Sales and Marketing Management

JUNE 27, 2019

As part of this transformation, companies are increasingly turning to AI-based solutions that are capable of extracting insights from massive data sets at a previously unthinkable speed and scale. This is where AI can step in to automatically capture all activity data and generate continuous feedback loops in CRM applications.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Pointclear

MAY 29, 2012

Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. True demand generation health is all about balance (it is not all inbound and not all outbound). Citrix has back-end analysis down to a science.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Alice Heiman

MAY 19, 2022

Founded in 2012, Introhive is the fastest-growing B2B sales and relationship intelligence platform. Highlights of this Episode: [4:47] Two reasons why sales discovery is harder today. [12:09] 12:09] An eye-opening experience in sales. [21:17] 21:17] Analyzing the problems with sales discovery. [26:40] 39:57] Discovery BEFORE discovery. [48:50]

Face-to-face 136

Face-to-face Software Software LinkedIn 136

Sales Training Connection

OCTOBER 1, 2012

Selling with clinical data. So, today’s medical device sales reps must become skilled in selling with clinical data. Unfortunately too many medical device sales reps do not optimize the use of clinical data during their interactions with medical staff. Selling with clinical data is becoming increasingly important.

Health Care 94

Health Care Data Journal Study 94

Sales and Marketing Management

JULY 26, 2018

that is, subjected to a set of data that allows it to make correlations that are then compared to predetermined “correct” and “incorrect” answers. So, the first thing an artificial intelligence application needs is data. For example, sales applications should draw on a focused set of data?—?from Additional data sources.

Training 206

Training Penetration Government CRM 206

Zoominfo

NOVEMBER 29, 2023

Gen Z is made up of folks born between 1997-2012 and is the largest and most diverse generation in American history. Forrester data shows that these generations prefer getting their information from websites, forums, and message boards over the in-person peer conversations of older generations.

B2B 130

B2B Social Media Loyalty B2C 130

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Only you can define what data is needed to analyze your problem. Putting the systems in place to collect the data you need is not easy. Sales organizations are struggling to collect and identify the data they need to be successful.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Only you can define what data is needed to analyze your problem. Putting the systems in place to collect the data you need is not easy. Sales organizations are struggling to collect and identify the data they need to be successful.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Score More Sales

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

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

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

Sales and Marketing Management

JULY 29, 2012

Issue Date: 2012-07-01. Teaser: Quantitative data about prospects and client accounts is important, but it does not provide a complete picture of customers’ needs. Quantitative data about prospects and client accounts is important, but it does not provide a complete picture of customers’ needs. Author: Rick Reynolds.

Customer 174

Customer Data Account Prospecting 174

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Personalize Compensation Packages.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. Analyze that data for all the key metrics from your pipeline. How many got to proposal?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Understanding the Sales Force

JULY 9, 2012

The Boston Red Sox traded Kevin Yukilis, a disgruntled, under performing, 3-time all-star, to the Chicago White Sox AND the Red Sox paid most of his remaining 2012 salary. OMG's data also shows that 86% of all sales managers don't perform any of those three roles very well. c) Copyright 2012 Dave Kurlan That was a few weeks ago.

Company 195

Company Advertising Advertising Salary 195

Sales and Marketing Management

AUGUST 16, 2012

Issue Date: 2012-07-01. Teaser: As more companies embark on account-based or named account marketing efforts, the importance of contact and account data moves front and center. The challenge is determining which data sources are best. The challenge is determining which data sources are best. Author: SMM. read more

Account 149

Account Data Marketing Company 149

Score More Sales

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

Understanding the Sales Force

DECEMBER 13, 2012

And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science). Sales Pipeline (by far the biggest frustration of 2012). Music and Selling (c) Copyright 2012 Dave Kurlan And the last series contains all where I've debunked a famous study or publication covering sales.

Hiring 163

Hiring Compensation Motivation Study 163

Score More Sales

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

No More Cold Calling

DECEMBER 10, 2020

Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. Who we are as individuals might be influenced by when and how we grow up, but there’s more to all of us than one simple demographic. Technology is king, and that’s their main focus.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue.

Marketing 247

Marketing Outbound Inbound Vendor 247

Score More Sales

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

HeavyHitter Sales

FEBRUARY 23, 2013

They've built a tight-knit culture of innovation focused on changing the data storage game.”. It’s a phenomenal success story and 2012 annual revenues were up 63%. Liaison Technologies www.liaison.com – Data transformation is a big problem for IT and a big business too… no one does it better than Liaison Technologies.

Company 152

Company Analytics Enterprise Enterprise 152

Partners in Excellence

SEPTEMBER 17, 2020

” There were a couple of interesting data points, of the 25 highest value publicly traded companies in the US, only 6 were people of color, none were women. What if we looked at the data? While the data shows compelling results, it’s easy to understand why this happens. We all know the problem of “group think.”

Hiring 119

Hiring Government Face-to-face Survey 119

Score More Sales

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

Jonathan Farrington

JANUARY 5, 2013

I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? 2012 will be the year that outbound marketing dies”. “In In 2012, 70% of the sales process will be complete before a sales rep needs to get involved…”.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

DiscoverOrg Sales

MARCH 31, 2016

Initiating data center consolidation, including the implementation of converged server, communications, and data infrastructure with high availability. Upgrading all infrastructure including new data center implementation at all schools and 11 satellite offices. Focusing on data center and server consolidation.

Microsoft 120

Microsoft Government Health Care SAP 120

Score More Sales

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

Understanding the Sales Force

JULY 24, 2012

The biggest challenge to adopting these best practices is that while coaching and accountability sound familiar, Objective Management Group's data shows that 86% of all sales managers aren't effective at either. c) Copyright 2012 Dave Kurlan Click here to learn more and register. (c)

Sales Management 276

Sales Management Webinar Metrics Distribution Report 276

Score More Sales

JULY 18, 2012

This data needs to populate into your CRM system and it is the beginning of hopefully a wonderful relationship. The Content Marketing Institute (2012) said that “60% of B2B marketers plan to spend more on content marketing in the next 12 months”. Blogging Rules. Keep it simple, clean, and helpful. Hold Live or Virtual Events.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

Anthony Cole Training

DECEMBER 17, 2012

Gain insight from the data collected from your inspection. The response to this offered webinar has prompted me to write this and maybe, just maybe inspire you to really focus on preparation to succeed as you close out 2012 and begin to look ahead into 2013. Identify how you will inspect what you expect. Inspect what you expect.

Sales Management 205

Sales Management InsideView Webinar Metrics Incentives 205

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI Growth

JANUARY 17, 2014

percent more than the 1,214 departures announced through all of 2012.” This is split between software, systems, and the stored data. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 Ask Yourself Two Questions. Technology.

Remedy 281

Remedy Hiring Margin Guarantee 281

The Sales Hunter

JANUARY 5, 2012

Jan 05, 2012. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. Contact Mark. E-mail RSS.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Pointclear

OCTOBER 2, 2012

Rich Vancil, IDC, talked about the need to focus on sales enablement as his advice to CMO’s for 2012: Click to start video at this point —In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Before you attempt to complete the Sales Strategy Decision matrix, you need the 4 core data points below. If you don’t have this data, stop and get it. In God we trust, all others bring data." - W.

Strategy 293

Strategy Analysis Quota Resources 293

Score More Sales

MAY 30, 2013

One great next step offered from the survey was to establish a common data repository for all of your customer interactions. It’s not a suggestion anymore, it is a must do for financial success. Do you have cross-channel web, social, and mobile integration? Top Marketers do.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241