Sales and Marketing Management

OCTOBER 10, 2018

Virtually all automakers are exploring self-driving car technology. At its most basic level, AI is the branch of computer science that deals with making computers behave like humans. One factor is the availability of data and the evolution of technologies that make it easier to harmonize information and deliver insight.

Case Study 319

Case Study Analytics CRM Study 319

Alice Heiman

FEBRUARY 14, 2023

Sean Doyle applies behavioral science to marketing and the sales funnel. The model, Centricity, informs sales, marketing, technology and creative decisions. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel.

Lead Rank 131

Lead Rank Top of Funnel Pipeline Funnel 131

Zoominfo

SEPTEMBER 22, 2023

Tier 2: Known Intent Known intent involves direct communication with people and companies that signal an interest in starting new projects, addressing problems, or investing in technology and services. Inferred intent is based on behavioral data, such as content consumption, website visits, technology use, and interactions on social media.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Zoominfo

OCTOBER 5, 2021

Today, we explore both sides of the marketing coin — marketing as a science and marketing as an art. A science-minded marketer might create an ad that lays out all the necessary details: what the product does, why the customer needs it, and how they can buy it. The science of marketing is an endless process of analysis and adaptation.

Buyer Persona 100

Buyer Persona Marketing Analysis Advertising 100

Sales and Marketing Management

AUGUST 20, 2019

To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions. First, consider some behavioral science tools for adding to the quantity of your leads. Second, consider some behavioral science tools for adding to the quality of your leads.

Lead Generation 180

Lead Generation Leads Marketing Qualified Lead Lead Gen 180

Sales 2.0

MAY 14, 2014

Here’s one example: we do a lot of work in licensing and joint ventures for biotech and pharmaceutical companies, so we’re always looking to connect with business development people in life sciences. But now, technology makes reading that roadmap easier. He can be reached at rkorins@ctswlaw.com or 212-381-8761.

Social Selling 297

Social Selling Pharmaceuticals Social Media Licensing 297

Partners in Excellence

MARCH 2, 2024

Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups. With a passion for teaching I got 30 years ago into sales by accident, experiencing selling as the last undiscovered science, offering personal rewards and satisfaction like nothing else.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

The Pipeline

APRIL 10, 2018

Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. On the science side, it is entirely different; things should be buttoned down and measured. By Tibor Shanto.

Account 215

Account Quota Lead Rank Lead Scoring 215

No More Cold Calling

NOVEMBER 11, 2014

Computers do many things more effectively and efficiently than humans can, but outside of a few terrifying science-fiction movies, there’s still one thing they can’t do: think for themselves. As he puts it, “The most creative innovations of the digital age came from those who were able to connect the arts and sciences.”

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

MARCH 8, 2023

Imagine a woman earning a Bachelor of Science degree in civil engineering. Imagine an actress, known as the most beautiful woman in the world, becoming a technology innovator. But her most important invention was a torpedo guidance system—technology that she developed alongside composer George Antheil, whom she met at a dinner party.

Film 156

Film Hiring Hotels Engineering 156

BuzzBoard

JANUARY 3, 2024

I have personally lost count of the number of webinars or presentations I attended that used the example of the technology adoption rate shrinking (or rather, disappearing) since the days of Netflix launch over two decades ago.

Commence 85

Commence Data Territories Analysis 85

No More Cold Calling

JANUARY 11, 2018

Is sales an art or a science? Mark Hunter, in his post “ Why Sales Will Never Be the ‘Science of Selling ,’” explains why we need human interaction more than ever. Take Technology Off the Pedestal—Salespeople Belong There. Technology is cool, but when it crashes, our work lives and personal lives are upended.

Account 204

Account Competition Cost per Acquisition Referrals 204

Smooth Sale

MARCH 12, 2024

You will read a personal journey about navigating London’s digital frontier and discovering the invaluable role that IT consultancies play in shaping the city’s technological landscape. _ Here, I first caught a glimpse of the transformative power of technology and its potential to drive positive change in the world.

Hiring 106

Hiring Fashion Networking Influencer 106

Sales 2.0

FEBRUARY 1, 2023

This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” Oliver: Yes. They took on and beat Google.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Allego

DECEMBER 13, 2023

Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. Dedicated to the evolving sales technology landscape, this annual UK event explores cutting-edge sales tech solutions.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Sales and Marketing Management

JUNE 12, 2017

That’s because the profession is part art, as it’s always been, and part science, thanks to the rise of Big Data, social media targeting and other technology for targeting and nurturing buyers. Technology holds the key to freeing marketers to be creative and strategic – in other words, to market. Don’t Drop Creativity.

Marketing 219

Marketing SAP Analytics Webinar Metrics 219

Zoominfo

FEBRUARY 13, 2021

He is an industry leader in solving data science issues, including real-time fraud detection. from Sloan School at Massachusetts Institute of Technology. Matt Pickering, Converse Matt is Director of Consumer Data and Analytics Technology at Converse, and previously was Global Senior Manager of Digital Commerce Analytics.

Analytics 100

Analytics Data Insurance Insurance 100

SalesLoft

APRIL 12, 2024

The term might sound like a bunch of buzzwords thrown together, but it’s a revolutionary technology designed to provide a comprehensive solution for the complexities of modern sales. Enter the Revenue Orchestration Platform.

