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. Three areas caused the most distress in Q3 2017: Dated or inaccurate data impedes effectiveness of marketing operations. Pain point #1: Old and/or inaccurate data.

Trends 184

Trends Advertising Advertising Survey 184

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. The good news, the research is crystal clear. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Sales Hacker

DECEMBER 21, 2017

While working with these documents for reference requests, projects, or research room requests, our staff comes across some very cool and significant documents. Co-written with Amy Edwards. The Cartographic Branch holds a wide variety of materials. Today, we are featuring a few of our favorite records that we’ve come across this year.

Construction 74

Construction Relationals Groups Research 74

SBI Growth

MAY 6, 2019

Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. A 2017 article in the Harvard Business Review noted that 67%. They are unable to execute the growth strategy they have embraced fully.

Enterprise 149

Enterprise Enterprise Report Research 149

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. Jason Jordan, @JasonRJordan : Sales Management expert, author, and speaker.

Twitter 63

Twitter Influencer Hotels SalesForce 63

Adaptive Business Services

OCTOBER 18, 2017

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation. At any rate, I did some research and verified by findings with my tech guy and now use free UpdraftPlus to do daily backups of both of my sites straight to Google Drive.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

DiscoverOrg Sales

JANUARY 22, 2018

I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. On Tue, Dec 5, 2017 at 7:11 AM, Joshua Sutton <joshua.sutton@mail.discoverorg.io> wrote: Subject: Fishing in Oregon (DiscoverOrg).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

MTD Sales Training

SEPTEMBER 24, 2018

The new buyer knows what they want and has done a lot of research. 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.”.

Buyer 308

Buyer Social Media Loyalty Channels 308

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. Buyers can look at your site, trial your product or ask others what features you have.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Partners in Excellence

JUNE 24, 2017

In our research, we find one of the major causes for voluntary attrition (people choosing to leave rather than being asked to leave) is they can’t figure out how to be successful. Additionally, they share some of their latest research. Look at voluntary attrition–particularly for new people in their first 12 months.

eBook 49

eBook Research Survey Data 49

Hubspot Sales

NOVEMBER 3, 2017

There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. Prospecting for sales leads. not the most fun thing in the world. So we’re here to help.

Motivation 145

Motivation Energy Sports Territories 145

The Bridge Group

MARCH 23, 2017

In our 2017 SaaS AE Metrics & Compensation Report , we analyze the biggest shifts in recent years and provide core metrics to measure AE teams. This is our sixth round of this research project and I can honestly say it's our best release yet. Download the 2017 SaaS AE Report. AE Leadership. So thank you.

Report 31

Report Compensation SalesForce Retention 31

Sales Hacker

FEBRUARY 28, 2018

Ellie Twigger – Sales Development Specialist, Forrester Research. The post 50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017! Mia Cambi – Commercial Sales Development, New Relic. Sydney Schocket – Strategic Business Development, Square. 2018 was our beta test and we think it worked well!

Demand Generation 84

Demand Generation Demand Generation Targets Infor Sage 84

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

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.”. Yes, for those who sell commodities.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Hubspot Sales

NOVEMBER 3, 2017

Today, 80% of homebuyers conduct internet research when considering homes to buy , and 89% use the internet to find real estate agents. Homebuying is an increasingly digital process. In fact, millennials are currently the largest group of homebuyers ( at 34% and growing ).

Real Estate 142

Real Estate Up-Sell Follow-up Retention 142

DiscoverOrg Sales

FEBRUARY 19, 2018

We looked at days where Tellwise customers sent 1000 or more emails to contacts in DiscoverOrg, between Dec 18th, 2017 and January 7th, 2018. Here’s what we found: Over this period in late 2017 and early 2018, emails to DiscoverOrg contacts through Tellwise bounced 1.47% of the time. Let’s just say the results were staggering.

Data 254

Data Lead Rank Lead Scoring Leads 254

Sales and Marketing Management

MARCH 20, 2019

In fact, Research from Gartner-owned CEB found that median time to fill posts increased by 30 business days, or six weeks, between 2010 and 2017. Quite simply, today’s enterprises are facing a talent shortage, and it’s taking longer and longer to fill open posts.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

Sales and Marketing Management

JUNE 14, 2020

growth in wages from 2017 to 2018, resulting in the second-place spot for that metric. Market research analysts and marketing specialists – With a predicted addition of nearly 140,000 jobs by 2028, that’s growth rate of 20% over the decade, that’s a lot of opportunities.

