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. Grab our free ebook.

Trends 184

Trends Advertising Advertising Survey 184

Adaptive Business Services

OCTOBER 18, 2017

Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email. Went back and forth with a prospect figuring out a good time to meet? How to Prospect on LinkedIn. But they haven’t grown obsolete — and may never. How to Research on LinkedIn.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. The reason for these staggering results is simple: Prospects trust the opinions of people they know. Trust is the foundation of any successful deal.

Case Study 244

Case Study Referrals B2B Social Media 244

The Sales Hunter

FEBRUARY 7, 2017

In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., The Internet is buzzing with hype about how cold calling is dead. about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […].

Cold Calling 100

Cold Calling Survey Study Sales 100

DiscoverOrg Sales

FEBRUARY 19, 2018

You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. From there, sales reps can instantly call or IM the prospect to answer questions and deepen the relationship. A real look at email bounce rates.

Data 254

Data Lead Rank Lead Scoring Leads 254

InsideSales.com

APRIL 15, 2021

The goal for any sales rep is to have a full calendar of highly qualified prospects to speak with each day. 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

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Zoominfo

APRIL 23, 2019

Prospects respond much more warmly if they feel like you have ample expertise in serving clients just like them. By focusing your efforts on prospects that match this persona instead of wasting time trying to sell your services to anyone and everyone, advisors will see much a much higher return on their outreach initiatives.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer. Like “thanks in advance,” that can make prospects bristle.

Case Study 145

Case Study eBook Policies Study 145

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. Why Cold Calling and Stupid Prospecting Don’t Work.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

DiscoverOrg Sales

DECEMBER 9, 2016

Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. In fact, a DiscoverOrg study revealed that CIOs spend over $1 million while catalyzing organizational change within their first year.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

Sales and Marketing Management

APRIL 9, 2018

In fact, just one-third (34 percent) of organizations surveyed for CSO Insights’ 2017 Sales Enablement Optimization Study reported achieving the majority or all of their objectives. However, success rates and satisfaction with enablement programs remain low.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Sales Hacker

MARCH 23, 2023

Because your prospect is uncertain. Be relaxed and ready to serve with a positive attitude — and the conviction that if your solution is a good fit, you will be direct and honest with the prospect to persuade them to walk across the bridge toward their transformation. Always good to do a quick check before making a sales call.

Closing 99

Closing Harvest Top of Funnel Lead Rank 99

No More Cold Calling

NOVEMBER 2, 2017

Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all. Don’t let your team waste time chasing that last deal for 2017. It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

Account 180

Account Closing Sales Qualified Lead Referrals 180

Mindtickle

JANUARY 19, 2023

just 47% in 2017 — and they can include different buyer roles—champions, influencers, decision-makers, users, or ratifiers—from multiple departments. Forrester’s 2021 B2B Buying Study ). Callhippo ) Only 7 percent of companies respond within five minutes of a prospect’s form submission. Forrester’s 2021 B2B Buying Study ).

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. The reason for these staggering results is simple: Prospects trust the opinions of people they know. Trust is the foundation of any successful deal.

Case Study 100

Case Study Referrals Social Media Ideal Customer Profile 100

DiscoverOrg Sales

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Prospecting Skill. Download the 2017 Growth Drivers Report to find out. Weak Prospecting Skills. While not every sales role requires prospecting skills (i.e.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. Says the study author, “…the employee must be pivotal. That isn’t always the way it goes.

Hiring 176

Hiring Pivotal Scale Journal 176

Partners in Excellence

MARCH 5, 2017

You won’t learn the latest greatest ways to prospect, qualify, handle objections or close. Make sure you study this book, annotate it, question it and reread it, then prepare yourself to be Shifted. Shiftabilty : My friends, Mitch Little and Hendre Coetzee have written a fascinating book.

Campaigns 48

Campaigns Face-to-face ACT Up-Sell 48

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. Her prospect is making a perfectly reasonable request, and she’s saying no. But that’s often not the case, the Gartner study concludes. How can you make it easier, not harder, for prospects to buy from you?

