DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle.

Data 196

Data Intent Data Intent Customer 196

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . I don’t like it—and your prospects don’t like it.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload.

Data 197

Data CRM Survey Study 197

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Speaking with and evaluating prospective vendors (85%). link] Additional articles and research regarding value selling and marketing can be found at [link].

ROI 79

ROI Vendor Survey Proposal 79

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. These individuals deny that customers use social media to do research on potential purchases. In 2011, the Sales Executive Council reported the average B2B buyer engaged vendors once they were 57% of the way through their buying cycle.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Pointclear

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. The Perils of Ignoring “Why Change?”

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

Score More Sales

NOVEMBER 16, 2012

This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. note: you must fill in contact info to get the full report which I think is well worth your effort.). I hope they see this research. Combining emails with phone calls yields more lead conversion.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

Score More Sales

JULY 9, 2012

You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you think are going to close. Here are 3 steps to begin to determine if the deal you are reporting is one you can count on as coming to closure soon.

Opportunity 200

Opportunity Report Buyer Pipeline 200

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Prospecting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Prospecting. 3 R’s of Prospecting Success. CNi Rapid Research.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Zoominfo

FEBRUARY 25, 2018

In fact, research shows B2B brands that connect with their buyers on an emotional level earn twice the impact over marketers who are still trying to sell business or functional value ( source ). Do some research, experiment with post frequency, and analyze your results. Posting exclusively about products. Happy Friday! Weekend plans?”

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. You meet him for the first time and he’s done a ton of research. Prospecting. August 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. You really start that conversation with that prospect, and hopefully you steer them to you.” More frequently, both report to the same person and work on common process issues. Advice to CMO for 2012: Focus on Sales Enablement Efficiencies. Then Speak.

Marketing 247

Marketing Outbound Inbound Vendor 247

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Prospecting. 3 R’s of Prospecting Success. CNi Rapid Research.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Velocify

FEBRUARY 11, 2013

trillion messages sent worldwide in 2012 [1] , it’s no wonder that sweethearts and marketers alike are flocking to this communication channel, and salespeople are just beginning to understand its value. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. 2012 Trending: Significant Transformation for Marketing Groups.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. You can run reports, set up meetings, manage cases and contact information all from your mobile device. Prospecting. 3 R’s of Prospecting Success. CNi Rapid Research. Your email address will not be shared.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Score More Sales

JANUARY 17, 2012

by Lori Richardson on January 17, 2012. If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Sales Tips and Strategies to Grow Revenues.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. We were schooled to throw as many prospects in the funnel as we could find.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. Have you downloaded my latest report “The Sales Person’s Crisis”?

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. April 2011.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Moreover, Best-in-Class companies report a 31.6% Overall, it requires an understanding of the purchase process from the buyer's point of view. of pipeline to 13.2%

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Sales Training Connection

JUNE 18, 2012

After speaking with executives crossing 19 industries, they report that sales forces must know how to connect at a deeper and more compelling level with their customers and storytelling is a great way to get that done. Leave the jargon at home – translate the story into language familiar and relevant to the prospect.

Benefit 136

Benefit Training Relationals Report 136

Pipeliner

MARCH 13, 2020

The talent pool of prospective employees is, therefore, leaving the traditional centers of employment and spreading out in a way never seen before. the director of research at John Burns, theorizes that the falling mobility rate may also be connected to the increase in telecommuting. “If

Benefit 98

Benefit Real Estate Survey Decision Maker 98

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales.

Twitter 136

Twitter Account Social Media Media 136

Pipeliner

OCTOBER 20, 2020

Creating a great flow of inbound leads requires a lot of research and planning. from Austria in 2012 to establish Pipeliner CRM in America. A sales manager should understand that an inbound lead ranks higher than an outbound lead, simply because an inbound is a reach originated by a prospect. I arrived in the U.S.

Lead Management 92

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 92

The ROI Guy

JANUARY 15, 2013

In fact, CEB reports that 57% of the buyer’s journey has been completed prior to the customer engaging with a sales professional. With the Great Recession, Buyers have changed – more empowered, skeptical, and frugal than ever before – a condition we call Frugalnomics.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. You get on the project and do an online research.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Velocify

JANUARY 21, 2013

of sales prospects received a text message during the sales cycle. The research examined more than 3.5 million prospect interactions of businesses who use Leads360 to power their sales engines. Sales reps that sent text messages before contacting a prospect, cut the probability of contacting a prospect by 39.2%.

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting. 3 R’s of Prospecting Success. CNi Rapid Research. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

OCTOBER 21, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Reading online is very popular, as Amazon report that more than 50% of books are read in this way. Prospecting. 3 R’s of Prospecting Success. CNi Rapid Research. Your email address will not be shared.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237