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

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

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. Partner at Vantage Point.

Twitter 63

Twitter Influencer Hotels SalesForce 63

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. 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 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

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. Sales management is about leadership. New Rules of Selling.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Pointclear

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. What are your thoughts on the current state of Marketing and Sales alignment?

Scale 100

Scale Conversion Marketing Inbound 100

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. Those that get Value “right” can overcome these challenges and reap significant rewards.

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 75

Construction Relationals Groups Research 75

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. The new buyer knows what they want and has done a lot of research. But the evolution of the buyer has been exponentially faster.

Buyer 308

Buyer Social Media Loyalty Inbound 308

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. Opportunity data helps inform the timing for sales outreach. The results speak for themselves. Let me know. I piqued his interest, at least.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Sales Hacker

FEBRUARY 28, 2018

In January, we announced a new initiative called The Sales Hacker Top 50 Awards. The Sales Hacker Top 50 Awards are an effort to show some love to the actual reps and practitioners on the front lines. Our Sales Hacker Top 50 Awards Categories Are: Sales Ops/Enablement. Sales Development. Sales Leaders.

Demand Generation Targets 84

Demand Generation Targets Demand Generation Infor Sage 84

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

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

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. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. Yet, it’s easier said than done.

Case Study 244

Case Study Referrals B2B Social Media 244

Hubspot Sales

NOVEMBER 3, 2017

Prospecting for sales leads. 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. 5) “Bright Future in Sales” -- Fountains of Wayne. This one has nothing to do with sales. So we’re here to help.

Motivation 145

Motivation Energy Sports Territories 145

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. In August, we released datasets for the C-Suite and Sales department. Well, first I’ll tell you how we didn’t do it: by reducing the number of researchers on our IT teams.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

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 ? Additionally, they share some of their latest research.

eBook 50

eBook Research Survey Data 50

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Buyers have increasingly embraced completing their own research for years.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

FEBRUARY 19, 2018

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. We’ve bought lead lists and tested them.

Data 254

Data Lead Rank Lead Scoring Marketing Qualified Lead 254

The Brooks Group

DECEMBER 27, 2017

2017 was a big year for The Brooks Group. Since then, we’ve delivered training to over one million sales professionals, in over 350 industries, in 22 countries around the world. Every day we pay tribute to Bill by helping our clients and their sales teams achieve their full potential in sales excellence.

Training 40

Training Hiring Journal Groups 40

Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Increase Sales

JANUARY 2, 2017

How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? ” To be successful in sales, one must have strong relationships with sales leads, prospects, customers, vendors and others. Do those feelings build trust? Share on Facebook.

B2C 86

B2C Vendor Intent B2B 86

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. This email is always disappointing to a buyer, so it’s crucial to lead with the problem (this house is no longer for sale) and move quickly to the solution (I have more houses to show you).

Real Estate 144

Real Estate Up-Sell Follow-up Meeting 144

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

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

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

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

Hubspot Sales

OCTOBER 11, 2017

Sales can be an emotional roller coaster. If you let your sales performance affect your mood, you’ll always be swinging from low to high and back again. A research team from the University of the West of England, Bristol, designed SAM to help people understand and manage their anxiety. This is unsustainable in the long run.

Exercises 107

Exercises Face-to-face Exact Discount 107

Mindtickle

JANUARY 19, 2023

In 2023, many sales organizations will focus on measuring and improving sales productivity. To build an effective strategy and plan to support it, you need to take a look at research focused on different parts of it. We’ve also included some recommendations for how to use this research to inform your own plan.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

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. We all have a life outside of our sales job but realize that these other search results are going to paint a picture for your prospect. People buy from people.

Google 220

Google LinkedIn Twitter Buyer 220

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. Follow me to read upcoming research. I looked specifically for differences in sales execution. Sidebar: About Gong Labs.

Video 152

Video Data Face-to-face Call-back 152

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. Our aim was to get a clear view of what a typical sales stack looks like and how it will evolve over time.

Webinar Metrics 93

Webinar Metrics Survey Sales Technology Tools 93

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 107

Lead Rank Hubspot Microsoft Lead Scoring 107