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MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. This means that many of our midsize companies are using some amount of bad data in disjointed bins of information that don’t connect. How to Get Started: Put guidelines in place for getting data entered in real-time. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

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NOVEMBER 21, 2014

230 people at IBM participated in “The Design Thinking” process, looking at data points to see how people really do interact in a people-focused manner to accomplish more. This project has been a $100M investment by IBM in design innovation utilizing analytics, cloud, and social together.

Analytics 210

Analytics Compensation Data Engineering 210

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APRIL 30, 2014

Here are three ways to follow up better and gain more opportunities: Look at Data. If you don’t have any historical data, start now by clearly noting as much detail in your CRM system as possible so that you can make some decisions based on actual data. Monitor the data moving forward and help.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JANUARY 11, 2013

One fear that seems to have been put to rest is the fear many SMBs used to have (and larger companies, too) about putting their data in the cloud. Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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JUNE 27, 2014

It’s pretty simple for them to do accurate research – they have all the data of 275 million (or more) business professionals in their system. They searched for female vs. male names and parsed the data to see how many LinkedIn members were female and in sales vs. male and in sales by industry.

Study 231

Study LinkedIn Hiring Conference 231

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SEPTEMBER 30, 2014

As an early adopter of cloud-based CRM, we were storing data in the cloud ten years ago – 12 years ago. Somehow there needs to be another layer – a concierge of sorts – to make sense of all of the data we are generating as well as curating and organizing all of the cloud based apps so we can really be more productive.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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MAY 19, 2016

After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data. CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.

B2B 131

B2B Data Sales Customer 131

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MAY 28, 2013

Big Data Integrated. Instead of keynotes all about how great the idea of Big Data will be, there was a treasure trove of stories on how data – big and small – is transforming and improving customer service, response times, interaction with customers and buyers, and improving bottom line revenues. Marketing Study Update.

Company 208

Company Film Study Lead Rank 208

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APRIL 30, 2014

Here are three ways to follow up better and gain more opportunities: Look at Data. If you don’t have any historical data, start now by clearly noting as much detail in your CRM system as possible so that you can make some decisions based on actual data. Monitor the data moving forward and help.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

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SEPTEMBER 24, 2014

I think it would be awesome – no big debates on what you did see or haven’t – because you already listed these movies and the device is simply using big data (or small data?) How would that alter your world? to share what several of you in the room might want to watch based on your past preferences.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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AUGUST 26, 2013

It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. Do you want more and better leads when reaching out to potential buyers?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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SEPTEMBER 13, 2012

Companies are now going to have to find ways to get all of their data – from their accounting systems to CRM to customer service to procurement working all together to analyze the customer experience and find ways to enhance it.

Company 192

Company Customer Conference Twitter 192

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JUNE 23, 2014

Information is everywhere and is all of the data, bells and whistles, features, and benefits about your solution. Problem: I want a more streamlined system in my data network with better redundancies and less downtime. It is also ALL the conglomeration of “stuff” on the web.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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APRIL 30, 2013

In a company where the CRM has not been maximized and streamlined, even the leadership will advise reps to cut corners in adding data, which does not support building this consistent system in their company. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them.

CRM 291

CRM Revenue SugarCRM System 291

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SEPTEMBER 11, 2012

There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more. They found you online, after lots of research. They seem to have a lot of other potential business. It was a flurry of activity, but… You never found out what all they were researching.

Opportunity 214

Opportunity B2B Research Pipeline 214

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FEBRUARY 7, 2013

An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from. There are too many tools that can help streamline your systems and processes to not be looking into them.

CRM 238

CRM Outbound Tools Study 238

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MARCH 29, 2013

Everyone talks about “big data” but how is it getting integrated at the customer level to the extent that it is part of the selling and servicing process? Is there a way to analyze all of your data to help make sound decisions on behalf of your customers and clients? Take business analytics, for example.

