to give you a more specific idea of what the process involves. MarketJoy also provides you with several tips on how to increase your chances of success.

The B2B Marketer’s Guide to Ephemeral Content

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The social media landscape is constantly in a state of change—and although it can be difficult to keep up at times, modern marketers must make an effort to do so. Consider these statistics ( source ): The average consumer spends over two hours on social media a day.

5 Ways to Build a Better Employer Brand

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Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ).

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The B2B Marketer’s Guide to Podcasting

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In a short span of a few years, podcasting has evolved from a niche form of media to one of the most popular ways to consume information today. Consider the statistics: 48 million Americans listen to podcasts weekly ( source ). Podcast fans listen to 40% more shows than last year ( source ).

5 Steps to Structuring Your Marketing Strategy

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Structuring a marketing strategy is a complicated task. As a marketer, you’re expected to stay within a pre-determined budget and come up with viable, affordable opportunities to bring in qualified leads. It’s a lot of moving pieces for one person to manage. But, fear not dear marketer.

Paradigm of Strategic Value-Based Discounting for the B2B Industry

Competition has increased to new levels of intensity and organizations have begun to look for new ways to acquire customers. Discounted pricing is a strategic tool, which when used correctly can drive a variety of business goals, from marketing through to sales strategy

7 Ways to Improve Your B2B Job Descriptions

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As important as it is for job candidates to make a good first impression, it’s equally important for the hiring company to do so, too. To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions.

6 Steps for More Compelling B2B Product Pages

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Today’s B2B buyers conduct most, if not all, initial product research online. As a result, your company’s website and related B2B product pages are critical to the success of your organization.

The Top 35 Sales Podcasts for Sales Professionals

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Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales.

The Marketer’s Guide to B2B Growth Hacking

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Growth hacking—though, not a new concept, has swept the business world in recent months. The term refers to the use of experimentation and creativity as a means to ignite a company’s growth.

The Account-Based Marketing Playbook

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

October 2018 B2B Blog Post Round-Up

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Welcome to our October B2B Blog Post Round-Up. If you’re new to the ZoomInfo blog, we use our monthly round-ups to highlight the work our writers have done for outside publications.

The Definitive Guide to Talent Mapping for Recruiters

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Often, HR departments hire reactively— meaning they only seek to fill positions as they open up. Talent mapping, on the other hand, is a proactive approach used to forecast long-term hiring needs and subsequently cultivate organizational support for new roles over time.

What to do When Prospects Won’t Admit They Need Help

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If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution.

The Beginner’s Guide to Using Reddit for Market Research

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Reddit —the self-proclaimed front page of the internet—is a social networking site with more than 330 million monthly active users. These users—referred to as Redditors—use the platform to share, interact with, and consume the latest news and trending topics.

The Sales Enablement Handbook

In the sphere of sales, it helps to get your definitions down. You might have thought sales operations and sales enablement are the same thing - but there are important differences. Both have the objective of improving sales performance, and although there is some overlap, they do this in different ways.

Our 5 Favorite Blog Posts From Neil Patel

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Digital marketing expert, Neil Patel , is a favorite here at ZoomInfo—and for good reason! Neil is a New York Times best-selling author, a leading online influencer, and he’s earned recognition from Forbes, The Wall Street Journal, and Entrepreneur Magazine among many other leading publications.

4 Essential Marketing Roles for the Modern Marketing Team

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Let’s face it—it’s not easy to build a perfect marketing team. A comprehensive marketing strategy includes a number of different tactics and initiatives—which means your team must include members with a wide variety of skills.

The Marketer’s Guide to User-Generated Content

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Today’s digital marketplace has become increasingly customer-centric. Modern customers demand authentic, valuable content over more traditional marketing content that resembles a sales pitch. So, how can marketers deliver the content buyers crave? We say, embrace user-generated content.

5 SEO Lessons for the Modern Content Creator

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We get it, SEO may not be in your job description. But in our digital era, every modern content marketer must understand the basics of search engine optimization.

Intent Data: No Tricks, all Treats

Speaker: Michael Ballard, Senior Manager of Digital Marketing, Lenovo

The modern era of MarTech is great, isn't it? Using social media, machine learning, lead scoring, and so much more, we can learn so much about our prospects. and then proceed to annoy the heck out of them with endless emails, ads, and other marketing messages. Wait a second - that wasn't part of the plan. Since when did a 1.5% conversion rate start looking "good"? Why aren't we tailoring our messages? Michael Ballard, Senior Manager of Global Digital Marketing at Lenovo, shows how marketers can reach the right contact, using the right channel, at the right time. Michael will take us through how Lenovo piloted three different intent programs to integrate intent data into their marketing strategy allowing them to trigger relevant and timely campaigns that any sized organization could emulate.