Gong.io

DECEMBER 31, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. Follow me to read upcoming research. We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . Below are seven best-of-the-best tips from 2020 — all backed by data. If you’re feeling (like we are!)

Data 96

Data Top of Funnel ROI Video 96

Zoominfo

MARCH 29, 2023

Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Target All the Decision Makers Up Front There are typically six to 10 decision makers in a buying committee. We are in a measured buying environment.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

PandaDoc

MARCH 11, 2020

Nate Gilmore, PandaDoc’s CRO, explains the new State of Deals 2020 report. Enter: State of Deals 2020: The New Sales Framework for Today’s Buyers. Our research illustrates the undeniable gaps between buyer expectations and seller deliveries and provides insight into the measures your sales team must take to bridge them.

Buyer 81

Buyer Hiring Face-to-face Decision Maker 81

Sales and Marketing Management

NOVEMBER 11, 2019

These predictions from B2B sales and marketing experts may impact decisions you make as 2019 comes to a close and 2020 looms. Digital marketers that can stay ahead of this trend will reap the benefits in 2020 and beyond, says Kimberly McNeil, a certified Google expert who focuses on content marketing, SEO, Adwords and analytics.

Cost per Acquisition 176

Cost per Acquisition Advertising Advertising Google Analytics 176

Cience

JUNE 23, 2020

Without further adieu, here are our latest takedowns of the Good, the Bad, and the Ugliest outbound emails for June of 2020. If you’re trying to reach decision makers using cold email, you better come with a great strategy and tight, impactful copy! And worse, the author didn’t even do their research.

Outbound 105

Outbound Lead Rank Lead Scoring Hiring 105

Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. Subscribe here to read upcoming research. A new generation of decision makers. Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing.

Data 121

Data Closing Buyer Call-back 121

Zoominfo

OCTOBER 23, 2019

The AI market will grow to a $190 billion industry by 2025, according to research firm Markets and Markets ( source ). billion in 2021, according to market research firm IDC ( source ). 72% of business decision-makers say AI can enable humans to concentrate on meaningful work ( source ). AI Priorities and Plans.

B2B 247

B2B Telecommunications Forecasting Scale 247

Zoominfo

AUGUST 18, 2020

And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Researching Prospects. Inefficient databases can leave sales reps with lots of research work and little time to sell. On a typical day, we’d be shocked if you spent 8 hours on the phone.

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

eGrabber

SEPTEMBER 10, 2020

Gear Up for Amazon Holiday Sale 2020. Research states that the sales made on this day can solely contribute to the biggest chunk of a seller’s annual revenue. Appended rich contact information: Decision Maker Name Job Title LinkedIn Profile URL Region Timezone. Increase your Amazon Sales & Revenue. Get a Free Sample

Decision Maker 40

Decision Maker Ideal Customer Profile Margin Retail 40

SBI

DECEMBER 28, 2020

NEWTON, MA – DECEMBER 23, 2020. Its solution combines access to decision-makers with a technology platform for creating online events. Industry research indicates that the majority of marketers expect virtual events to be the norm past 2020. TechTarget, Inc. This acquisition checks all the boxes.

Closing 126

Closing Intent Data Intent Face-to-face 126

Hubspot Sales

APRIL 10, 2020

You’re at risk if your customer prefers to spend up to 70% of their buyer journey doing their own research online and you’re not able to help them along the way. Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. When you’re in the right place at the right time, selling becomes a whole lot easier.

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

Pipeliner

FEBRUARY 12, 2020

When targeting individual decision-makers in certain companies, a business might get better results and close more sales. ’ The professional writers help you with research papers, statistical analysis, PPT’s, business research and also academic papers if you need them. Determine the campaign goals.

Account Based Marketing 69

Account Based Marketing Account Marketing Scale 69

Mereo

FEBRUARY 18, 2021

They are more engaged in online channels in 2020 than in 2019, at 88% vs. 54% ( ITSMA, 2020 ). While a “researcher” may still serve as a buffer on the buying committee, your sales teams now must prepare to sell directly to the key decision makers. Research your prospect like a diligent scientist. They are 2.2

Decision Maker 88

Decision Maker Campaigns Channels Up-Sell 88

Sales Hacker

MAY 23, 2023

But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check. I started a marketing analytics company which I sold in 2020. Take my word for it: I’m a (co)founder myself.

Decision Maker 92

Decision Maker ROI Sales Qualified Lead Lead Rank 92

Sales Hacker

AUGUST 12, 2021

Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Not involving the decision-maker. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. How to prep and empower your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Zoominfo

OCTOBER 15, 2020

Last November, I spent a weekend with our executive team brainstorming the biggest and most exciting opportunities for our growth in 2020 and beyond. The combination of ZoomInfo and Clickagy will dramatically shorten the path from data, to decision, to action.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Crunchbase

JANUARY 26, 2021

While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad. Even before the pandemic began in 2020, the sales journey was growing increasingly complex. The number dropped by around 19percent.

Trends 98

Trends Social Media Discount Decision Maker 98

Emissary

OCTOBER 1, 2020

2020 surely left a mark on enterprise sales and marketing: huge hits to pipeline, prolonged sales cycles, and heightened expectations from newly pressured buyers. Buying coalitions are continuing to expand, and the importance of understanding a wide variety of decision-makers will only increase in 2021. . At least in my career.