Revenue 69

Revenue B2B Margin Buyer 69

Allego

JUNE 8, 2023

But what can AI really do for Life Sciences sales ? What Is ChatGPT and How Will It Help Life Sciences? How is Life Sciences using ChatGPT? The following section is written entirely by ChatGPT’s AI: “As an AI language model, ChatGPT can assist Life Sciences sales in several ways. How Is Life Sciences Sales Using AI Now?

Pharmaceuticals 62

Pharmaceuticals Lead Rank Call-back Channels 62

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. He went on to senior positions at Cognizant, CSC/DXC Technologies, Telus International. Then there is the science of sales. Preface: Pete Tapley has been a friend and client for about 12 years. I am a nerd about this.

Conference 73

Conference Insurance Insurance Construction 73

MTD Sales Training

DECEMBER 9, 2013

Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 293

How To Sales 293

Score More Sales

AUGUST 28, 2013

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. You can vote on whether Science rules selling or if Art does here – let’s take a stand! Image courtesy of Velocify.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

No More Cold Calling

OCTOBER 12, 2017

Account based selling is an art, not a science. But sales is not a science. Winning deals takes more than charisma and cool technology. Attracting key accounts is the #1 challenge for account based selling teams. (No No big shocker there, right?) Most account management plans: Either there is no plan, or the plan is too rigid.

Account 278

Account Cold Calling Segment Buyer 278

Sales 2.0

SEPTEMBER 15, 2022

No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex. None of this relationship-building framework is “rocket science” but it’s not that easy to keep it up. I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”.

Fashion 195

Fashion Networking Facebook Follow-up 195

SBI

MARCH 5, 2020

TechTarget Acquires Data Science Central, a Leading Online Resource for Data Scientists and Big Data Practitioners. Global technology media and purchase intent-driven marketing and sales services company TechTarget, Inc. Data Science Central generates nearly two million visits per quarter and has over 180k registered members.

Data 65

Data Resources Leads Marketing Qualified Lead 65

Zoominfo

SEPTEMBER 7, 2021

For example, when a new executive is hired, they typically look to make their mark in the first 90 days, including evaluating existing technology and services and buying new ones. Scenario Personnel changes create great prospecting opportunities. Personnel moves can also reveal strategic changes at a company.

Hiring 100

Hiring Promotion Networking Influencer 100

Highspot

NOVEMBER 7, 2022

Forrester stated, “Highspot leads with superior user experience, data science, and integrations. “The right technology has the power to unlock rep success and drive revenue growth in any selling environment. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com . ###.

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

The Pipeline

JUNE 17, 2021

If the reasons why goals are set to be a stretch is new to you I’d recommend you read this post about OKR grading as it outlines the science of why ambition is key to team and organisational success. It could be a process that needs optimization, a skill that needs to be acquired, or technology that needs to be implemented.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Highspot

NOVEMBER 12, 2020

The best approach is to treat personalized selling as both an art and a science. Salespeople need to embrace the scientific side of sales, leveraging data and technology to enhance every interaction. Here are three ways to create the personalized experiences that win over customers and the technology to help you do so.

Face-to-face 119

Face-to-face Scale Analytics Buyer 119

Anaplan

APRIL 12, 2021

Technologies that not long ago were science fiction are now mainstream—and the possibilities look exciting. But jumping into that future isn’t easy. It’s full of buzzwords: Artificial intelligence or AI. Machine learning. Predictive forecasting. Automated insights. Advanced analytics. Heard of them? But can you tell them apart?

Forecasting 97

Forecasting Analytics 97

Zoominfo

OCTOBER 15, 2020

We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. Using an advanced natural language processing engine which correctly identifies context , Clickagy’s technology delivers stronger, more reliable intent signals in real time.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Sales and Marketing Management

APRIL 13, 2020

Most teams are rapidly adapting to remote work environments and the adoption of technologies to facilitate more collaboration and face time. But the surge of video conferencing technology, and the scramble to adjust to new business norms, may mislead your teams into thinking they must find that face time via video. Be a human first.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Vengreso

AUGUST 20, 2020

Thankfully, science is here to help. David’s unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. What science tells us about how people make buying decisions. 3 Science-Based Modern Selling Tips.

ROI 115

ROI Decision Maker Chemicals Lead Rank 115

Vendor Neutral

NOVEMBER 14, 2023

David holds an MBA in Marketing & Management from The Wharton School and a BA in Political Science and Economics from the University of Pennsylvania. Academically, Dr. Gordon has a doctorate from the University of Toronto (“Complexity Science and Technology”.) Cindy Gordon and Managing complex transformation programs.

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. We become enamored with any new technology. Well, guess what?

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

SBI

MARCH 3, 2021

DealCoachPro Secures First Patent for its Exclusive Sales Technology. DealCoachPro announced today being awarded its first Patent for its data-driven sales technology (Application No: 15/381,790). The software’s exclusive Deal Pursuit Framework takes a simple qualitative approach and turns it into data science. Media Contact.

Sales Technology 79

Sales Technology Forecasting Software Software 79

Hubspot Sales

DECEMBER 20, 2019

Technology is a pillar in today’s economy. It’s unlikely, however, for these businesses and their leaders to keep up with the ever-changing world of technology. This is where technology consultants come in. Why technology consulting? Technology has become a critical component of business success.

How To 84

How To Scale Trends Networking 84