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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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Social Listening Best Practices for B2B Marketers

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By now, most brands understand a strong social media presence is made up of more than just a steady stream of content. It requires a comprehensive strategy that revolves around not just talking, but also listening. Enter, social listening.

The Step-by-Step Guide to a B2B Content Audit

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Marketers constantly adjust to new content trends and try new tactics to increase the effectiveness of their marketing initiatives. But, new content is only one piece of the content marketing puzzle.

5 Ways to Generate More Webinar Leads

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Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ).

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.

3 Ways to Operate a More Data-Driven Marketing Program

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It’s no secret: The B2B content landscape is more crowded than ever before. And, as a result, today’s B2B buyers are faced with many different buying options. While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult.

6 Considerations to Build a Better Marketing Team

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Your marketing initiatives are only as effective as the team executing them, but it’s not always easy to identify and put together an effective team. The reality is, marketing team building doesn’t happen overnight. It takes time. It takes careful planning. And it takes plenty of patience.

Third-Party Lead Generation and GDPR Compliance

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The EU’s General Data Protection Regulation (GDPR) is here and mandates major changes to the modern marketer’s B2B lead generation efforts.

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 Account-Based Marketing Playbook

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

The Beginner’s Guide to YouTube for B2B Marketing

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Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day.

How to Manage Expectations Around Marketing Vanity Metrics

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B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer!

12 Ways to Handle Sales Pressure

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It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization.

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15 Social Selling Quotes to Inspire Your Sales Efforts

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Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is one of the hottest trends in the business world, yet many sales professionals remain skeptical of its effectiveness.

Increase Sales Forecast Accuracy and Speed Up Your Pipeline

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Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? If you answered yes to any of these questions, you’re not alone.

How to Prepare Contact & Account for an Account-Based Marketing Strategy

Among B2B communities, 2017 brought upon several new concepts, trends and technologies… But perhaps none captured more attention than the re-emergence of account-based marketing as a viable growth strategy.

10 Recruiting Blogs to Bookmark Today

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As a busy recruiter, you don’t have much time in your day to spend reading articles and recruiting blogs. After all, you’re sourcing candidates , scheduling interviews, and combing through resumes. We get that.

6 Important Social Selling Mistakes to Avoid

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Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process.

42 Tweets from the 2018 Growth Acceleration Summit

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On June 18 th , 2018 ZoomInfo held the 3 rd annual Growth Acceleration Summit —a premier B2B sales and marketing conference that allows the best and brightest in the industry to network, learn, and enjoy the city of Boston.

The Definitive Guide to Landing a B2B Sales Job

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B2B sales can be a rewarding career for those who enjoy working with people, building relationships, and of course, selling a product or service. Yet, if you’ve ever looked for a sales job, you know how difficult it can be to land a good position with a reputable organization.

Not Too Late: Last-Minute Steps towards GDPR Compliance for B2B Marketers

Speaker: Howard J. Sewell, President, Spear Marketing Group, and Anne Angele, Senior Marketing Automation Specialist, Spear Marketing Group

As you likely know, the European General Data Protection Regulation (GDPR) takes effect May 25. Surveys show that most US-based B2B marketers are still woefully unprepared, even though the regulation affects not only any company actively doing business in Europe, but anyone even communicating with European contacts in his/her marketing database. The penalties for non-compliance with GDPR can be severe – in the millions of dollars. Fortunately, there are a few basic steps that B2B marketers can and should make that will get them closer to full compliance.

6 Ways to Leverage Instagram for B2B Marketing

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B2B Marketers take note: Instagram has more than 800 million monthly active users ( source ). As that number grows so does the opportunity to reach potential customers in new ways.

4 Tips for Selling to the Social Savvy Buyer

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We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ).

Investing in Marketing Tech: 7 Key Considerations

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The marketing tech landscape changes constantly as new trends emerge and innovative tactics catch on as effective marketing strategies. Subsequently, new technologies have emerged as well, aimed to help marketers achieve specific tasks and objectives.

