Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Data 246

Data Advertising Advertising Lead Rank 246

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Innovative CMO and CIO pairs will throw out the rule book when it comes to IT''s support of Marketing. The best marketers will understand that "Content Marketing" does not equal "Thought Leadership".

B2B 325

B2B Enterprise Enterprise Analytics 325

Sales and Marketing Management

JULY 27, 2018

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. How can you avoid wasting both your and your prospects’ time and taking the risk of being permanently shut out? It is not a new problem. How did your source get their information?

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Mr. Inside Sales

DECEMBER 24, 2016

It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call. Response Four: “I understand – I didn’t expect to catch you in the market right now.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. What does that say about your team’s prospecting prowess? This does, however, explain why prospecting is so challenging for most sales teams. In 2016, it was 53.3 In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set. When your sales reps prospect through referrals, they: Get every meeting at the level that counts with one call.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Demand Gen Report, 2016). What is Intent data?

Intent Data 313

Intent Data Intent Data Lead Rank 313

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. It’s a unique way to thank prospects for their time and showcase your organization’s values.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

JANUARY 1, 2018

And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results. What pain points keep CMOs up at night?

Trends 184

Trends Advertising Advertising Survey 184

Pointclear

JANUARY 2, 2018

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before. I don’t place all the blame on marketing. Not 50 things.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 180

Tenbound

MAY 20, 2020

This is supported by a CEB (acquired by Gartner) report in 2016 that shared “buyers on average are 57% of the way through their buying journey before even reaching out to a vendor”. Fast forward a few years since that report, the explosion of Inbound Marketing.

Leads 126

Leads Marketing Qualified Lead Prospecting Inbound 126

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. That’s what makes the book a must read for anyone looking to succeed in prospecting.

Prospecting 120

Prospecting Face-to-face Call-back Cold Calling 120

Sales and Marketing Management

JUNE 16, 2016

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market. read more

Prospecting 120

Prospecting Customer Marketing 120

Sales and Marketing Management

MARCH 27, 2016

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. companies that wish to create effective content marketing on a global scale must move beyond standard translation to create engaging native brand experiences. read more

Scale 120

Scale Prospecting Customer Consumer 120

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It By then, many of the leads had grown cold. Everything is automated.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Sales 2.0

APRIL 8, 2016

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. The problem was that in downloading the paper, I immediately get emails and phone calls asking my interest in Marketing Automation Solutions — because that’s what this particular company sells.

Follow-up 150

Follow-up How To eBook Study 150

The Pipeline

NOVEMBER 12, 2015

Check Out Marketing Podcasts at Blog Talk Radio with Breakthroughbusiness on BlogTalkRadio. Balance is the key, if we focus only on the end of the year, we will pay for it at the start of the next year. Take a listen to a discussion I had with Michele, and give us your thoughts. Tibor Shanto .

Maximizer 120

Maximizer Closing Opportunity Marketing 120

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions. Maybe they won’t renew.

Loyalty 234

Loyalty Remedy Journal Study 234

Sales and Marketing Management

JULY 24, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects Through Gifting.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects through Gifting.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

MAY 3, 2018

Author: David Sill, DiscoverOrg As sales and marketing professionals try to navigate a world increasingly crowded by new technology, which can admittedly automate and streamline many aspects of our work, sometimes there is simply no replacement for making a human connection. According to a 2016 Reuters article, an online survey of 400 U.S.

Cold Calling 220

Cold Calling Survey Education Research 220

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Versus the common practice of starting with the product, then shoehorning in the prospect. Absent the product; the only thing left to talk about is what does the prospect wants to do? One of those is thinking. Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales and Marketing Management

MARCH 26, 2018

Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over. an experiential marketing agency located in Missouri. .

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Advertising 130

Advertising Advertising Prospecting Intent 130

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Decision Maker 70

Sales and Marketing Management

APRIL 24, 2017

Author: Andrea Hill, manager of innovation strategy, ReadyTalk It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Confused, you check out their site. Customers Don’t Care.

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation 189

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. Some know this time of year as holiday season. Spotlight on customer retention.

Retention 227

Retention Travel Customer ROI 227

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Plus, a study published in the Journal of Marketing Research found that customers who were given a product were 20 percent more apt to talk it up. Want proof of this attitude reversal?

Referrals 219

Referrals Journal Buyer Persona Study 219

Sales and Marketing Management

MAY 23, 2016

Issue Date: 2016-05-01. Teaser: If you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change. Author: Tim Riesterer. read more

Data 149

Data Prospecting 149

Sales and Marketing Management

JANUARY 23, 2019

More online users have turned to smartphones and tablets as their primary browsing devices, forcing web administrators to rethink their marketing strategies, particularly optimizing their websites for mobile. Multiple market studies have proved that AMPs rank higher on mobile than any other web pages.

Lead Rank 196

Lead Rank Lead Scoring Google Guarantee 196

Sales and Marketing Management

SEPTEMBER 30, 2018

For most business owners, the good old days (think 2016) are a distant memory. Prospects and customers are more demanding than ever before. Prospects and customers expect everyone at your company to know who they are, where they are in the buying cycle, and what they need. Do you have a strategy to compete?

Inbound 209

Inbound Buyer Persona Company Strategy 209

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

The Pipeline

MAY 22, 2018

On March 31, 2016, the Harvard Business Review published “ Dire Predictions, Salespeople Aren’t Going Away.” A misreading of market condition and players is always a factor, but the most significant cause for getting predictions wrong is a misunderstanding of sales. Buyers vs Prospects.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Marketing Qualified Lead 183

Sales and Marketing Management

SEPTEMBER 14, 2017

Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. That’s why, as a marketer, you'll get more mileage from your materials by employing ABM to court many similar accounts rather than just one. In the Event of….

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

Pointclear

AUGUST 18, 2016

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. ‘So Fast forward to 2016.

Account Based Marketing 100

Account Based Marketing Marketing Lead Rank Lead Scoring 100