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

Sales Hacker

FEBRUARY 28, 2018

Holly Stephenson – Director, Demand Generation Marketing, Teradata. Adam Goyette – VP Lead Generation, DexYP. Nick Ezz o – Vice President of Demand Generation, Sage Intacct. The post 50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017! appeared first on Sales Hacker.

Demand Generation 84

Demand Generation Demand Generation Targets Infor Sage 84

Pointclear

NOVEMBER 13, 2017

Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads. 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

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. The following is a quote from that blog: “Companies are making decisions right now that will cause a bubble in the funnel that will last for months, if not all of 2017. Don’t wait.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. Your Technical Experts Rock at Lead Generation … Really.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. The time to begin developing your 2017 Territory Sales Plan is NOW.

Revenue 40

Revenue Territories How To InsideView 40

No More Cold Calling

NOVEMBER 2, 2017

You should be focused on lead generation for 2018. Don’t let your team waste time chasing that last deal for 2017. It’s easy for account based sales reps to get overwhelmed or distracted and to neglect lead generation. How does your account based selling team ensure only qualified sales leads go into the pipeline?

Account 180

Account Closing Sales Qualified Lead Referrals 180

Zoominfo

MARCH 12, 2018

billion in 2017. Instead, take the time to craft custom designs that not only resonate with your intended audience but align with other campaign components— from the ad copy to your lead generation landing pages. By 2019, it is projected that around 80 percent of U.S. digital display ad dollars will flow through automated means.

Advertising 185

Advertising Advertising B2B Scale 185

Pointclear

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

No More Cold Calling

DECEMBER 7, 2017

But their sales lives are at stake, and we can’t save their lead generation strategies with duct tape. CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Zoominfo

JULY 17, 2018

73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). In 2017 webinars were reported as one of the top revenue drivers for B2B marketers ( source ). For this reason, it’s important to keep track of views and leads generated by recordings of past webinars.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

No More Cold Calling

DECEMBER 28, 2018

When Forrester conducted the same research two years later, in 2017 , they predicted that “upskilled inside sales will play an even greater role in all phases of SMB and enterprise sales than initially predicted in 2015.”. For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Bernadette McClelland

JANUARY 31, 2019

And this op-ed had been triggered by a presentation I gave at VIVID Sydney in 2017 titled ‘The Power of The Reframe’ My reply back to her was…. My husband was sitting with me when I read your note out. We teared up.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Zoominfo

OCTOBER 22, 2019

billion in 2017. Instead, take the time to craft custom designs that not only resonate with your intended audience but align with other campaign components— from the ad copy to your lead generation landing pages. By 2019, it is projected that around 80 percent of U.S. digital display ad dollars will flow through automated means.

Advertising 100

Advertising Advertising Scale Cost Per Click 100

Zoominfo

MAY 5, 2019

In 2017, email marketing turned half a century old. For example, if you’re focused on lead generation, your email marketing goal may be to increase click-through rates. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. The reason for this is simple.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Zoominfo

OCTOBER 2, 2018

But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. And the adoption is of these technologies is growing; an additional 20% have plans to invest in SFA and enterprise marketing automation solutions in 2017 ( source ). Data normalization.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Zoominfo

OCTOBER 28, 2018

If you’re among the 71% of organizations that say closing more deals is your top priority, then it’s time to incorporate technographic data into your sales prospecting, lead generation, and customer success activities ( source ). As MarTech Advisor put it, “In 2017, context is no longer a nice idea.

Data 177

Data Eloqua Buyer Persona Demographics 177

Pointclear

MARCH 22, 2018

The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time. (See this blog for a build vs. buy analysis that takes that argument off the table.).

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Hubspot Sales

JULY 5, 2018

Real estate brokers are responsible for compliance, paperwork approval, lead generation, and new agent training. In 2017, Connecticut, New Hampshire, and Ohio were the states offering the highest average base salary for real estate brokers -- each well above $100K annually. What do Real Estate Brokers Do?

Real Estate 82

Real Estate Licensing Salary Hiring 82

Sales and Marketing Management

JULY 25, 2017

Volpe and Kosoglow will be among more than 25 expert speakers at the ZoomInfo 2017 Growth Acceleration Summit in Boston, Sept. Anna Fisher is the Senior Director of Marketing and Head of Lead Generation at ZoomInfo , an Inc. Both say customer data is the lifeblood of sales and marketing alignment.

Marketing 174

Marketing Lead Gen Data Construction 174

Smooth Sale

SEPTEMBER 5, 2023

In 2017, I took a leap of faith and founded my own training and consulting practice, shifting my focus from the jury room to the training room. Growth Hackers – Helping businesses globally grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales.

Networking 84

Networking Hiring Analytics Lead Rank 84

No More Cold Calling

DECEMBER 29, 2016

You may not have heard, but 2017 will be the year of referral selling. This lead generation strategy is the source of much hype in our industry. Here’s what you might have missed from No More Cold Calling this month. Technology doesn’t close deals. Let me let you in on a secret: Account-based selling isn’t anything new.

