Zoominfo

JULY 1, 2018

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 ). What is Social Selling?

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OCTOBER 14, 2018

Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Today it takes 8 attempts ( source ). Inaccurate B2B contact data wastes 27.3% Bad data might be an issue if you can’t reach your buyers, you’re calling the wrong people, or if you feel unprepared for your calls.

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SEPTEMBER 29, 2019

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S – Keep it simple. Contact us today to learn more.

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JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. Today, we’re taking a walk down memory lane. So, whether you’re a new reader looking for new sales content or a ZoomInfo regular, today’s blog post is for you. So, allow us to indulge.

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MARCH 27, 2019

In the B2B world, technographic data points often serve as critical buying signals. But, we’ve struggled to find any outside research regarding the use of technographics by B2B sales professionals. Thus, The 2019 Technographic Data Report for B2B Sales Organizations was born.

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JUNE 17, 2019

You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” Check out these statistics and you’ll understand why cold calling gets such a bad rep: Less than 2% of cold calls result in a meeting ( source ). Social media has changed the way we do business, including how we reach potential buyers.

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Zoominfo

OCTOBER 24, 2018

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. So, if you’re among those who claim email marketing is dead, it’s time to reassess your email marketing program—and today we teach you how.

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Zoominfo

MAY 14, 2018

In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ). If you’re still a little foggy on the details of lead qualification, this is the blog post for you. Understand the difference between an MQL and an SQL. This statistic highlights a huge discrepancy. Let’s get into it!

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Zoominfo

NOVEMBER 5, 2018

Check out our tips for getting the most out of your next B2B data purchase. Make sure your vendor understands your business and your goals. For a more in-depth look at selecting a data provider, check out the following blog posts: A Guide to B2B Data Sources. Try Before You Buy: B2B Data Sampling Strategies.

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Zoominfo

MARCH 5, 2018

Today’s blog post breaks down six things markets can do to increase sales productivity. Take a collaborative approach to buyer personas. Buyer personas are semi-fictional profiles of your ideal buyers constructed using research, observation and thorough analysis of customer data. Distribute your buyer personas.

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FEBRUARY 19, 2018

Today, we provide you with a little more insight into the world of social selling. 53% of salespeople want help in understanding social selling better ( source ). B2B Social Selling with Twitter. 74% of B2B marketing companies use Twitter to distribute content ( source ). B2B Social Selling with Twitter.

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Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). For the seasoned B2B sales rep, there’s no denying the power of referrals. Keep reading!

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FEBRUARY 18, 2018

If you’re a regular reader of our B2B blog, you already know the drill. Today, we break down the most important categories of marketing tools. Direct Dials: The Secret to B2B Sales Success. To understand the power of a direct dial phone number, we must first discuss connect rate. B2B marketing often gets a bad rap.

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MAY 8, 2018

But branding is a fluid, subjective concept that we don’t always take the time to quantify—a must in today’s competitive business landscape. Today, we explain the importance of a data-driven branding strategy and why contact data hygiene is the key to branding success. Thus, creating buyer personas. Let’s get into it.

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JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. The modern buyer knows exactly what they want and they expect their buying experience to be seamlessly tailored to their preferences. And the best part?

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AUGUST 1, 2018

In our increasingly digital world, new technologies constantly emerge and change the way we interact with buyers. While B2C brands have embraced VR/AR on a large scale, B2B marketers have been slower to adopt this new technology. But, here are a few of the most important benefits for B2B marketers: 1. Keep reading!

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JUNE 25, 2018

But can B2B marketers use YouTube to the same effect? Today’s blog post offers an in-depth guide to YouTube success for B2B marketers. Benefits of YouTube for B2B Marketing. Best Practices for Using YouTube for B2B. The good news is, there’s no shortage of ways to leverage video to create unique B2B content.

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JUNE 9, 2019

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. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster. As a sales rep, it is crucial to understand the fine line between a want and a need.

