GTM Motions Part I: How ZoomInfo Responds to Every Lead Within 90 Seconds


At ZoomInfo, that gap is what drives us. And because of what’s happening within ZoomInfo in the context of the current economic conditions, I’ve found myself discussing our growth trajectory, time and again, at virtual conferences, investor meetings, and with mainstream media outlets. .

How to Shorten Your Sales Cycle with Social Media


The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. Fortunately, there are several modern ways for B2B organizations to shorten their sales cycle. 5 Tips to Shorten the Sales Cycle with Social Media.


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How to Conduct Effective Sales Cold Calls with ZoomInfo Insights


At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. Always. Closing.

How ZoomInfo’s Dynamic Duo Thrived in Their SDR AE Relationship


Sales development representatives (SDRs) spend their days scoring meetings with promising leads so that account executives (AEs) can close some sweet deals with them. Our dynamic sales duo here at ZoomInfo not only crushes the sales cycle, but they have their own fun.

4 Signs Your Customer and Contact Database Needs Help


Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. The skeletons of old contacts keep piling up and cluttering your operations. These inactive contacts are hurting your campaigns and skewing your results. While you’ll always have inactive contacts in your database, reducing the amount will increase engagement, produce more accurate results, improve your sender score, and raise the overall quality of your database.

4 Lessons ZoomInfo Learned From Their Own ABM Campaign


If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals. ABM outperforms a traditional marketing approach across a number of categories, including sales and marketing alignment, overall customer lifetime value, contract value, close rate, and ROI ( source ). So, like many companies, ZoomInfo decided to give ABM a shot.

How To Be More Collaborative With Your Data


Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel. Data collaboration has a variety of benefits, the main one being sales and marketing alignment. You can with ZoomInfo’s intent data alerts.

Automation: The Secret to Next-Level Go-To-Market Strategy


ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. ZoomInfo’s top five sales plays. This is a sweet spot for ZoomInfo.

Three Ways Data Can Improve Your ABM Strategy


Without consistent, complete, and correct contact data , your marketing team won’t reap the full benefits of your ABM initiatives. For this reason it’s important that you have access to job title, account affiliation, tenure, and engagement history to better identify which contacts within an organization are most likely to be involved in the buying process. Combined, this can shorten the sales cycle by nearly 50%. Guest post by Krysta Williams.

Integrate Conversational Marketing and HubSpot — and Then Use These Seven Sales Acceleration Strategies


One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Employ HubSpot sales routing.

Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns


Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. ZoomInfo.

How successful account-based marketing starts with aligned, data-driven strategies — A Q&A


Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. I Zoom’ed with Hussam AlMukhat, Senior Director of Strategic Marketing at ZoomInfo, for all the details.

41 Expert Opinions on Data Hygiene Best Practices


But this can leave your contact and company data fraught with errors and inconsistencies. How can it be that technology has come so far, and yet data quality issues still plague sales and marketing professionals? Digital Marketing ZoomInfo. ZoomInfo. ZoomInfo.

Will Outside Sales Recover When the Pandemic Ends?


The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales? The drop in Outside Sales opportunities.

Accelerate Your Lead Response Time And Turn Inbound Leads into Opportunities


Lead response time can make or break your sale. Consider the data: According to HBR , if you don’t respond in 5 mins, the probability of establishing contact decreases by a whopping 400%. Embed scheduling into your contact and demo forms. B2B Marketing B2B Sales Chat

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The Difference Between Point-In-Time Data and Live Data


Live data is continuously updated to ensure you get the most accurate account and contact information to grow your business. Fact: Nearly half of sales and marketing teams cited a lack of accurate data as a challenge. link] — ZoomInfo (@ZoomInfo) February 9, 2021.

6 Ways to Generate More Logistics Leads


As a sales professional, you know how difficult it can be to reach decision makers. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. One of the most crucial steps in any marketing or sales decision is knowing who your customers are. In order to identify your target market, talk to your marketing, sales, and finance teams. ZoomInfo can help!

How to Use Email Automation to Nurture Prospects


As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions.

