Understanding the Sales Force

JANUARY 23, 2019

That's right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores! For the first time in recent memory, salespeople as a profession GOT BETTER! Let's review the two graphs below.

Data 220

Data Groups Objections Revenue 220

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. While demographic and firmographic data are essential to B2B sales, technographics complete the picture. Why is technographic data so important? As it turns out—a lot.

Data 177

Data Eloqua Buyer Persona Demographics 177

Understanding the Sales Force

MARCH 15, 2017

Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.

Groups 217

Groups Objections Up-Sell Data 217

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Figure 1: The number of new hires with the job title “Brand Ambassador” shows steady growth between 2010 and 2017. Become a Rep,” it read. Source: ZoomInfo. Then, things took a turn.

Hiring 246

Hiring Loyalty Discount Social Media 246

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. Nurturing is about talking to your prospective clients at every stage in the sales cycle. No Response.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 203

Hiring Top of Funnel Company Funnel 203

InsightSquared

DECEMBER 18, 2017

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards. We analyzed the data and curated a list of the top 12 most popular leaderboard songs of 2017. #1

Competition 87

Competition Data Sales Sales Process 87

Gong.io

SEPTEMBER 1, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches. The best part?

Video 152

Video Data Face-to-face Call-back 152

Hubspot Sales

MAY 6, 2024

Liquid Death was founded by Mike Cessario in 2017 and is currently headquartered in Los Angeles. That’s the catchphrase of Liquid Death , a startup that achieved a billion valuation in March 2024, a company that's done the seemingly impossible: turn water into a billion-dollar product. Yep, someone managed to finally make water cool.

Data 76

Data Scale Hubspot Social Media 76

DiscoverOrg Sales

JANUARY 1, 2018

This wealth of data comes from DiscoverOrg’s own primary research based on surveys conducted with mid- to high-level professionals in the Marketing Department. Marketing pain points: Bad data, consistent customer experience, and tracking campaign results. Pain point #1: Old and/or inaccurate data. CASE STUDY] Data-Agnostic?

Trends 184

Trends Advertising Advertising Survey 184

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. The remote sales landscape is getting stuffy. How to Use Buyer Intent Data for Differentiation.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

DiscoverOrg Sales

JANUARY 22, 2018

I use Opportunity data – trigger alerts and inside scoops that let me know when a company experiences change or disruption, such as a funding event, executive departure, personnel move, or security issue. With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

OCTOBER 2, 2018

Data normalization. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. But first, let’s define what data normalization is.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

SBI

NOVEMBER 14, 2019

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. In my experience, these are: data, processes, engagement, playbooks, and innovation.

Sales Process 100

Sales Process Data Top of Funnel SalesForce 100

Understanding the Sales Force

FEBRUARY 7, 2018

The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome. I reported on last year's report in detail here , but my conclusion for 2018 is the exact same conclusion I came to in 2017.

Report 186

Report Exact Study Data 186

SalesLoft

DECEMBER 7, 2016

Sales software changes as rapidly as the sales landscape , which is to say at light-speed. The best way to stay current with sales technology is to look to the future. Customers flood the internet with data signals every day, and much of that we give freely to the websites we visit (whether consciously or not).

Software 52

Software Software Top of Funnel Social Media 52

A Sales Guy

MARCH 14, 2017

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. Selling has been turned on its head by technology.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Sales Evangelist

NOVEMBER 3, 2017

that provides data that help sellers become better at sales. In this episode, he’s dishing out top B2B sales trends they’ve seen in 2017 (some of which are going to roll over to 2018). that provides data that help sellers become better at sales. He works for Gong.io Today, we have Chris Orlob on the show.

Trends 40

Trends B2B Data Conversion 40

The Center for Sales Strategy

FEBRUARY 2, 2018

22 Things We Learned About the Sales Industry in 2017 — Hubspot. A lot has changed in the sales industry over the last year. Here are specific discoveries from thousands of data points about how the world of sales has changed. Here are our "best" from around the web.

Industry 54

Industry Hubspot Compensation System 54

DiscoverOrg Sales

OCTOBER 26, 2017

Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. With the right information in-hand, savvy sales pros and marketers might have seen it coming. Pain points (like a data breach).

ACT 120

ACT Data Hiring Decision Maker 120

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. More Than Just Information Technology Contact Data. 5000 list as we provided IT-only data to our customers well into 2015. of revenues that CIOs were spending.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. The malware struck Chipotle restaurants nationwide between March 24 and April 18, 2017. 1/17/2017). (1/17/2017) So how did the hackers do it?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Xactly

OCTOBER 29, 2018

In this digital age, we’re constantly hearing about the power of data. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. .

Data 85

Data Top of Funnel Territories Compensation 85

InsideSales.com

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. In 2017, 2018, and 2020, the ratio has declined from 3.0

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Membrain

JANUARY 22, 2020

Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate.

Report 123

Report Comparison Survey Sales Technology 123

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. Unfortunately, you can’t leave Value to chance. The good news, the research is crystal clear. What does a great “Value” program look like?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. How is it different from outside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

InsightSquared

JANUARY 2, 2020

You’ve collected massive amounts of data. But the question is—how is that data improving decision-making across the company? . Sure there are data visualization dashboards that help people see and understand data. That means despite all the data and reports, more than half of business decisions are being made on a whim.

Data 54

Data Decision Maker Lead Rank Report 54

Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ? Just email me at dabrock@excellenc.com.

eBook 49

eBook Research Survey Data 49

Sales and Marketing Management

MARCH 8, 2020

Predictions for the impact of AI, the authors state, suggest a doubling of the economic growth of developed countries between 2017 and 2035, potentially adding $7.4 There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI trillion to the U.S. economy alone.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Mereo

APRIL 21, 2022

They were responding to the insights from a data-driven strategy called “sabermetrics.”. The potential of a data-driven approach has not been lost on selling organizations. In a NewVantage Partners report , almost all responding B2B executives indicated they were increasing the pace of their investments in big data and AI.

Data 41

Data Ideal Customer Profile Infusion Lead Rank 41

No More Cold Calling

SEPTEMBER 28, 2017

It’s time to sharpen your sales tools. Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. Artificial intelligence is the perfect account based sales development tool, or is it?

Account 245

Account Lead Rank Lead Scoring Referrals 245

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function. Step 1: Timing.

Revenue 40

Revenue Territories How To InsideView 40