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How to Use Org Charts for B2B Sales

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An organizational chart is a roster for sales – it shows the position everyone plays in an organization. A roadmap to your buyer. A sales-prospecting blueprint to identify the decision-makers at target accounts. And they deserve more credit!

What is Buyer Intent Data? A Guide for 2020

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The average B2B buyer is mostly through the buyer journey before they ever engage with a salesperson. So how do you intercept buyers in the early part of their journey? You use intent data. Intent data predicts purchase intent by analyzing a prospect's behavior across the web.

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Are Small Businesses Prepared to Work from Home? Maybe not, Data Suggest

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As the coronavirus pandemic has continued to worsen, large companies like Amazon, Microsoft, Google, and many others have either encouraged employees to work from home or mandated it.

AI in HR: How Machine Learning is Changing Human Resources

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Not too long ago, artificial intelligence seemed like something straight out of a sci-fi movie. But today, AI is being used throughout every facet of the companies we buy from, sell to, and work for.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

65+ Statistics About Artificial Intelligence

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Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services.

7 Examples of Effective B2B Unique Selling Propositions

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It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. .

CMO Sales: Tips for Selling to Marketers

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They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO.

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In Light of Coronavirus, Most U.S. Companies Lack Work-From-Home Technology

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Wash your hands frequently. Call the doctor if you have flu-like symptoms. Be prepared to work from home. These phrases have been repeated ad nauseam as the U.S. reacts to the coronavirus outbreak.

Artificial Intelligence for Sales: Discover How Sales is Changing

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Artificial Intelligence. If you’ve been online in the last few years, you’ll see talk of AI everywhere. Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job.

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

5 B2B Marketing Metrics That Matter

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In today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts.

50+ Candidate Sourcing Statistics for Recruiters

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In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. Today, we dive a little deeper and explore 52 statistics about modern candidate sourcing.

5 Bad Habits That Hurt B2B Marketing Productivity

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The goal of every marketing department is to get more work done faster. Yet, you may not realize that many of your habits and workflows actually hurt your overall productivity. Today we ask you to take a step back to reevaluate your day-to-day work activities.

B2B Cold Email Subject Lines: What’s Hot, What’s Not

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Should you be putting more thought into your cold email subject lines? The answer is yes. Do you have time to read through a million examples of email subject lines to find the best ones? We’ll go ahead and assume the answer is no.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

12 B2B Sales Questions to Close Deals Faster

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When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done.

How Your Privacy Officers Can (and Should) Be Helping Drive Revenue

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We’ve seen a multitude of new data privacy laws begin to flood the privacy landscape around the world, most of which borrowing standards of transparency and individual rights created by the GDPR in 2018.

14 Questions to Ask a Candidate’s References Before Hiring

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Depending on who you ask, reference checks are either an extremely valuable tool or a complete waste of time. But the fact is: a great candidate’s resume is only part of the hiring equation.

The Beginner’s Guide to B2B Marketing Attribution Modeling

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The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

10 of the Best B2B Websites to Inspire Your Next Rebrand

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In this digital age, a company’s website is one of their most valuable assets. Brands constantly design, redesign, optimize, and test their B2B websites on the never-ending journey to perfection.

4 Steps for Creating a B2B Value Proposition and Connecting With Your Prospect

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A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. Let’s talk about what value is – and what value isn’t.

4 Ways to Measure the Success of Your Content Marketing Strategy

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Is there a marketing discipline with more variables than content marketing? For one, content marketers have so many different formats and types of content to play around with.

How to Build a Sales and Marketing Database from Scratch

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If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data?

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

5 Account-Based Marketing Nightmares to Avoid At All Cost

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How to Build a Sales Territory Plan with a Buyer-Centric Approach

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There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.

4 Steps for Building the Sales Pipeline of Startups and Small Businesses

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If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline.

9 B2B Sales Closing Techniques You Can Use Today

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People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. They want to feel like they’ve won.

The Account-Based Marketing Playbook

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

5 Proven Ways to Build Customer Loyalty

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Why does a customer remain loyal to a particular brand? Businesses have posed this question throughout history. But it’s more pertinent than ever before in today’s crowded digital landscape, where businesses struggle to build customer loyalty in an ever-expanding field of competitors.

6 Questions to Ask When Creating Your Email Marketing Budget

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In 2017, email marketing turned half a century old. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. The reason for this is simple. Email marketing is an inexpensive way to promote products, increase sales, and retain customers.

Data-Driven Content Marketing: How Good Data Drives Great Content

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By this point, it’s probably been drilled into your head that a content marketing campaign is essential to your company’s success. In many ways, content is the bread and butter of the modern marketer. But you can’t butter your bread without a knife.

7-Step DIY Data Segmentation For Account-Based Marketing

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Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Key Takeaways from the 2019 ZoomInfo Call Olympics

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In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Here’s how we did it. Is cold calling dead?