Understanding the Sales Force

JANUARY 7, 2019

John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. They don't know what's good for them, haven't been asked or held accountable to doing it differently, and aren't in any way shape or form following best practices. I was appalled by what I saw. Check this out!

Sales Management 224

Sales Management Report Groups Objections 224

Understanding the Sales Force

APRIL 16, 2018

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?

Data 189

Data Exact Groups Objections 189

Zoominfo

JANUARY 8, 2021

In fact, according to data from ZoomInfo, company expansion maintained relative momentum, both nationally and internationally, through 2020. Data from ZoomInfo’s databases looked at 539 office openings in the U.S. and globally — appear to have largely maintained those goals. Figure 1: Corporate office openings did not flatline in 2020.

Face-to-face 246

Face-to-face Travel Report Data 246

Zoominfo

AUGUST 1, 2021

If you were asked to share one inspirational thought about data, what would it be? From tech leaders to data ops experts, many people have shared their most thought-provoking quotes about data. If all we have are opinions, let’s go with mine.” — Jim Barksdale “Above all else, show the data.” — Edward R.

Data 100

Data Marketing 100

The ROI Guy

SEPTEMBER 15, 2011

This data can be mined and analyzed to understand customer responses, report on average results, and more. The mined data is exported into spreadsheet format for easy sorting and analysis. All user entries, and even key results, are saved into a database.

Analysis 40

Analysis Data Customer Tools 40

Zoominfo

SEPTEMBER 30, 2020

The other day, a close friend of mine was browsing the website of an activewear brand she likes when she noticed an application page. Become a Rep,” it read. If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Source: ZoomInfo.

Hiring 246

Hiring Loyalty Discount Social Media 246

Sales and Marketing Management

MARCH 31, 2013

Teaser: Everybody is talking about data being a goldmine for increased profits, but do you know where to mine and what to do with the data you collect? Everybody is talking about data being a goldmine for increased profits, but do you know where to mine and what to do with the data you collect? read more

GoldMine 195

GoldMine Data 195

The Pipeline

APRIL 27, 2017

Two key things you’ll learn will help you in Mining The Gap. You can surface this Gap with two simple questions, once the Gap is there, you can “Mine” it. Develop your Gap questions built on empirical data not third party wives’ tales or industry myths. This will allow you to understand where there are Gaps or misalignment.

Margin 230

Margin Objections Face-to-face Influencer 230

Janek Performance Group

JANUARY 8, 2024

In other words, there are white spaces that are worth mining. By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. How does white space analysis work?

Analysis 118

Analysis Segment Lead Rank Data 118

Alice Heiman

NOVEMBER 21, 2023

Tom understands that effective sales leadership starts with data. 30:36] Importance of data mining and insights in sales and marketing. [37:14] Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader.

Hiring 84

Hiring Customer Referrals Face-to-face 84

Accent Technologies

JULY 18, 2023

The untapped information—activity levels, buyer engagements, account info, pipeline, and forecasting data—can provide a wealth of insights into selling motion areas. Formatting and Mining (F) Nuclear fission requires precise conditions to effectively extract energy from an atom. By analyzing data, you receive thoughtful insights.

Lead Rank 52

Lead Rank Customer Energy Forecasting 52

SBI

JANUARY 18, 2018

Matt: LeadGnome’s reply email mining service gives Sales a competitive advantage by identifying actionable intelligence that presents an opportunity to connect with the right leads, at the right time, to drive more revenue. Salesforce) – many studies show a whole day is wasted on data entry each week.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Sales 2.0

OCTOBER 22, 2019

When it comes to cold calling I am a “leaver” My best rationale for why is based on data. Data on this subject is hard to come by so whenever I see some that seems credible I save it. Here’s some data Steve Richard (a smart sales expert) published based on his experience running the outsourced B2B calling firm Vorsight.

