Category Archives: Best Practices

sales-productivity

How to Increase Sales Productivity & Drive More Revenue

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How much time are you wasting Googling phone numbers and contact information or calling stale leads? Imagine how much your productivity would increase if you had the contact information for all of your leads right at your fingertips.

Use these 5 ways to increase the productivity of your sales team:

  1. Convert stale or incomsales-productivityplete records into productive leads - Regularly cleanse and update your B2B database with email addresses, phone numbers, titles, company information, etc. to prevent your business database from decaying. Did you know 62% of organizations rely on marketing and prospect data that's inaccurate?
  2. Continue reading
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james

Get More Out of Prospecting! ZoomInfo Will Tell You How at RecruitaCon – Amazon

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james

Come see James Hannoosh present ‘Dodging the Recruiting Roadblocks!’ on August 12, 2014 at RecruitaCon – Amazon!

Hiring the right candidate can be difficult. James will explain how to avoid the common roadblocks of recruiting to get more of the right prospects in your pipeline. Continue reading
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5 Steps to Structuring Your Marketing Strategy

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Determining how to structure your marketing strategy is a complicated task. You’re expected to stay within a determined budget and come up with viable, affordable opportunities to bring in qualified leads. These steps will help you to strategize efficiently and reach most likely buyers:

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alignment

The Importance of Sales & Marketing Alignment

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alignment

Sales and marketing are inherently connected. The sales team relies on content and lead generation from marketing and the marketing team needs sales people to carry out marketing strategies. They both share the same overall goal: to increase revenue for the company. The challenge is to align the sales and marketing departments so that they can efficiently work towards that goal.

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The Importance of B2B Lead Nurturing

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What is Lead Nurturing?

Most leads aren’t sales-ready when you first contact them. Lead nurturing is a process through which you can maintain a relationship with those leads, track them, and develop them into sales-ready leads rather than letting them go cold.

Why Nurture Leads?

73 % of sales leads are not sales-ready when they enter the top of the funnel but 65% of B2B marketers have not established lead nurturing campaigns. This leaves a lot of room for those leads to go cold over time. These leads aren’t ready to purchase just yet. But don’t forget that there’s a huge opportunity to create a relationship with potential future customers. Remember, they became a lead for a reason and saw inherent value in something you offered. Creating and nurturing long lasting relationships with these leads can help establish trust and loyalty for your organization. Additionally, you can ensure that these contacts are clean and up-to-date by engaging with them as part of a B2B nurture campaign.

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Canada’s New Anti-Spam Legislation: What You Need to Know

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canada-anti-spam-legislation-CASLWhat is Canada’s Anti-Spam Legislation (CASL)?

The purpose of Canada’s Anti-Spam Legislation (CASL), which is going into effect on July 1, 2014, is to protect Canadians and other individuals from spam, malware, phishing, and identity theft, while ensuring that businesses can continue to compete in the global marketplace. Beginning on July 1, 2014, organizations will generally be required to have prior consent to email intended recipients protected under Canada’s Anti-Spam Legislation (CASL). [b1] We highly recommend you start to take action now if you haven’t already. Continue reading
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profitable-marketing-campaigns

Build More Profitable Marketing Campaigns with Buyer Personas & Lead Scoring

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Knowing and understanding who your prospects and customers are is essential to building more profitable marketing campaigns. In addition to knowing names, email addresses, phone numbers, industries, and titles, it’s important to know who these people are, how they engage with your organization, their needs and interests, and where they are in the sales process. Once you understand the data, you can begin to develop buyer personas and better leverage lead scoring. Continue reading
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8 Best Practices for Protecting Your Email Reputation

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Maintaining a good email reputation is the best way to ensure the deliverability of your messages. Internet service providers (ISPs) are always coming up with new ways to block spam, creating a never ending battle for marketers to reach their intended recipients and protect their company’s sender reputation.
email reputation

Image courtesy of Stuart Miles / FreeDigitalPhotos.net

Follow these 8 steps to improve your email deliverability rate and protect your company’s sender reputation: Continue reading

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Sales Presentations: how to make a big impact?

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We all like to insert numbers when making a presentation, whether it is to a client, a prospect or someone internal in the company. Numbers provide factual evidence to any argument, and that is why everybody loves to include numbers in a presentation. But the question here is whether you are presenting the numbers in a way that they would make the impact that you are actually hoping for? Let me walk you through an example that would illustrate my point better - Continue reading
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ZoomInsights

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Today we launched what will be the first of many editorial features that will offer real, actionable insights into sales and marketing automation and database quality issues. Our first ZoomInsight feature is on the "10 Steps to Avoid Spam Filters...and Protect Your Company's Reputation." In it we feature tips from industry leaders that you can take directly to your email campaigns to make them stronger, more productive and less likely to end up in the spam folder. Check back as we update and post more ZoomInsights! Click the link for more information on ZoomInfo's Products and Services.
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