Zoominfo

DECEMBER 23, 2020

The digital strategies we’ve created and altered in 2020 have been drastically different from previous years, and will definitely differ in 2021. B2B Database New Year’s Resolutions. B2B data providers save companies loads of time and headaches, but at a monetary cost. Who knew what surprises awaited us in 2020?).

Ideal Customer Profile 245

Ideal Customer Profile Data B2B Webinar Metrics 245

Zoominfo

MAY 23, 2019

Most companies have a system in place to collect information from prospects, customers, lead generation efforts, email campaigns, and networking events. If you are struggling to find data to support your PR initiatives, conduct a quick online survey of your customers, prospects, and website visitors. Borrow someone else’s data.

Data 188

Data Strategy Survey Retail 188

LeadBoxer

FEBRUARY 4, 2019

With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. So, what are B2B sales, and how are they different from B2C sales? Use the links below to navigate each section: What are B2B sales? How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Zoominfo

JANUARY 22, 2019

In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. 92% of B2B buyers are more likely to make a purchase after reading a trusted review. But here’s the thing—prospects want to see negative reviews. 40% of B2B buyers say negative reviews help build credibility for a product.

Social Media 213

Social Media B2B Scale Follow-up 213

Zoominfo

MAY 1, 2023

In order to drive awareness, MQLs, pipeline — and ultimately revenue — from B2B advertising, you need to track the best success factors and strike a balance between top, middle, and bottom of funnel metrics. When launching a B2B advertising strategy, you’ll monitor traditional metrics, like clicks and conversions.

Advertising 130

Advertising Advertising B2B Top of Funnel 130

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer 188

Influencer B2B Social Media Twitter 188

No More Cold Calling

APRIL 29, 2019

Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? B2B customers are just louder about it. If we’re a prospect, we go dark. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. Do your clients want more from you?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Zoominfo

OCTOBER 5, 2021

Social Listening: Monitor online conversations between customers and prospects to uncover important information related to your brand and industry. Unfortunately, many B2B organizations make decisions based on low-quality or inaccurate data. data is inaccurate or incomplete, it will do little to improve your marketing efforts.

Data 130

Data Marketing Scale Analysis 130

The Pipeline

SEPTEMBER 24, 2019

More often defined by a B2B buyer’s view of ‘“Do’s” and “Done’s”’ Question Of Timing. Presented differently, sellers want to talk about what the prospects are doing, the present. Decision-makers need to see your offering as supporting their objectives, their definitions of success. Sellers Do.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

Zoominfo

SEPTEMBER 5, 2018

Social listening: Monitor online conversations between customers and prospects to uncover important information related to your brand and industry. Company feedback: Any customer-facing employees are a valuable resource as they communicate directly with your customers and prospects. 25% of the average B2B database is inaccurate.

Marketing 140

Marketing Scale Analysis Face-to-face 140

The Pipeline

NOVEMBER 3, 2020

Yet, most sellers do not have a clear and – actionable definition for value. In “ The B2B Elements of Value ” they present a hierarchy of value. In “ The B2B Elements of Value ” they present a hierarchy of value. But here I use that graphic to highlight how to better leverage VALUE while prospecting and selling.

Vendor 392

Vendor Maximizer B2B Buyer 392

SBI

MAY 4, 2021

Demandbase Signs Definitive Agreement to Acquire InsideView and DemandMatrix, Launches The Demandbase Data Cloud and Sales Intelligence Cloud. These acquisitions significantly expand the Demandbase One B2B Go-To-Market Suite. Data is the foundation of any winning B2B go-to-market strategy. SAN FRANCISCO, CA – May 4, 2021.

InsideView 74

InsideView Advertising Advertising B2B 74

Zoominfo

OCTOBER 28, 2020

Its primary purpose is to help companies identify prospects interested in specific topics related to their value propositions. . The moment a significant uptick occurs in search activity, our customers will be alerted and able to engage warm prospects the moment they are actively searching for the solutions they provide. .

Intent Data 208

Intent Data Buyer Intent Intent Data 208

Zoominfo

JULY 9, 2019

Welcome new readers and ZoomInfo regulars to the latest edition of our B2B Blog Post Round-Up series. For those of you who are new to the ZoomInfo blog, we regularly publish monthly round-ups to feature top B2B content from industry professionals, leading brands, and subject matter experts. . Enter, behavioral segmentation.

B2B 180

B2B Retail Segment Scale 180

Zoominfo

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. The post 15 Indispensable Company Research Tools for B2B Sales Reps appeared first on ZoomInfo Blog.

Research 233

Research B2B Tools Company 233

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. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it.

B2B 100

B2B Prospecting Case Study Scale 100

Zoominfo

JANUARY 19, 2020

In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. 92% of B2B buyers are more likely to make a purchase after reading a trusted review. But here’s the thing—prospects want to see negative reviews. 40% of B2B buyers say negative reviews help build credibility for a product.