Cold Calling 150

Cold Calling Outsourcing Services Call-back Government 150

Sales and Marketing Management

MAY 7, 2020

While it’s true that more B2C companies than B2B companies have made the subscription model more of a staple, the concept seems tailor-made for B2B businesses, says Bob Moore, co-founder and CEO of the data mining companies Crossbeam and Stitch, Inc., two businesses that serve B2B customers through a subscription model.

Lead Rank 194

Lead Rank B2C B2B Vendor 194

Zoominfo

FEBRUARY 21, 2021

Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

Transportation 204

Transportation Automotive Chemicals Marketing 204

Sales and Marketing Management

AUGUST 23, 2019

With data thieves becoming wittier and more cunning by the day, employers are finding it hard to cope with the cybersecurity threat that remote working brings. Tons of data leaves the employer’s head office on a daily basis and is accessed by remote workers using their personal devices and public Wi-Fi networks. Unencrypted technology.

Remedy 179

Remedy Networking Data Advertising 179

Alice Heiman

OCTOBER 18, 2023

Discover the data-driven insights and strategic capabilities needed to break free from this paradox and steer your sales towards growth. It revolutionized mine. Howard Dover tackles this issue head-on. He asks the crucial question: Why are sales teams armed with more tools than ever, yet still struggling to meet quotas?

Lead Rank 121

Lead Rank Sales Qualified Lead Positioning Quota 121

Emissary

MARCH 2, 2023

While the application of artificial intelligence is ever-expanding in today’s business intelligence landscape; data mining, algorithms, and publicly available information can only take sales teams so far. By mining this library, teams can collect more detailed and actionable research in less time than previously possible.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Zoominfo

OCTOBER 28, 2020

Looking at the period of 150 days before and after receiving funding, a company is 20% more likely to announce a product launch after obtaining the investment, according to an analysis of ZoomInfo data. Figure 3 : Manufacturing has the best record of product launches, while mining has the worst. Source: Zoominfo.

Loyalty 178

Loyalty Hubspot Hotels ROI 178

Zoominfo

JANUARY 23, 2021

The key to a great sale is to identify your decision makers – learn how data can help. Can we unpack that?’ “ Read more about building better ICPs: How Can You Use Data to Build Better Personas? For the B2B sales rep, social media channels like LinkedIn and Twitter are a gold mine for connecting with potential leads.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Sales 2.0

JULY 14, 2018

I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here. Here’s some data Steve Richard (a smart sales expert) published based on his experience running the outsourced B2B calling firm Vorsight. Baylor University.

Cold Calling 150

Cold Calling Outsourcing Services Call-back Data 150

Sales 2.0

MAY 1, 2023

CRM was built as a management tool, and we try to force reps to put data into it so that we can use it as a management tool, but we can’t. We have all of this data, and we don’t need to be dependent on a very busy sales rep doing “$10 an hour data entry work”. What if instead CRM were built to make the rep better?

Scale 221

Scale Top of Funnel Territories Sales 221

Pipeliner

JUNE 10, 2021

Such elements included sales processes, and sales applications such as analytics, data mining, and many others that needed to fit together for a seamless data flow. These elements include collecting data correctly, and data modeling through analytics to accurately measure your business outcomes for the future.

Account 97

Account Analytics Travel Vendor 97

Sales and Marketing Management

OCTOBER 9, 2019

Millennials, 73 million strong, account for over 35% of the current workforce and are flexible, coachable, communicative, data-driven and confident. They know technology and process, and they understand data and demand it. . This data impacts decision-making at all levels – and salespeople are demanding it, in real-time. .

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Partners in Excellence

DECEMBER 7, 2023

We brag about technology stacks, “Mine is bigger than yours!” These tools have freed up sellers from having to do the “tedious” research to get the data. As much as we provide tools, training, data, information; as easy as we make it for sellers to get it; they don’t use it or use it poorly.