Microsoft 189

Microsoft Conference CRM Compensation 189

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JULY 18, 2012

This data needs to populate into your CRM system and it is the beginning of hopefully a wonderful relationship. No matter the method, find ways to capture data on who is reading, participating in, and interacting with your website, your blogging efforts, and your events. Blogging Rules.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

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OCTOBER 18, 2013

In other words, rather than exhaustive comprehensive big (cumbersome) data for managerial decision-making, a tool that is more geared toward helping the rep keep on task with the things that matter, while still keeping all of the spinning plates in the air.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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NOVEMBER 6, 2014

The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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JULY 17, 2013

Data is the doctor – analyze your data for better sales results. Trish discussed some trends in selling now, and Ross had some stories of how they have adapted to these things: Role specialization – focusing on a core competency instead of lots of varied tasks = greater productivity and success.

Hiring 192

Hiring B2B Video Lead Rank 192

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OCTOBER 8, 2014

This week in San Francisco will offer lots of good data and “tweetable moments” for sales reps and sales leaders coming through the Twitter stream – just look for #DF14. Sign up for the session information. Live streaming is October 13 through October 16th. You don’t want to miss this.

Face-to-face 190

Face-to-face Twitter Inside Sales Ideal Customer Profile 190

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NOVEMBER 14, 2012

2) We confuse people when we offer too many choices or too much data. In fact, when someone is talking, we retain less than 20% of what it is that they say. Amazing, isn’t it? This is the best way to slow down progress in selling. 3) By giving 3 points and no more, you keep things simple.

Outbound 206

Outbound Influencer Lead Management Training 206

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DECEMBER 18, 2014

24% use some type of big-data technologies. When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing. 53% use Internet (VoIP) phone services. 36% allow a “bring your own device” (BYOD) policy.

Hiring 198

Hiring Wireless Policies Travel 198

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AUGUST 28, 2013

Do you have better data that you actually apply? When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. But are you more productive now? I know people in selling are scrambling.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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DECEMBER 12, 2013

Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions. It is particularly rampant after product training or annual sales off-sites. We leave excited and full of information ready to pounce on the next person who crosses our path. Do you know their aspirations?

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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JULY 31, 2014

Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. Google alerts was the first to send emailed updates on what is happening with key words you’ve selected to monitor.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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APRIL 27, 2012

3 )Have data and knowledge of your prospect’s world. Have data and understanding about their industry to leverage in your call on why it would be good to speak further. Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

3 )Have data and knowledge of your prospect’s world. Have data and understanding about their industry to leverage in your call on why it would be good to speak further. Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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DECEMBER 23, 2014

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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NOVEMBER 28, 2014

It was community based selling at its finest – based on “small data” and based on crowdsourcing, because we polled our customers and shoppers in person in real-time as they were in the shop. We used to pick up the phone to call customers when something came in that they would like.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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SEPTEMBER 3, 2013

In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about. We get calls from companies every week who want us to evaluate or use their sales tool.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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APRIL 18, 2023

We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.

Data 294

Data Sales Sales Coaching Sales Leadership 294

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JANUARY 10, 2013

There is no replacement for this, and when so much data and insight is available online, one would wonder why companies are ignoring such a gift. The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world.

InsideView 249

InsideView Research Prospecting Eloqua 249

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NOVEMBER 22, 2013

Since there will be lots of interpretations of this data I am going to focus on just a few things that really stood out – specifically: Influence. Three major takeaways from the study include: How CxOs are opening up to customer influence. Thoughts on moving forward in the digital to physical world. But who is next in line?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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AUGUST 27, 2012

Identify how you can find out what is missing data. Know for sure which deals in your funnel (or waterfall) are really qualified opportunities. Whiteboard all the clues you have as to why the opportunity is stalled. Make a list of what you don’t know. This may include a turn in strategy, change in direction, etc.

B2B 213

B2B Top of Funnel Closing Proposal 213