DiscoverOrg Sales

JANUARY 1, 2018

And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

Trends 184

Trends Advertising Advertising Survey 184

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

NOVEMBER 11, 2016

Value is a vital element to sales success for 2017, according to insights from Peter Ostrow, Research Director of Sales Enablement Strategies for research firm SiriusDecisions. He offered three tips to excel in 2017.

B2B 58

B2B Quota Research Sales Enablement 58

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Buyers have increasingly embraced completing their own research for years.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

AUGUST 5, 2019

Check out our Q&A with Chris as he discloses marketing communication tactics for better communication in any scenario: Question One: Difficult Scenarios. How can today’s marketing and sales professionals best incorporate these human qualities into their strategies? Question Two: Emotional Intelligence.

Marketing 159

Marketing Negotiation Scale Follow-up 159

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. The good news, the research is crystal clear. Those that get Value “right” can overcome these challenges and reap significant rewards.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. Jason Jordan, @JasonRJordan : Sales Management expert, author, and speaker. Partner at Vantage Point.

Twitter 63

Twitter Influencer Hotels SalesForce 63

DiscoverOrg Sales

JANUARY 22, 2018

I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. Like many B2B companies, DiscoverOrg has such a wide addressable market. Opportunity data helps inform the timing for sales outreach.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! According to Pew Research, Millennials officially compose the largest U.S.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

A Sales Guy

MARCH 14, 2017

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. Sales management is about leadership. New Rules of Selling.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Sales Hacker

FEBRUARY 28, 2018

In January, we announced a new initiative called The Sales Hacker Top 50 Awards. The Sales Hacker Top 50 Awards are an effort to show some love to the actual reps and practitioners on the front lines. Our Sales Hacker Top 50 Awards Categories Are: Sales Ops/Enablement. Sales Development. Sales Leaders.

Demand Generation 84

Demand Generation Demand Generation Targets Infor Sage 84

Sales and Marketing Management

MARCH 20, 2019

Author: Conner Burt The current labor market remains among the tightest in modern history. Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within. So yes, if you can’t hire the talent you need, it makes sense to cultivate it from within.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. Yet, it’s easier said than done.

Case Study 244

Case Study Referrals B2B Social Media 244

DiscoverOrg Sales

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The days of squandering marketing budget are gone.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

FEBRUARY 19, 2018

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. A real look at email bounce rates.

Data 254

Data Lead Rank Lead Scoring Marketing Qualified Lead 254

Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ? Additionally, they share some of their latest research.

eBook 50

eBook Research Survey Data 50

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. The malware struck Chipotle restaurants nationwide between March 24 and April 18, 2017. 1/17/2017). (1/17/2017)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

SBI Growth

MAY 6, 2019

Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. A 2017 article in the Harvard Business Review noted that 67%. They are unable to execute the growth strategy they have embraced fully.

Enterprise 149

Enterprise Enterprise Report Research 149

Hubspot Sales

NOVEMBER 3, 2017

Today, 80% of homebuyers conduct internet research when considering homes to buy , and 89% use the internet to find real estate agents. Start with a strong email marketing strategy. A sentence at the end acknowledging the market’s competitiveness will provide a sense of urgency. These homes often suffer from poor marketing.

Real Estate 144

Real Estate Up-Sell Follow-up Meeting 144

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Increase Sales

JANUARY 2, 2017

How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? ” To be successful in sales, one must have strong relationships with sales leads, prospects, customers, vendors and others. Do those feelings build trust? Share on Facebook.

B2C 86

B2C Vendor Intent B2B 86

Sales 2.0

JUNE 23, 2018

Linkedin’s 2017 research found that 39% of B2B buyers consider trust in the relationship with the sales person as the biggest reason to ink a deal—the #1 factor. We all have a life outside of our sales job but realize that these other search results are going to paint a picture for your prospect. People buy from people.

Google 220

Google LinkedIn Twitter Buyer 220

Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day.

Travel 205

Travel Incentives Incentive Lead Rank 205

MarketJoy

AUGUST 6, 2020

However, in the last decade Google Adwords, mobile-readiness, landing pages, web forms, and the marriage between sales and marketing has become table stakes for effective lead generation. In 2018, Gartner predicted, “by 2022, two-thirds of all customer experience projects will make use of IT, up from 50 percent in 2017.”

Lead Generation 105

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 105

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What Is A BASHO Email?

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. How is it different from outside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Buyers have increasingly embraced completing their own research for years.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 106

Lead Rank Hubspot Microsoft Lead Scoring 106

Sales and Marketing Management

OCTOBER 29, 2018

Author: Paul Nolan Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. We thought there was a gap in training for B2B sales managers, but quickly discovered that “gap” is actually a canyon (hence the cover image). The reverse was also true?—?untrained

Quota 120

Quota Report Promotion Education 120

Sales Hacker

MARCH 5, 2021

The remote sales landscape is getting stuffy. Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. Across the table (or buffering screen on Zoom), sellers are embracing digital sales and prospecting.

Buyer Intent 101

Buyer Intent Intent Data Intent Top of Funnel 101

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. Our aim was to get a clear view of what a typical sales stack looks like and how it will evolve over time.

Webinar Metrics 93

Webinar Metrics Survey Sales Technology Tools 93

Zoominfo

JULY 1, 2019

The Consumer Perspective on LGBTQ+ Representation in Advertising: PrideAM research shows that 60% of the general population believe it is important that people of different genders are accurately portrayed in advertising. 79% of LGBT respondents say that they enjoy funny LGBT-themed ads, according to Google’s research.

Advertising 188

Advertising Advertising Survey Scale 188

Sales Hacker

OCTOBER 31, 2018

At least 69 percent of businesses invest significant time and money into email marketing, according to a recent survey by business news website The Manifest. In short, it’s important that marketers stay on target. The need to create personalized marketing messages isn’t new; it grew as a natural extension of the dot-com boom.

Email Marketing 69

Email Marketing Buyer Persona Marketing Lead Rank 69

SBI

JUNE 19, 2019

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA. Priority Engine provides B2B marketing and sales teams the real, observed purchase intent they need to act with speed and confidence. TechTarget, Inc. Michael Cotoia, CEO, TechTarget.

Account Based Marketing 50

Account Based Marketing Engineering Ideal Customer Profile Account 50