Customer 59

Customer Analysis Buying Cycle B2B 59

Sales and Marketing Management

SEPTEMBER 26, 2018

For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.” This is as true for business-to-business buyers as it is for consumers, as Marketo notes in its 2017 The State of Engagement report. .

Ideal Customer Profile 246

Ideal Customer Profile Buyer Buyer Persona Marketo 246

No More Cold Calling

DECEMBER 7, 2017

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. Maybe they can even get referrals from those lost prospects. Hopefully they learn something from it. Ace out the competition.

Account 189

Account Referrals Sales Qualified Lead Quota 189

DiscoverOrg Sales

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them. They had to see growth.

Company 120

Company Conversion Outbound Video 120

MarketJoy

JULY 31, 2020

Prospects might be possibly preoccupied, want time to think about the product or service on offer, or they just might not require your product at that moment in time. You have no way of knowing why a prospect has not answered; and the only way to find out is to follow up. Friday remained the worst day on which to call prospects. .

Follow-up 59

Follow-up Sales Qualified Lead Study Survey 59

InsideSales.com

APRIL 15, 2021

The goal for any sales rep is to have a full calendar of highly qualified prospects to speak with each day. 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

Trends 52

Trends Lead Rank Hiring InsideSales 52

No More Cold Calling

DECEMBER 29, 2016

You may not have heard, but 2017 will be the year of referral selling. Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. And now is the time to make it your go-to prospecting strategy. Test Your Referral Savvy.

Referrals 136

Referrals Cold Calling Sales Automation Account 136

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Here again, the 2018 Buyer Preferences Study provides some useful guidance. Focus on opportunities where buyers want to engage early.

Buyer 63

Buyer Top of Funnel Study Decision Maker 63

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “ What are the best days to call my prospects? ” So, which is it?

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Miller Heiman Group

MAY 25, 2018

When you think about who creates the content your salespeople and other customer-facing professionals use to engage prospects and customers, you probably think about your marketing team. Typically, marketing is responsible for filling the top of the funnel with qualified prospects.

Top of Funnel 68

Top of Funnel Sales Enablement Marketing Demand Generation Agencies 68

Sales Hacker

DECEMBER 29, 2022

I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand. A whopping 50% of your prospects may not be a good fit for the product/service you sell. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

Crunchbase

SEPTEMBER 21, 2020

According to a Gallup study, about 36 percent of U.S. Bureau of Labor Statistics admits that the number of gig workers in the country is difficult to confirm, in 2017 their best estimate was 55 million. trillion to the economy in 2017. workers derive some or all of their income through independent gigs. While the U.S.

Penetration 134

Penetration Segment Demographics Benefit 134

Zoominfo

OCTOBER 8, 2019

In fact, the average number of form fields is 11, but studies show that reducing that number to 4 can result in a 120% increase in conversions ( source ). Even if visitors don’t take the time to click on your privacy policy, having the link available will assure your customers and prospects that your business takes security seriously.

Maximizer 157

Maximizer Conversion Policies Sales Qualified Lead 157

Zoominfo

JULY 17, 2018

This format allows companies to engage with prospects and customers and receive feedback in real-time. In 2017 webinars were reported as one of the top revenue drivers for B2B marketers ( source ). Recent studies suggest that 20% to 40% of webinar attendees turn into qualified leads ( source ).

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

OCTOBER 2, 2018

Here are three common normalization problems: Web forms: For many organizations, most prospect and customer data is collected through web forms. This means two prospects who both have a job title of “Director of Sales” could fill out the form “Dir of Sales” and “DOS” respectively. There’s a reason for the rampant market adoption.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Zoominfo

JANUARY 29, 2018

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. ” Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Mindtickle

MAY 2, 2018

Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better. in 2017 over 2016. The optimum solution, according to the same study, is a sales enablement platform designed for easy access to content.

SalesForce 52

SalesForce Sales Cycle Study Sales Enablement 52

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fisher Published : May 12, 2017.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116