Social Media 130

Social Media Google Scale B2B 130

Zoominfo

NOVEMBER 20, 2018

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. 6 Types of Marketing Attribution Models.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Sales and Marketing Management

OCTOBER 29, 2018

In the B2B space, product-agnostic content manifests in a variety of ways. Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . B2B sales funnels vs. sales pipelines . Consideration. Evaluation.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase?

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Zoominfo

AUGUST 31, 2020

And like anything ambitious, there are plenty of possibilities and drawbacks to consider, so let’s scale the enormity of it all back, and focus on the following question: How will GPT-3 impact the B2B space? Let’s examine 3 data-centered predictions from the perspective of a prospective buyer , aspiring vendor, and B2B, at-large.

Data 179

Data B2B Industry Engineering 179

The Digital Sales Institute

MAY 11, 2020

A selling definition in the modern sales process could maybe be summed up in two words – “relationship building” Is selling today all about relationships? This change has altered the modern sales process alongside our understanding of a selling definition (which has put the power in the hands of the buyers).

Sales Process 52

Sales Process Lead Rank Decision Maker Social Media 52

Zoominfo

JANUARY 27, 2022

To the layperson, there may not be a huge difference between business-to-business (B2B) and business-to-consumer (B2C) data — it’s all just information. But to our engineering, data science, and product teams, B2B data is an entirely different animal from B2C that poses many unique obstacles and challenges.

Data 100

Data B2B Engineering B2C 100

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. When B2B buyers need to solve a problem, they start researching online. Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

OCTOBER 10, 2019

After all, the B2B buyer’s journey has become increasingly complex, as each prospect engages with a number of digital touchpoints on their path to becoming a customer. Before we get into the latest attribution trends, let’s review the definition and main objectives of marketing attribution. Let’s get into it!

Trends 160

Trends B2B Marketing Channels 160

Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. What Does it Mean for a B2B Organization to be GDPR Compliant? What is GDPR?

B2B 130

B2B Data Ideal Customer Profile Intent 130

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. The Top 10 Predictions are: The CMO role becomes "open for definition" as today''s CMO job description becomes considerably more complex and critical. So what should the B2B CMO do with these predictions? Below is the excerpt from their press release.

B2B 325

B2B Enterprise Enterprise Analytics 325

Allego

MARCH 25, 2023

B2B sales are most often made to a buying group. The typical buying group for a B2B solution involves multiple decision makers‚ each with information they’ve gathered independently. These dynamics make it increasingly difficult for customers to make purchases—and for sellers to connect with the right prospects.

Prospecting 62

Prospecting Decision Maker Groups B2B 62

The Digital Sales Institute

DECEMBER 3, 2020

Research Prospecting. Research and Prospecting. Research and Prospecting are the first step in the sales process. In this part of the sales cycle, initial conversations with prospects happen (usually via phone calls or live video conference). Typical Steps in the sales cycle. Conversations and Qualify. Needs Assessment.

Sales Cycle 96

Sales Cycle Ideal Customer Profile Sales Qualified Lead Lead Rank 96

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. Salespeople continually struggle with reaching B2B decision makers. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. I know that some will say that Value is hard to quantify, it is not, especially if you work with a clear definition. This involves many of the same activities over time across many prospects and/or clients.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Close.io

JANUARY 17, 2020

If you're looking for a simple way to keep track of your leads, we definitely recommend grabbing access ! Even the way we communicate with prospects has changed: Research by Gong shows 20% of sales reps swear while on their calls with buyers. Here is your 2020 B2B sales hunting license. Times have changed.

B2B 81

B2B Licensing Prospecting Lead Rank 81

Nutshell

JANUARY 30, 2023

Company information model This lead scoring model is helpful for business-to-business (B2B) organizations. This lead scoring model helps you weed out prospects who may not be a good fit for your offerings. Use negative scoring Negative scoring is deducting points from prospects or leads for every action or inaction.

Lead Scoring 62

Lead Scoring Lead Rank Sales Qualified Lead Leads 62

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. They should, but mostly don’t.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Zoominfo

AUGUST 12, 2018

So in an effort to demystify the term, we’re going to dive into marketing creativity in the B2B realm. In the B2B world, content typically takes the form of a blog post, eBook, whitepaper, or webinar. Very few B2B companies have mastered the art of podcasting. It’s definitely creative, but they didn’t do the impossible.

Examples 130

Examples B2B Marketing Inbound 130

Zoominfo

OCTOBER 11, 2018

Here are a few ways you can begin to do this: Make sure the hiring manager meets with the candidate at least two times during the interviewing process, then contacts the prospect an additional two times during the decision making time period. The post The Definitive Guide to Performance Based Hiring appeared first on ZoomInfo Blog.

Ideal Customer Profile 133

Ideal Customer Profile Demographics Positioning Intent 133