DiscoverOrg Sales

SEPTEMBER 12, 2017

From DiscoverOrg CEO Henry Schuck: When DiscoverOrg partners with sales researcher Steve W. Martin , quality data meets quality research. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey. Buyers can – and do – research on their own.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

Smooth Sale

SEPTEMBER 24, 2021

Today’s Guest Blog, ‘A comprehensive Guide to User Research Methods and Trends,’ is provided by Nadica Metuleva. Research Methods and Trends. We hope you find our comprehensive Guide to User Research Methods and Trends helpful. Through research, of course. What is UX research?

Trends 78

Trends Research Workbooks Hiring 78

Zoominfo

OCTOBER 8, 2020

Gone are the days of cold calling without doing your research. They’ve got the research aspect covered. In fact, only 29% of buyers surveyed want to talk to a salesperson to learn more about a product. Prospects don’t want to be sold to. The modern day sales call sounds a lot different. Thanks, internet.

Prospecting 173

Prospecting Cold Calling B2B Education 173

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. It’s all about appealing to their specific interests and needs.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

RAIN Group

JUNE 14, 2017

If there's a black box in the world of sales, it's prospecting. By: Mary Flaherty and Mike Schultz. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

Survey 68

Survey Research Prospecting Sales 68

Emissary

MARCH 28, 2023

We help sellers and marketers shorten sales cycles, close more deals, and build positive long-lasting relationships with clients and prospects. The post Survey Report: The CISO Role in Tech Purchasing Decisions appeared first on Emissary. To learn more, follow us on LinkedIn and visit us at Emissary.io.

Survey 52

Survey Report Buyer Persona Vendor 52

Pointclear

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research.

Paid Content 252

Paid Content Social Media Survey ROI 252

Hubspot Sales

MARCH 20, 2020

These are among the research findings of a study on " Maximizing Performance with Sales Coaching " conducted by ValueSelling Associates and Training Industry, Inc. A survey of 330 U.S. This starts by using soft skills to build trust with those you're coaching the same way you would build trust with a prospect or client.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Hubspot Sales

FEBRUARY 22, 2021

We surveyed 500 sales leaders across eight countries about the strategies they employ to enable their sales reps, including the specific types of sales enablement content they leverage. They offer another degree of cohesion to your sales efforts — ensuring that your communication with prospects is well-tested and consistently effective.

Hubspot 94

Hubspot Sales Enablement Research Outsourcing Services 94

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. What is social prospecting? The Best Social Media Channels for Prospecting in 2022.

Social Media 92

Social Media Channels Media Prospecting 92

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Buyer 101

Buyer Data Survey Sales Cycle 101

SalesFuel

APRIL 2, 2024

of BDR professionals received a quota increase, reports 6sense research. Innovative Ways to Maximize Productivity For BDRs The latest research shows BDR team members are working both outbound and inbound leads. Before they make contact with prospects, they should address their online visibility. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Allego

MARCH 18, 2021

New Allego research shows that 62% of sales professionals say they’ve lost a deal because they couldn’t meet in-person with a buyer. Today, with many sales teams AND prospects working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. Learn More.

Sales Coaching 62

Sales Coaching Research Coaching Hiring 62

Hubspot Sales

SEPTEMBER 22, 2020

Much of a sales team’s ability to deliver a seamless buying experience depends on the accuracy of the data in its system, the reliability of the reporting tools at its disposal, and the usability of the automation and prospecting features it works with every day. Canada, the U.K, and Australia. Let’s take a closer look.

Research 111

Research CRM Consumer Software 111

The Brooks Group

AUGUST 8, 2019

This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center. The Brooks Group is proud to announce the launch of the Sales Performance Research Center. Subscribe here and look forward to upcoming research findings.

Research 76

Research Lead Rank Lead Scoring Industry 76

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. When B2B buyers need to solve a problem, they start researching online. Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Research, research, and research some more. What is B2B prospecting? Research, research, and research some more.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Sales and Marketing Management

SEPTEMBER 28, 2020

Census Small Business Pulse Survey estimates that less than 20% of businesses have enough cash reserves to cover three months of operations. A SalesHacker survey of a variety of sales professionals highlights the depth of the issue. 57% of professionals surveyed are generating fewer leads, with an average decrease of 20%.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. Buying signals in their various forms uncover patterns and interests that indicate a company is researching a product purchase.