Salary 207

Salary Study Travel Report 207

The Brooks Group

DECEMBER 27, 2017

2017 was a big year for The Brooks Group. 2017 was the year of the sales training revolution, with the world-renowned IMPACT Selling being released in an eLearning platform, IMPACT-U® ! 2017 heard quite a few gong rings! The entire team at The Brooks Group is feeling motivated and charged up after such a strong 2017.

Training 40

Training Hiring Journal Groups 40

DiscoverOrg Sales

DECEMBER 4, 2017

. “Align all your efforts to what really matters, which is how your potential customers approach challenges, make buying decisions, and implement or use your products and services,” says Tamara Schenk , research director at CSO Insights. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day.

Travel 205

Travel Incentives Incentive Lead Rank 205

DiscoverOrg Sales

FEBRUARY 2, 2017

Well, first I’ll tell you how we didn’t do it: by reducing the number of researchers on our IT teams. From January 1 to December 31 the size of our research team grew 77 percent. As we look ahead, the year 2017 won’t be much different as we plan to continue to grow these datasets even faster. of revenues that CIOs were spending.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Pointclear

NOVEMBER 17, 2017

What are your thoughts on the current state of Marketing and Sales alignment?

Scale 100

Scale Marketing Conversion Inbound 100

Hubspot Sales

OCTOBER 11, 2017

A research team from the University of the West of England, Bristol, designed SAM to help people understand and manage their anxiety. Although so many options could be overwhelming, the community ratings and well-chosen categories help you find exactly what you’re looking for. Price: Free. Available on: iOS | Android.

Exercises 103

Exercises Face-to-face Exact Discount 103

Increase Sales

JANUARY 2, 2017

” Finally, some other research Professors Soutar and Sweeney for brick and mortar stores can be applied to B2B marketplace. .” Yet for highly unsatisfied customers, the top response at 35% was “[insert Company name] does not put my needs and wants above its own business goals.”

B2C 86

B2C Vendor Intent B2B 86

Sales 2.0

JUNE 23, 2018

Linkedin’s 2017 research found that 39% of B2B buyers consider trust in the relationship with the sales person as the biggest reason to ink a deal—the #1 factor. If you happen to pique someone’s interest with your brilliant email or voicemail they are likely to vet you before they call you back and invest their precious time.

Google 220

Google LinkedIn Twitter Buyer 220

SBI Growth

DECEMBER 29, 2016

To follow along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the. Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors.

Buyer 168

Buyer Workbooks Data How To 168

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

Zoominfo

MAY 21, 2020

It takes time: researching a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. Stick to the “Five by Five” Method The BASHO approach to account-based sales development takes valuable time researching specific target prospects—it can be a time-suck.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Zoominfo

JUNE 4, 2019

Before making your initial call, take the time to network and research your B2B sales prospects to uncover any commonalities. Do your research and provide case studies of companies within the same industry or space as your prospect. Just as you research a prospect before a scheduled call or meeting, your prospect is researching you.

Case Study 244

Case Study Referrals B2B Social Media 244

MTD Sales Training

SEPTEMBER 24, 2018

The new buyer knows what they want and has done a lot of research. 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.”.

Buyer 120

Buyer Social Media Loyalty Channels 120

Sales and Marketing Management

OCTOBER 29, 2018

In another study, by Vantage Point Performance, researchers discovered a 39 percent difference in revenue performance between the top and bottom quartile of 518 sales managers in Fortune 500 companies. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 168

Sales Management Scale Compensation Study 168

Sales and Marketing Management

OCTOBER 29, 2018

In DemandWave’s 2017 State of B2B Digital Marketing study , respondents indicated that Webinars drove 37 percent of their company’s revenue (side note: putting out proprietary research such as “State of the Industry” reports is another great product-agnostic marketing tactic). Follow him on Twitter at @ryanscottgould.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Mindtickle

APRIL 9, 2024

Consider that in 2017, 20% of industrial companies preferred digital interactions and purchases. In 2017 In 2024 0 % 0 % of industrial companies preferred digital interactions and purchases With a strong strategy, organizations can engage with prospects how they want to engage. In 2017, that was the case for 47% of purchases.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Sales and Marketing Management

OCTOBER 29, 2018

Author: Paul Nolan Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. In a 2017 report titled “Sales Managers: Overwhelmed and Underdeveloped,” CSO Insights reports almost 40 percent of organizations spend $500 or less annually on sales manager training.

Quota 120

Quota Report Promotion Education 120