From 0 to 5,000 qualified prospects in a year
Ryan Patenaude had to build a sales organization from the ground up. When The Focus Group put him in charge of sales for Focus EduVation, the new spin-off had no customers, no prospects and no...
View ArticleDon’t hide from your customers (Part two)
In Part one of ZoomInsights article “Don’t hide from your customers,” search engine optimization (SEO) expert Eric Evans explained the importance of and described the first two of five basic SEO...
View ArticleHow many times to call a prospect
There’s considerable debate in sales circles about how often reps should keep calling the same prospect. Sales training expert Louie Bernstein writes about this issue in a new article on ZoomInsights,...
View ArticleTreat job seekers like customers: It’s good business
Have you ever applied for a position at a company only to never hear back? Or perhaps you get an interview, but weeks pass without any follow-up from the company. We’ve all been there! Christian...
View ArticleMining your account book for gold
In 15 years of inside sales, Lauren Bailey of Factor 8 has noticed that most reps struggle with their approach to managing their book of accounts. To find great opportunities in your accounts, you must...
View ArticleSurviving an email jungle
Every email message you send must hack its way through a jungle of spam filters, strong-arm inbox fatigue and survive your readers’ distractions. Inbox rates – the tally of whether an email reaches its...
View ArticleFind better candidates with the Diamond Recruiting Technique
In the past, the hiring process was often thought of as a funnel: Recruit as many candidates as you can, dump them into the top of the funnel and see who filters out at the bottom. But that technique...
View ArticleClimbing the marketing automation mountain
There are a lot of correlations between hiking a mountain trail and the challenges that marketing automation professionals face in their day-to-day jobs. That’s what marketing expert Stacy Levy...
View ArticlePerformance-based recruiting: how to hire the best candidate every time
With so many options open to recruiters when it comes to sourcing and hiring great candidates, it can be hard to know what really works, and what is just “the next big thing.” Well, if you ask Lou...
View ArticleThe power of direct-line prospecting
Most sales representatives prefer to call prospects’ direct phone numbers, but sales expert Ted Martin says that relatively few reps have any idea how to get those digits. That’s the focus of a new...
View ArticleCongrats to our sales “dream team” and its leader
The sales team at ZoomInfo has a top-notch leader, and we’ve got proof: For the second year in a row, Mark Ruthfield, our vice president of sales, has made a list of top 25 most influential sales...
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