DiscoverOrg Sales

NOVEMBER 6, 2017

Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. In short, the first rule of account-based marketing is : know your target accounts. In short, the first rule of account-based marketing is : know your target accounts.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

No More Cold Calling

NOVEMBER 2, 2017

Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all. Get Your Priorities Straight.

Account 180

Account Closing Sales Qualified Lead Referrals 180

Sales and Marketing Management

FEBRUARY 10, 2017

Issue Date: 2017-02-10. Teaser: Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing. Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing.

Account Based Marketing 120

Account Based Marketing Account Marketing Benefit 120

No More Cold Calling

DECEMBER 7, 2017

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail? Account based sales reps are only as good as their last deal, as the saying goes.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Pointclear

DECEMBER 27, 2016

A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. Lead nurturing triples marketing's ROI, but only if done properly.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Sales and Marketing Management

JANUARY 10, 2017

Issue Date: 2017-01-11. Teaser: The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it. The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it.

Account Based Marketing 120

Account Based Marketing InsideView Account Marketing 120

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Zoominfo

SEPTEMBER 30, 2020

Figure 1: The number of new hires with the job title “Brand Ambassador” shows steady growth between 2010 and 2017. This blog post from 2017 covers a then-upcoming seminar titled “Build a Better Brand Ambassador.” Source: ZoomInfo. Then, things took a turn. Then, things took a turn. The Fall of the Brand Ambassador. Source: ZoomInfo.

Hiring 246

Hiring Loyalty Discount Social Media 246

Selling Essentials RapidLearning Center

MAY 18, 2022

The magazine could be a sign that something else is open: A door into this account that a competitor could walk through and steal your customer. You’ve been focused on new business rather than existing accounts and this incident gets you thinking: “How many of my existing accounts are in danger? Check them regularly.

Account 59

Account Vendor Journal Video 59

Sales 2.0

MAY 14, 2020

I am looking for contact information in some target enterprise accounts. If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? A couple pieces of research data: Xant (formerly InsideSales.com): in a 2017 study Xant found sales people spend an average of 36.6%

Data 396

Data Enterprise Enterprise Insurance 396

DiscoverOrg Sales

MARCH 27, 2017

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. Account-Based Marketing. Account-Based Marketing. Check it out!

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. Sales Conferences 2017. After all, as valuable as conferences can be, they’re still time away from the office. The Best Sales Conferences. Dreamforce. Digital Sales Engine. Sales Acceleration Technology Summit. Conference.

Conference 111

Conference Scale Inbound Hiring 111

No More Cold Calling

AUGUST 10, 2017

Don’t let account based selling teams cold call. Account based selling teams find it increasingly challenging to reach their target prospects. the “happy customers”) and the key differentiator in the 2017 purchasing process. How do you make P2P selling work for your account based sales team? Either way, it works.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Hubspot Sales

MAY 19, 2020

There’s no doubt that Account-Based Marketing (ABM) is hot right now. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. On the other hand, picking target accounts correctly is critical to the success of ABM campaigns. Let’s dive in!

Account Based Marketing 111

Account Based Marketing Ideal Customer Profile Hubspot Account 111

SalesLoft

DECEMBER 28, 2016

From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Rainmaker 2017 will provide attendees with each of these in spades. Here are the some of the sales events where you can find us in the new year: SaaStr.

Conference 52

Conference Scale Hotels Demand Generation 52

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? The last three years have been tough and she was looking for new ideas for 2017 to excite her team and also to simply change up the routine. So if 2016 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2017 your best year ever.

Sales Management 52

Sales Management Hiring Call-back System 52

Pointclear

DECEMBER 16, 2016

2017 begins the era of accountability and more outbound programs will be layered in to marketing mixes due to growth in Account-based Marketing and for scale. ITSMA - 78% of executives are willing to respond to unsolicited outreach from companies, if it contains ideas that are strategically relevant.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

SalesLoft

DECEMBER 7, 2016

While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. What’s new with this data for 2017? 2017 will show continued growth in sales software that analyzes and connects sales with their social media audience.*.

Software 52

Software Software Top of Funnel Social Media 52

Understanding the Sales Force

SEPTEMBER 11, 2023

Low Unemployment (since 2017 except for much of 2020): Quality sales candidates are in short supply (low yield), and most of the candidates that are available are not very good salespeople (rotten), flow of candidates sucks, recruiters are a requirement and with so many imposters, a great sales candidate assessment is a must.

