Conversion Pharmaceuticals Prospecting Study 
DiscoverOrg Sales
APRIL 5, 2016
This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. If you combine Predictive Analytics with accurate prospecting data from DiscoverOrg, it’s unstoppable. We hear a lot about Account-Based Marketing and flipping the funnel.
SBI
JUNE 4, 2014
Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.
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Pipeliner
FEBRUARY 15, 2019
This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”.
Sales Hacker
APRIL 9, 2019
According to a study by Pew Research Center , when compared to Gen Xers at the same age, the percentage of Millennials staying with their employers for 13 or more months is slightly higher. In addition, Millennials’ comfort with mass communication helps bridge gaps and attract prospects in the sales funnel.
The ROI Guy
APRIL 15, 2014
Yes, there are several studies that point out how sales reps are being invited later into the decision making process. In any pipeline review, the majority of the discussions are about prospects not calling reps back, not moving forward, and taking longer and longer in the process.
SBI
JUNE 3, 2014
Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.
The ROI Guy
SEPTEMBER 13, 2013
Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. So how have prospects changed? The customer conversation needs to change. Prospects are struggling with the current “do more with less economy”. Do you believe that this Value Deficit is the top issue?
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