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APRIL 23, 2018

To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. Challenge 1: Understanding How Buyers Make Decisions. However, buyers aren’t always willing to share their needs.

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FEBRUARY 13, 2019

Today’s blog post answers your most pressing questions about list segmentation and explains why you should segment your lists today. So, before you get started, it’s important to consider each of your buyer personas and the characteristics that set them apart. This data is key to understanding your customer base.

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Zoominfo

JULY 4, 2018

Although we have covered B2B social selling in the past, there are many social selling mistakes that can actually harm your business. 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.

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OCTOBER 21, 2021

What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Implementing a sales funnel helps business development leaders understand its entire sales cycle. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

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AUGUST 29, 2018

‘Emotions’ and ‘feelings’ aren’t words that come up often in the B2B world. B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. . But, emotions play a larger role in B2B purchase decisions than you may realize. Enter, sentiment analysis.

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MARCH 19, 2018

Because there are so many social selling tools on the market today, we’ve put together a list of some of our favorites. LinkedIn offers the most comprehensive amount of customer information – making it the most essential B2B social selling platform. ReachOut makes it easy to integrate B2B data into your existing workflow.

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OCTOBER 28, 2018

What are B2B technographics? While demographic and firmographic data are essential to B2B sales, technographics complete the picture. Rather, you’re able to build proactive, results-oriented messages and solutions from the grassroots up in response to your understanding of their real needs.”. 3. Penetrate new markets.

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MAY 21, 2018

We hope you’re able to understand the importance of marketing personalization and that you find some helpful insights within today’s infographic to bring back to your marketing strategy. For more infographics like this one, check out our following blog posts: Live Video: 18 Reasons to Live Stream [Infographic].

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Zoominfo

APRIL 22, 2018

We’ve traced the root of the non-decision back to one main factor: Your buyer won’t admit they have a problem and as a result, they’re not ready to ask for your help solving it. Why don’t some buyers admit they need help? In fact, only 3% of buyers trust sales reps ( source ). Let’s get into it!

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Zoominfo

AUGUST 7, 2018

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Glad you asked!

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FEBRUARY 7, 2018

And for better or worse, this change is sure to have quite the impact on your B2B marketing strategy. In today’s post, we give you the scoop on Facebook’s new algorithm, and we prepare you for the impending change. How will Facebook’s new algorithm impact your B2B business? One way of doing this is to create buyer personas. .

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MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. On this list, you’ll find a variety of tools, both paid and free, to add to your existing technology stack.

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Zoominfo

OCTOBER 5, 2021

Here on the ZoomInfo blog, we’ve laid out the benefits of data-driven marketing time and time again. Today, we explore both sides of the marketing coin — marketing as a science and marketing as an art. In fact, 47% of B2B buyers consume three to five pieces of content before engaging with a salesperson ( source ).

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Zoominfo

APRIL 19, 2018

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. . SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S – Keep it simple. Contact us today to learn more.

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Zoominfo

FEBRUARY 5, 2019

Welcome back to our B2B Blog Post Round-Up series. The February edition features content about recruiting nightmares, inadequate buyer personas, key considerations for technology buying, and so much more. 5 Reasons Your Buyer Personas Aren’t Good Enough. Bad buyer personas. Bad buyer personas. Keep reading!

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Zoominfo

JULY 5, 2018

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. Continue reading.

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Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it. The first principle in our B2B sales value communication framework is defining the problem.

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Zoominfo

SEPTEMBER 30, 2018

For the typical B2B organization, sales and marketing alignment is the ultimate goal. Marketing is frustrated with sales for not following up on leads and sales is frustrated with marketing for sending them leads that don’t match their buyer personas. What are the agreed upon set of buyer personas that each team should be targeting?

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Zoominfo

APRIL 18, 2019

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. Here are six ways you can generate more logistics leads today: 1. Blogs, white papers, webinars – whatever makes sense for the market you’re targeting.

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