Hiring 203

Hiring Top of Funnel Company Funnel 203

DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. Anyways – out of curiosity, do you prefer to speak with IT Hiring Managers, Talent Acquisition folks, or someone else when going after new accounts? Get free data on YOUR target accounts.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Sales Hacker

FEBRUARY 28, 2018

Account Executives. 2) Account Executives Winners: Astrid de Bellefon – Account Executive, Influitive. Account Executive, Uberflip. Katie Levy – Enterprise Account Executive, SmartRecruiters. Chris Klein – Account Executive, Troops. Chris Klein – Account Executive, Troops.

Demand Generation 84

Demand Generation Demand Generation Targets Infor Sage 84

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Xactly

NOVEMBER 20, 2018

The commission accounting standard has been in effect for public companies since December 2017. Subtopic 340-40, known as “the incremental costs of obtaining a contract,” has a huge effect on how companies’ commission accounting. ASC 606 commission accounting requires any associated commission expenses to be amortized.

Commission 76

Commission Account Compensation ROI 76

Xactly

NOVEMBER 1, 2018

Public companies have been under compliance since December 2017, and the implementation date for privately held organizations is quickly approaching (December 15, 2018). Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions. Download Guide.

Commission 82

Commission Account Compensation Revenue 82

DiscoverOrg Sales

SEPTEMBER 6, 2017

The malware struck Chipotle restaurants nationwide between March 24 and April 18, 2017. And by the beginning of 2017: Chipotle Mexican Grill sources have indicated plans for upcoming IT initiatives related to the creation of a security operations center organization. 1/17/2017). (1/17/2017) So how did the hackers do it?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. It’s 2017. The post Note To Sales People in 2017 — It’s Time To Up Your Game appeared first on A Sales Guy. Selling has been turned on its head by technology. It’s never been easier to sell.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

InsideSales.com

APRIL 15, 2021

Lead Quality and Account-Focused Strategies Dominate. Since our last State of Sales Development study in 2017, we’ve seen a significant shift in the ratio of account executives (AE) to sales development reps (SDR). In 2017, 2018, and 2020, the ratio has declined from 3.0 Account-Based and High-Velocity Sales.

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

OpenSymmetry

JANUARY 6, 2017

On the OpenSymmetry blog, we’re starting 2017 with fresh perspectives on what it takes to evaluate, implement, and leverage incentive compensation solutions to make the biggest impact on a company’s bottom line. We’ll take submissions for our February posts until January 27th, 2017.

Compensation 43

Compensation Incentives Incentive System 43

Partners in Excellence

JUNE 24, 2017

Nick Toman has previewed some of it with me, particularly research on Major Account/Account Based Selling programs. Every year, they ask a small number of us to sit down, discussing the issues we see in sales and marketing. Additionally, they share some of their latest research.

eBook 49

eBook Research Survey Data 49

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. I’ve outlined below a series of steps , a process , that you can follow to begin gathering the information you need to develop your own 2017 Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW. Step 1: Timing. Here it is, New Years.

Revenue 40

Revenue Territories How To InsideView 40

Openview

MAY 25, 2018

In 2017, they noted, there were 1,160 CEO exits. There are a few ways to you can stay on top of executive changes: Follow executive leaders of your key accounts on social media. The post Tracking Executive Changes at Your Most Important Accounts appeared first on OpenView Labs. But I don’t sell to CEOs,” you might say.

Outsourcing Services 67

Outsourcing Services Account Journal Ideal Customer Profile 67

DiscoverOrg Sales

JANUARY 1, 2018

Three areas caused the most distress in Q3 2017: Dated or inaccurate data impedes effectiveness of marketing operations. Old and/or inaccurate data topped the list of pain points In Q3 2017, with over half (56%) of all organizations experienced pain related to impeding the effectiveness of marketing operations. Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

Nudge.ai

SEPTEMBER 7, 2017

More than 50% of sales pros use tech today to generate & manage accounts. Sales pros are using technology more than ever to generate new accounts and manage relationships with prospects and customers. 50% of those focused on managing and growing accounts are using collaboration tools to maintain and nurture relationships.

Social Selling 52

Social Selling LinkedIn Networking Sales Cycle 52

MTD Sales Training

SEPTEMBER 24, 2018

Hubspot’s recent report on The State of Inbound (2017) said ““the amount of research and analysis that goes in before employing a particular strategy has increased manifold and constant checks on the trends of consumer behavior are changing as well.”. 3) Target customers across multiple channels.

Buyer 308

Buyer Social Media Loyalty Channels 308

DiscoverOrg Sales

FEBRUARY 21, 2019

A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). According to Forbes’ 2017 Marketing Accountability Report, this kind of accountability can lead to 5% better marketing ROI and a 7% boost in performance.

ROI 171

ROI Survey Webinar Metrics Channels 171

Pointclear

NOVEMBER 13, 2017

To put these numbers into perspective, in 2017 we will complete over 500,000 touches to disposition roughly 50,000 companies on behalf of our clients.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266