Data 246

Data Intent Lead Rank Lead Scoring 246

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting. Ask Customer Pain Point Survey Questions. Conduct Qualitative Sales Research. The list, sadly, can seem endless.

B2B 277

B2B Intent Signal Customer How To 277

Sales Hacker

SEPTEMBER 24, 2018

A new sales engagement survey from The Bridge Group, Modern Sales Pros and Sales Hacker provides answers to all these questions and more, based on data from nearly 800 survey respondents. Without further ado, here are the top 5 takeaways from the survey. . Top 5 Takeaways from The Ultimate Sales Engagement Survey.

Survey 68

Survey Demographics LinkedIn eBook 68

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Salesmate

JANUARY 1, 2021

If you’re tired of constantly putting effort into prospecting without getting any desired results, you might want to stick around till the end of this blog for helpful sales email tips and tricks. According to a survey conducted by McKinsey Global Institute , an employee spends one-fourth of his/her day reading and reverting to emails.

Prospecting 126

Prospecting Proposal Face-to-face Scale 126

Janek Performance Group

MARCH 26, 2024

The Importance of Buyer Personas A recent Janek survey showed 83 percent of best-in-class sales organizations have clearly defined buyer personas. These are based on market research and real data about your existing customers. Engage with existing customers through surveys and interviews. This includes BDRs and account managers.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

John Barrows

SEPTEMBER 24, 2018

Prospecting is about selling the next step. Recent surveys say…”. Start with some research you’ve done on me or a question that is relevant to my persona. Lastly, let’s go past prospecting to see how AIDA can be applied to presentations. The post Prospecting is Not About Selling appeared first on JBarrows.

Prospecting 127

Prospecting Hiring ACT Cold Calling 127

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. None of us stands out during prospecting. Groundbreaking research by Steve W.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting. Ask Customer Pain Point Survey Questions. Conduct Qualitative Sales Research. The list, sadly, can seem endless.

B2B 246

B2B Intent Signal Customer How To 246

Emissary

NOVEMBER 3, 2021

In this episode of the podcast we learn what executive B2B tech buyers want to hear from marketers and sellers when it comes to ABM email prospecting. Featuring Seleste Lunsford, Chief Research & Strategy Officer at Emissary and Special Guest Mike Connly, former CIO of Optum and CTO of United Healthgroup. Listen Now.

Account Based Marketing 52

Account Based Marketing Prospecting Travel B2B 52

Zoominfo

SEPTEMBER 12, 2023

The same surveys show that 55% of corporate leaders distrust their own data assets. Good, Better, Best: Writing a GenAI Prospecting Email Modern GTM teams have figured out how to get in touch with the right people, at the right time, at scale. Write a follow-up prospecting email. just downloaded a ZoomInfo platform datasheet.

Data 147

Data Scale Lead Rank Hiring 147

Zoominfo

MARCH 27, 2019

Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. But, we’ve struggled to find any outside research regarding the use of technographics by B2B sales professionals. In today’s blog post we investigate the findings of our research and review three important takeaways.

Report 222

Report Data B2B Survey 222

No More Cold Calling

MAY 25, 2023

Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year. You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust. In groundbreaking research by Steve W. That’s pitiful. You’re different. You stand out.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Highspot

APRIL 28, 2020

Recent research from Richardson and Sales Performance International highlights the importance of following a process that supports your customers from “behind the scenes.” However, they offer less value for sales professionals who are attempting to make contact with a prospect or grow an existing account.

Research 52

Research Face-to-face CRM Survey 52

Hubspot Sales

FEBRUARY 6, 2018

There are several facts I thought I knew about prospecting. The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more. The results are probably not what you’d expect -- but they do bode well for your prospecting strategy.

Prospecting 100

Prospecting Social Media Buyer Influencer 100

Zoominfo

MAY 23, 2019

In fact, according to research, companies that have embraced a data-driven culture are three times more likely to be substantially ahead of their competitors financially ( source ). Most companies have a system in place to collect information from prospects, customers, lead generation efforts, email campaigns, and networking events.

Data 188

Data Strategy Survey Retail 188