Face-to-face 126

Face-to-face Revelation Tools CRM 126

SBI

JUNE 28, 2018

The data on the buyer’s demographics, interests and personal goals better be right. Data Mining: Ensure that your sales reps aren’t manually digging through data to input into presentations or documents by pulling from multiple data sources and automatically inputting data for them.

Ideal Customer Profile 120

Ideal Customer Profile Collateral Buyer Demographics 120

The Pipeline

DECEMBER 22, 2014

Data will continue to make its impact on quality selling, call it big data, actionable data, or a term Miles Austin recently introduced me to “fast data”. Call it what you like, data will help you make the decisions you need as a sales person to execute. Execution, everything else is just talk.

Data 275

Data Cold Calling Revenue Social Selling 275

Sales and Marketing Management

APRIL 30, 2020

The social conversations that occur in your industry are a gold mine of information that can steer your product development and marketing efforts. Few companies are currently making the most of social listening techniques, but that’s not for lack of social media data to work with.??.

Ideal Customer Profile 207

Ideal Customer Profile Scale Webinar Metrics Consumer 207

Hubspot Sales

MAY 3, 2021

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. Ultimately, LinkedIn Sales Insights is a tool for data-backed customer segmentation, and its specific benefits reflect that.

LinkedIn 132

LinkedIn Buyer Persona Microsoft Analytics 132

Zoominfo

JANUARY 8, 2021

In fact, according to data from ZoomInfo, company expansion maintained relative momentum, both nationally and internationally, through 2020. Data from ZoomInfo’s databases looked at 539 office openings in the U.S. and globally — appear to have largely maintained those goals. Corporate office openings did not flatline in 2020.

Face-to-face 130

Face-to-face Travel Report Follow-up 130

Lead411

OCTOBER 10, 2023

How does Zoominfo get their data? However, with large amounts of data comes great responsibility, and ZoomInfo’s data collection practices have raised important ethical questions. This article will dive into how Zoominfo collects it’s data and how it handles consent and control of the data.

Data 52

Data Social Media Ideal Customer Profile B2B 52

Zoominfo

FEBRUARY 23, 2023

Business today is fueled by a constantly expanding, increasingly complex body of data. And that means data governance — managing the data produced, acquired, and used by a company — has become a critical function. What is Data Governance? Greater visibility also contributes to your business culture.

Government 100

Government Data Policies How To 100

Smooth Sale

MARCH 13, 2024

These are gold mines for making connections, learning about your industry, and showcasing your sleek, logo-emblazoned car. ContactOut is a web-based platform that enables users to search for contact information and uncover contact details, including email addresses, phone numbers, and other personal data.

Company 104

Company Hiring How To Social Media 104

No More Cold Calling

JANUARY 24, 2013

New data suggests that there are fewer than five degrees of separation—your referral network just got turbocharged. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch with your social network just got even more important.

Referrals 243

Referrals Airlines Social Media Networking 243

Pipeliner

JUNE 8, 2020

As one CEO writes for Supply Chain Management Review , a “ disruption mindset ” — in which change is a given and all planning efforts require speedy revision as new data rolls in — allows companies to adapt to these types of situations. And this step depends on optimizing your company’s approach to data.

Gatekeeper 75

Gatekeeper Decision Maker Analytics Data 75

Partners in Excellence

OCTOBER 24, 2022

We see all sorts of data about sales stacks, but we also see data about the low utilization of these technologies. The post Mine Is Bigger Than Yours! Are they consistently exceeding goals? How have these tools positively impacted performance? Or more simply, are the sales people actually using these tools?

Vendor 114

Vendor Account Based Marketing Face-to-face Survey 114

Sales 2.0

AUGUST 24, 2014

I was up to my ears in spreadsheets and comparing data. So I was trying to figure out an Excel formula to do some data manipulation I’ve never done before and then my phone started ringing. I was having a bad day. I was working on a big project that had become seriously complicated. My brain was starting to hurt.

Lead Rank 247

Lead Rank Lead Scoring Groups Call-back 247