Referrals 136

Referrals Cold Calling Sales Automation Account 136

Zoominfo

AUGUST 11, 2019

73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). In 2017 webinars were reported as one of the top revenue drivers for B2B marketers ( source ). For this reason, it’s important to keep track of views and leads generated by recordings of past webinars.

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

Sales Hacker

OCTOBER 31, 2018

But without an engaging, persona-based approach, many of them might just be spinning their wheels on lead generation. Prospect data is becoming ubiquitous, and as it does, organizations get smarter about personalizing their messages for lead generation. In short, it’s important that marketers stay on target.

Email Marketing 68

Email Marketing Buyer Persona Marketing Lead Rank 68

No More Cold Calling

AUGUST 31, 2017

Trying to teach reps how to close without addressing the broken links in your lead generation system will not yield sustainable B2B sales leads. According to research compiled by LinkedIn, 74 percent of all internet traffic in 2017 will be video, and 59 percent of senior executives would rather watch a video than read text.

Referrals 149

Referrals Cold Calling Account Video 149

Zoominfo

OCTOBER 24, 2018

Consider these statistics: In 2017, global e-mail users amounted to 3.7 89% marketers cite email as their primary channel for lead generation ( source ). billion users. This figure is set to grow to 4.1 billion users in 2021 ( source ).

B2B 140

B2B Buyer Persona Email Marketing Scale 140

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Opportunity = Cost-Effective Lead Generation. We are ready to help with lead generation to grow your sales! Who Is At Risk? Well, almost everyone.

Outbound 79

Outbound Top of Funnel Marketing Inbound 79

No More Cold Calling

FEBRUARY 28, 2017

That’s the question I asked myself as we welcomed in 2017. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. (Read “ What Is the Most Effective of Account-Based Sales Strategies? ”). Why a Good Economy Can Be Bad for Sales Teams.

Referrals 120

Referrals Cold Calling SAP Decision Maker 120

LinkedFusion

AUGUST 18, 2023

“Read receipts” was one 2017 addition. These two characteristics are helpful resources for fostering new relationships and lead generation. Optimizing your LinkedIn outreach will double your lead generation process. We examine what they are and the applications for them. What are LinkedIn Read Receipts?

LinkedIn 52

LinkedIn Scale Ideal Customer Profile How To 52

Miller Heiman Group

MAY 25, 2018

Whether it’s branding, demand generation or website creation, marketing is all about content. That’s just one of the interesting findings from our 2017 Sales Enablement Optimization Study that we cite in our new book, “ Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force. ”

Top of Funnel 68

Top of Funnel Sales Enablement Marketing Demand Generation Agencies 68

Alice Heiman

JULY 10, 2019

Network put together this useful graphic (from 2017) which shows key facts and stats about the major social media networks to help you decide. Did you know that 80% of B2B leads generated from social media come from LinkedIn? The Accion U.S. As you can see in just two short years the stats have changed.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

Sales Hacker

MARCH 5, 2021

In a 2017 Openprise survey , only half of the respondents reported using third-party data to identify new accounts. In the “next normal” of sales, outreach and outbound lead generation is still critical. Surprisingly, even fewer said they were using third-party B2B intent data to support account-based sales initiatives.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Hubspot Sales

MARCH 20, 2018

If you follow Chief Martec ’s Scott Brinker, you already know the marketing technology landscape has seen explosive growth over the past ten years, growing from just 150 software businesses in 2011 to over 5,000 in 2017. Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017.

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

Hubspot Sales

APRIL 19, 2018

Sales outsourcing can be a good way for organizations to increase lead generation and sales without investing in onboarding and the cost associated with full-time sales reps. After a mammoth $110 million funding round in 2017, Grammarly today boasts both freemium and premium services. What is Sales Outsourcing?

Outsourcing Services 89

Outsourcing Services Sales Outsourcing Lead Rank Hiring 89

Hubspot Sales

JUNE 27, 2018

The marketing, administration, lead generation, and nitty-gritty details were likely handled by someone else. Your survival depends on your ability to manage the minutiae of a living, breathing business -- while consistently generating and closing leads. Nurture leads. Now, it's all on you.

Real Estate 144

Real Estate How To Lead Rank Lead Scoring 144

SBI

JANUARY 30, 2019

30-40% lift in unique account engagement – When branding is added to lead generation campaigns in Priority Engine. Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. Furthermore, TechTarget is able to constantly optimize based on new interest and response to further improve performance.

Intent 50

Intent Engineering Account Intent Data 50

Mereo

APRIL 21, 2022

in 2017 to 32.4% McKinsey insights show that B2B companies are realizing the most growth from data analytics and AI in lead generation, people management, maximizing buyer lifetime value and pricing. Yet selling organizations are still struggling to transform to actual data- and insights-driven cultures and processes.

Data 41

Data Ideal Customer Profile Infusion Lead Rank 41