The benefits of account based marketing (ABM) may seem too good to be true. But trust us – this strategy delivers significant results. In fact, when you focus your efforts on a defined set of target accounts, you’re more likely to generate revenue and meet other strategic goals. As an added bonus, you can also personalize your messages. Continue reading
The state of the workforce is rapidly changing. Given the health of the economy, population demographics, social issues and more, it’s no wonder why employment is so volatile.
In order to navigate this constantly shifting landscape, recruiters need to stay abreast of these changes. And with the generational differences of the Millennials vs. Boomers, this is especially important. Continue reading
The Importance of Buyer Personas
Buyer personas are defined as profiles of your best customers. In order to determine who to target and the best way to speak to these people, you need to identify your buyer personas. Uncovering the characteristics of your best buyers is critical for developing targeted content, product development, sales follow up, and anything related to customer acquisition and retention. In fact: Continue reading
In honor of Bad Poetry Day, ZoomInfo put together an infographic to ensure you’re sending targeted marketing campaigns to your contacts and not bad poetry. Continue reading
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
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.
Marketers are always looking for ways to improve their email campaigns and generate quality leads. But if you’re emailing unengaged leads, known as email zombies, you could actually be hurting your deliverability rates and Sender Score.
An email zombie is defined as a lead that engaged with your organization at some point by opening your marketing emails, but hasn’t for a period of time. Sending messages to an email zombie puts your organization’s IP address at risk of being blacklisted, preventing you from deploying any emails at all.
According to Return Path’s Global Email Deliverability Benchmark Report, only 81% of permission-based emails sent globally make it into email recipients’ inboxes. Additionally, one out of every five emails lands either in a spam or junk folder (7%) or go missing, which usually means these messages are blocked by ISP-level filtering (12%). This means that nearly 20% of emails are undelivered, hurting the deliverability of your email campaigns.
Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with B2B databases that are cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.
The experts at ZoomInfo put together an infographic outlining data decay’s costly impact. Here are some statistics for you to pay attention to:
- 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate
- Up to 25% of B2B database contacts contain critical errors
- 40% of business objectives fail due to inaccurate data
- 1-10-100 rule: It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done