Author Archives: Lauren Barber

About Lauren Barber

Lauren is the Marketing Content Manager at ZoomInfo. Prior to ZoomInfo she worked in social media, content creation, and email marketing on the agency side.

generate-more-leads

How to Generate More Leads from Your Next Webinar

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generate-more-leadsWebinars are a great way to generate more leads for your organization and provide you with an opportunity to educate people about your products and services, as well as position yourselves as thought leaders in the industry. Although webinars take time and effort on your part, the preparation time is far less than hosting a physical event, they’re more cost effective, and you can repurpose the content.

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B2B Lead Generation Checklist

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b2b-lead-generationGenerate More of the Right Leads

One of the biggest challenges B2B marketers face is lead generation. Without leads, a company wouldn’t exist. Leads eventually turn to sales, resulting in boosted revenue and growth. Additionally, you need to make sure you’re targeting the right people and generating quality leads. So, where do you start?

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sales-process

The Data Behind an Effective Sales Process [infographic]

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An effective sales process is the key to increasing revenue and growing your company. But what makes the sales process effective?

  • Lead response time: You’re 7x more likely to have a meaningful conversation within the first hour of responding to a lead
  • Lead nurturing: Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost per lead (CPL), however 65% of companies still haven’t established lead nurturing programs
  • The best sales people: The best sales reps are 205% better at qualifying leads and are able to reach decision makers faster
  • Sales and marketing alignment: Companies where sales and marketing are aligned achieve 25% more revenue
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    3 B2B Marketing Trends to Watch for in 2015

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    B2B Marketing Trends to Prioritize

    It’s hard to believe the year is almost over and 2015 is right around the corner. At this point in the year, smart marketers know that in order to stay ahead of the competition they must be aware of the anticipated B2B marketing trends for 2015 and adjust their strategies accordingly. Check out these 3 B2B marketing trends to watch for in 2015.

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    The Impact Targeted Marketing Campaigns Have on Revenue

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    The importance of targeted campaignstargeted-marketing-campaigns

    Have you ever received an email that was so irrelevant, you asked yourself why you’re even on the sender’s contact list? This happens more often than you think and is the result of either a non-data driven marketing strategy or data that’s incomplete and inaccurate. If you’re looking to convert leads and increase revenue, your marketing campaigns must be targeted and relevant to the recipient.

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    b2b-data

    What Your B2B Data Can Tell You

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    b2b-dataLying deep within the thousands of contact records in your CRM and marketing automation are treasure troves of data on the people who interact with your brand, and more importantly those who buy. This data can help you generate more leads, shorten the sales cycle, and increase revenue.

    In order to run successful campaigns, you need to make sure you’re not making non-data driven (“guessing”) decisions. If you’re making data-driven decisions, it’s important that your data is complete and accurate.

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    Sales Tips: 5 Things You Should Never Say to Prospects [infographic]

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    Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you’ve been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.

    In today’s world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect’s name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.

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    8 Ways to Promote Your B2B Lead Generation Content

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    lead-generation-contentLead generation content is quality, targeted content, such as blog posts, emails, whitepapers, eBooks, videos, case studies, and infographics, used to do what else? Generate leads! According to the B2B Content Marketing 2014 Benchmark Report, 93% of B2B marketers use content marketing and 74% of marketers cited lead generation as their goal for content marketing. But in order to generate leads, your content needs to be seen. So how are organizations promoting their B2B lead generation content effectively? Check out the different ways below.

    8 Ways to Promote Your B2B Lead Generation Content:

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    15 B2B Sales, Marketing, and Lead Generation Statistics

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    b2b-sales-statisticsSales and marketing campaigns and tactics are often implemented based around the most popular statistics. The statistics below emphasize the importance of sales and marketing alignment, identifying your buyer personas, segmenting your contacts, personalizing your messaging, lead nurturing programs, and having deeper insights available on leads in order to hold educated conversations.

    Here are the top 15 B2B sales, marketing, and lead generation statistics you should pay attention to:

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