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. .

ZoomInfo’s Guide to SDR and AE Pairing


This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs). At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting, both inbound and outbound.


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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.

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 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.

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.

Intent Data is a superpower. Here’s why.


Without benefiting from it through sales. In this article, we walk you through how ZoomInfo Intent can give you the superpower of foresight when it comes to your prospects’ intent to buy, as well as help you identify the right customers and get ahead of your competition.

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The secrets to closing a multi-million dollar deal


When Andy Lyon started at ZoomInfo, people called him “Andy Cub.” Fast forward seven years later, and Lyon has just closed the biggest deal in ZoomInfo history: an eight figure deal. Within this time frame, both companies had signed separate contracts with 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.

41 Expert Opinions on Data Hygiene Best Practices


How can it be that technology has come so far, and yet data quality issues still plague sales and marketing professionals? Using dirty data can lead to lengthy sales cycles, low ROI, unsuccessful marketing campaigns, and misguided decision-making. Digital Marketing ZoomInfo.

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


Conversely, point-in-time data leaves sales and marketing professionals with inaccurate data, causing issues with go-to-market strategies and individual prospect outreach. Fact: Nearly half of sales and marketing teams cited a lack of accurate data as a challenge.

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.

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.

How Do You Build A Sales Rep Scorecard?


When you don’t give a sales team, or individual representatives, metrics to base their success off of, success is rendered arbitrary. But if you don’t look for context around what’s happening, hold reps accountable, nor can you find blind spots in your sales process. When you ask sales leaders about their best sales rep, the answer is usually the person with the most closed deals. What Is A Sales Rep Scorecard And Why Do You Need One? Scorecards = Sales Success.

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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.

Enterprise Lead Generation: What, Why, And How?


Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. Complex Sales Are…Complex: Enterprise companies usually come with many stakeholders and therefore many decision makers that may have conflicting pain points.

How to Improve Communication Between Marketing and Sales


In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important?

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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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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. Fastest sales cycles?

Here’s Where Your GTM Strategy Is Failing


Rather, it identifies the specific factors that will impact the way a product is received, such as target audience, marketing plan, and sales strategy. . Basic marketing and sales strategies no longer make the cut when it comes to modern go-to-market motions.

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.

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. You can create hyper-specific company search filters in the ZoomInfo platform.

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 to Create An Ideal Client Profile


Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword. link] — ZoomInfo (@ZoomInfo) February 18, 2020. Which clients had the shortest sales cycle?

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. Let’s imagine this lead doesn’t progress through the sales cycle and instead lies dormant. Duplicate records like this can cause numerous issues for your company—duplicate mailings bombarded email addresses and confused sales reps. If your sales and marketing efforts rely on bad data, you will likely hear about it from prospects or existing customers.

Customer Lifecycle: How to Make Upsells and Renewals a No-Brainer [+Action Tips]


What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting.

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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5 Ways to Make Your Prospecting Emails Less Impersonal


When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales.

Sales Forecasting: How to Put Sales Prediction Angst to Rest (Finally)


If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue.

AE & SDR Collaboration: Like Thunder & Lightning


Where Tyler is the spark, or the flash of lightning, Carolyn takes on the role of thunder, bringing the sale home with a bang. And as Carolyn and Tyler discussed in their interview — the metrics they care about may differ, but at the end of the day, making the sale is the ultimate goal.

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.

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

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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InsightSquared and RingLead Partner to Deliver a Complete, Accurate View of Contacts Throughout the Buyer’s Journey


New integration provides automated enrichment and analytics of contacts identified during active sales cycles and customer relationships to reduce risk and improve forecast accuracy.