Sales Cycle 52

Sales Cycle Enterprise Enterprise Face-to-face 52

Zoominfo

AUGUST 12, 2018

The AI market will grow to a $190 billion industry by 2025, according to research firm Markets and Markets ( source ). billion in 2021, according to market research firm IDC ( source ). 72% of business decision-makers say AI can enable humans to concentrate on meaningful work ( source ). AI Priorities and Plans.

B2B 150

B2B Telecommunications Forecasting Scale 150

Emissary

FEBRUARY 19, 2021

In 2020, “the year of the existing customer,” many ABM programs focused exclusively on account expansion. For example, the healthcare industry —long a technology laggard—vastly advanced its digital transformation goals in 2020, consuming a variety of new technologies and engaging with a host of new partners. . . . #2

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

SalesHandy

APRIL 11, 2020

Let’s assume your team just got connected to the decision maker (through a lead) who wouldn’t respond. Visibility plays a vital role; as per Forrester , 74% of buyers conduct their research online. 11) Get introduced to the decision maker earlier. This way, you can react quickly to save time and anxiety.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

Zoominfo

AUGUST 18, 2020

And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Researching Prospects Inefficient databases can leave sales reps with lots of research work and little time to sell. This can pile on more research for your reps before they can start connecting.

Ideal Customer Profile 130

Ideal Customer Profile Analysis Decision Maker CRM 130

PandaDoc

JANUARY 11, 2021

Reaching The Decision-Maker. Therefore, it is always advisable to do some prior homework about your prospect’s company – who makes the financial decisions? Gatekeepers might keep you from your decision-maker. Doing prior research will help you make a bigger impact on your buyers.

Cold Calling 52

Cold Calling Gatekeeper Referrals Decision Maker 52

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: . Researching Sales Leads. 5 Social Selling Don’ts.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Zoominfo

OCTOBER 5, 2021

Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. billion in 2020 to $33.3 Brands use market intelligence data to guide decision-making in all areas of their businesses, from product development to marketing campaigns to their entire go-to-market strategy.

Data 130

Data Marketing Scale Analysis 130

Zoominfo

OCTOBER 23, 2019

The Future of AI The AI market will grow to a $190 billion industry by 2025, according to research firm Markets and Markets ( source ). billion in 2021, according to market research firm IDC ( source ). 72% of business decision-makers say AI can enable humans to concentrate on meaningful work ( source ). 46% of U.S.

B2B 100

B2B Telecommunications Forecasting Scale 100

Allego

MAY 25, 2021

Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. AI has become an essential part of the tech industry, helping solve many challenging problems in computer science, software engineering and operations research. Buyers now prefer to do research before meeting with sellers.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Cience

SEPTEMBER 18, 2020

On August 31st, Clutch recognized CIENCE as a leading B2B service provider on its annual 2020 list. Top-performers across every industry were researched, vetted, and grouped into categories based on their specific industry. They collect client reviews and analyze tonnes of data to offer the best market research there is.

Lead Gen 52

Lead Gen Lead Rank Lead Scoring B2B 52

Sales Hacker

MARCH 5, 2021

Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. Speaking of research, buyers will not skimp on it. But what if you could identify the specific solutions that your prospects are researching?

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

eGrabber

MAY 3, 2021

These stats are from Jan 2020. That’s because: Past Customers and Decision Makers are now in new companies. It can scan your CRM/Excel list of past prospects & users and build you a list of people who moved to a decision maker role since you last interacted. Government stats ).

Company 52

Company Decision Maker Sales Qualified Lead Ideal Customer Profile 52

eGrabber

MAY 3, 2021

These stats are from Jan 2020. That’s because: Past Customers and Decision Makers are now in new companies. It can scan your CRM/Excel list of past prospects & users and build you a list of people who moved to a decision maker role since you last interacted. Government stats ).

Company 52

Company Decision Maker Sales Qualified Lead Ideal Customer Profile 52

Highspot

MAY 7, 2021

surveyed 256 sales leaders and learning and development (L&D) decision-makers about the approach their companies are taking toward developing sales skills and managing change. To explore how remote salesforces were able to navigate a global crisis, ValueSelling Associates and Training Industry, Inc.

Pivotal 59

Pivotal Survey Decision Maker Face-to-face 59

Zoominfo

MARCH 4, 2018

Throughout the sales cycle you’re getting to know a company’s decision-makers, working to improve enterprise-wide operations. Influencing purchase decisions is relatively the same in B2C selling, but in the B2B realm you are dealing with procurement specialists, stakeholders, and buying committees.

B2B 130

B2B Decision Maker CRM Lead Rank 130

PandaDoc

AUGUST 29, 2022

According to research conducted by HubSpot , the average B2B sales cycle for SaaS products is 84 days. Identify decision makers in advance. Conduct small research to identify as many employees of your prospect as possible. Then, analyze them to define the largest set of possible decision makers. Disclaimer.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

Gong.io

MARCH 17, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Follow me to read upcoming research. I had been expecting a war story: heated debate, high tension, everything but a headlock to get this decision maker to fold and sign that day. . The conference room door shut. .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Hubspot Sales

APRIL 6, 2023

A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. A Moengage survey backed up that research — 27 percent of respondents said they were “most frustrated by receiving irrelevant content or product messages.”

Trends 99

Trends B2B B2C Social Media 99

LeadBoxer

FEBRUARY 4, 2019

With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. Business to business selling is often a complex process, involving several decision makers to close a sale. Research has shown that at least 50% of prospects are not a good fit for your business.

B2B 91

B2B Top of Funnel Decision Maker B2C 91