51 Career-Changing Sales Productivity Statistics

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In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye.

GDPR & Demand Generation: What Your Team Needs To Know

Speaker: David Crane, Head of Content & Thought Leadership, Integrate

The coming month will test the boundaries of change management for marketing organizations (and their colleagues in sales, finance, IT and legal) as they ready their teams for the EU’s General Data Protection Regulation (GDPR), which will go into effect May 2018. Much of what we’ve seen in B2B marketing publications, martech vendor blogs and from word-of-mouth borders on fear-mongering. Not to say this isn’t understandable – a lot of rather quick changes must be made to ensure GDPR compliance, and they can feel overwhelming. However, some of the wisest B2B marketing experts continue to reiterate one very important point: GDPR, while causing significant stress now, will lead to more efficient and effective marketing and sales down the road.

Data: The Key to Account-Based Marketing Success

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Account-based marketing has seen a surge in popularity over recent years. In fact, over 90% of B2B marketers say they recognize the value of ABM as a must-have strategy ( source ).

Choosing the Right Messaging App [Infographic]

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Text messaging apps, or chat apps, are a hotbed for marketing activity right now. Now, we know what you’re thinking. Messaging apps are commonly thought of as a quick and easy way to exchange private messages, images, and gifs. Yet, text messaging apps are evolving into so much more.

6 Common B2B Sales Problems and How to Avoid Them

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There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on.

4 Signs Your Customer and Contact Database Needs Help

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Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data ( source ). Worried about data quality?

Top 20 B2B Marketing Charts of 2017

Discover critical data and insights with MarketingCharts' most popular B2B marketing charts of 2017. This deck covers both the buyer’s and seller’s perspective across topics such as lead generation, vendor relationships, and content marketing.

30 Shocking Influencer Marketing Statistics

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In today’s digital era, innovative marketing tactics have begun to overtake the traditional methods that have worked for years. Take influencer marketing for example. This strategy relies on the power of industry influencers and thought leaders to achieve critical business goals.

The Attendees Guide to B2B Event Preparation

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Industry trade shows and professional events are an excellent way to learn new skills, network with others, and revive your creativity. But, these events can also be overwhelming—with multiple tracks, different sessions to choose from, and long days filled with non-stop activities.

7 Best Practices for Successful Event Branding

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In an age where digital messaging heavily influences the way we communicate, it should come as no surprise that in-person professional events continue to be a mainstay marketing solution for companies.

8 Important Recruiting Metrics for the Modern Staffer

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The modern recruiting landscape is increasingly competitive. Thanks to technological advances and the widespread use of social networking, job applicants have a wide variety of channels and platforms at their disposal.

2018 B2B Marketing Mix Report

B2B marketers like you contributed their insights to Sagefrog’s annual B2B Marketing Mix Report, a valuable asset in planning your marketing strategy for the year ahead.

4 Ways to Reset Your B2B Lead Generation Programs

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Have you ever spent months planning a lead generation campaign, only to be disappointed by its results? We’ve all been there. In fact, generating high-quality leads is the biggest challenge for B2B marketers ( source ).

6 Tips to Build a Better Career Page for Your Organization

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In today’s digital world, recruiters use a variety of platforms for candidate sourcing. But, there’s one place that nearly all applicants will end up: The career page on your company website.

July 2018 B2B Blog Post Round-Up

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Welcome—or, welcome back—to our monthly blog post round-up. Our round-up blog posts are a series in which we highlight the best work our writers have contributed to outside publications. We cover topics related to sales, marketing, recruiting, and business—just as we do on our own B2B blog.

How to Conduct a Win/Loss Analysis in B2B Sales

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A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. There has never been more marketing channels to reach potential customers. But, connecting and building trust with buyers has never been harder. That's why we need to go beyond rational-logic based marketing to understand how our customers feel. Empathy is not just a “soft” skill, it's an incredibly powerful tool to understand customer motivation and increase lead conversion.