Why Sales Reps Need Access to Company Hierarchy Data


There’s no way around it, modern sales organizations need access to high-quality data in order to identify potential customers and engage with key stakeholders efficiently. As the marketplace becomes increasingly competitive, sales professionals will need a more diverse and comprehensive set of data points to work with—including the subject of today’s post: Company hierarchy data. For this reason, company hierarchy data impacts many different aspects of the B2B sales process.

How You Can Build the Perfect SMB Sales Strategy


Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue.

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How To Improve Your Inbound Lead Qualification


“The perfect qualified lead is someone who fills out a form with a great decision-making title, who understands the pain points that their company is experiencing, and is doing some kind of outreach that we could help them with.” – Morgan Schuler, inbound sales development manager at ZoomInfo.

How to Calculate Total Addressable Market and Perform TAM Analysis


When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. This resonates throughout the sales cycle.

Top Sales KPIs for Your B2B Sales Reps


Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team.

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How to Recognize and Respond to Buying Signals (and Close More Deals!)


They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications.

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5 B2B Marketing Metrics That Matter


A steady stream of sales and marketing leads is important, but unless these people eventually purchase from you, they don’t provide much value. The natural way to calculate this marketing metric is to divide the number of sales made in a specific time period, by the number of leads generated within that same time period. So, if your organization made 15 sales the first quarter, but generated 100 leads – your Lead to Close Conversion Rate would be 15%.

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Sales Intelligence: What to Expect When You’re Prospecting


But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. You’ve been in sales and marketing long enough to know it’s never quite that easy. B2B Sales

10 Best Sales Intelligence Tools to Consider for Your Business


Sales is a long, complicated process that drains energy from any salesperson. This not only slows down your sales personnel, but it also slows down the sales process. That is why sales intelligence tools are so important to sales teams and businesses today.

7 Ways Dirty Data is Hurting Your Bottom Line


Misaligned sales and marketing teams. On the ZoomInfo blog, we often stress the importance of sales and marketing alignment. Consider these statistics ( source ): Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates. Companies with strong sales and marketing alignment achieve a 20% annual growth rate. Unfortunately, dirty data is a major roadblock to healthy marketing and sales alignment.

Why You Missed Your Sales Quota Last Quarter


So you missed your sales quota last quarter. I’m ZoomInfo’s Senior VP of Revenue and veteran salesperson Patrick Purvis. When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Problem #1: You have an unhealthy sales pipeline. Insufficient pipeline volume is often the biggest factor in missing your sales quota. B2B Sales

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May 2018 B2B Blog Post Round-Up


Welcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications. Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more! 7 Sales Metrics to Track in 2018. If you’re looking for more sales insight, keep reading!

15 Social Selling Quotes to Inspire Your Sales Efforts


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. We’ve put together a list of social selling quotes from industry experts that will be sure to inspire your sales efforts. As a sales person, we must be visible. B2B Sales

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Direct-Dials: More Than Meets The Eye


In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information. So without further ado, let’s hear from the experts from ZoomInfo and DiscoverOrg alike as they tell you all you need to know about direct dials. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye.

Completeness and The Road to Database Quality

Heinz Marketing

When we begin a strategic engagement with clients, we look at the five pillars of what we call the predictable pipeline : Target Market, Sales Cycle, Messaging, Tech Stack, and Metrics. About 94% reported their sales and marketing performance improved as well.

The Ultimate Guide to Hiring the Best B2B Sales Reps


Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. Successful sales professionals are often very perceptive. Often, sales objections aren’t always what they seem.

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The Sales Prospecting Strategy Guide


Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

How to Use Account Mapping to Build an Effective ABM Campaign


Account-based marketing (ABM) is transforming the B2B marketing and sales world because of its effectiveness in reaching high-value target accounts — but it's a difficult strategy to manage. Before reaching out, utilize LinkedIn or LinkedIn Sales Navigator to research the contact.

6 Important Social Selling Mistakes to Avoid


As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Today’s blog post breaks down some of these social selling mistakes and provides alternatives for sales reps who want to improve their social selling efforts. Social Selling Mistake #1: Leading with a sales pitch. People use social media to engage with an online community, not receive unsolicited sales pitches. B2B Sales

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