[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. Since analytical buyers are more likely to have advanced degrees in hard science, such as computers, finance, or engineering, they are more likely to be skeptical and consequently more demanding of salespeople.

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Win, Lose Learn: How Predictive Analytics Can Help Manufacturing Sales

Miller Heiman Group

As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. According to the World-Class Sales Practices Report from CSO Insights, only 23% of manufacturers globally use sales analytics to measure and predict sales performance. Let’s explore techniques for using predictive analytics with your manufacturing sales team.

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Pushy salespeople quickly alienate prospective buyers because they don’t develop rapport. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. Analytical, Intuitive, Functional, Personal: Most communication styles are broken down into these four categories. Get Part 1 of our 2-part study: Why Didn’t They Buy?

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[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. What selling style do prospective buyers prefer?

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Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing Management

For Cisco Systems, leveraging data analytics to inform future processes is a part of everyday life. According to Senior Systems Engineering Manager Flavio Zanetti, the company uses data analytics to predict scenarios that might happen. “We We have analytics that show us specific regions and locations where our field teams are leveraging or selling our service more, and specific architectures that are becoming more relevant.

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

Recent analyst firm studies show that nowadays sales reps are spending only 35 – 40% (CSO Insights reports even less) of their time on actual selling. game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice).

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Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. According to the 4th Annual Sales Enablement Study , only 9.2 However, the study found that organizations with a sales enablement charter have a win rate of 59 percent. If you dig deeper, your CRM system can deliver valuable insights about where opportunities are stuck in your pipeline, suggesting steps to guide prospects further down their path.

5 Awesome Sales Prospecting Methods You Shouldn’t Ignore


Most sales reps view sales prospecting as a necessary evil. The right sales prospecting methods can help generate qualified leads and more of them. One Baylor University study estimates that it can take 7.5 The good news is that choosing the right sales prospecting methods is available to every sales rep. But first: research and prioritize prospects. 5 Awesome Sales Prospecting Methods You Shouldn’t Ignore.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?


Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources.

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All That Glitters Is Not Gold

The Pipeline

Lead Scoring” systems seem to work, according to a study by The Aberdeen Group, which found that a well-configured lead scoring tool could increase lead-to-prospect conversion rates by up to 19%. The Pipeline Guest Post – Mell Harding.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Sophisticated data analytics can spot hidden behaviors, triggers and patterns that salespeople can’t perceive on their own. It can improve effectiveness by suggesting an optimal path to deal closure, and it can provide detailed guidance for approaching each prospect.

4 Buyer Personalities & How to Sell to Them


Each pitch must be tailored to fit the prospect’s personality. Analytical. Analytic types care deeply about data, facts, and figures. Although they stick to deadlines, analytical types usually have a longer buying process.

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4 Ways Personalization Affects B2B Lead Generation

Smooth Sale

Ralph Wunsch is a web publishing consultant for Writebrain, a blog analytics tool. One way to ensure a good working relationship is to study your buyer persona. The process of influencing prospects to become clients also relies on the accurate targeting of consumers.

Three Performance Indicators Sales Leaders Can Use to Improve the Selling Process

Miller Heiman Group

When most sales leaders think about analytics, they usually think of their CRM platform. In reality, your CRM is a means to an end—to be successful, you need to apply insights discovered from CRM analytics to improve the performance of your team. At their core, analytics change the conversation between a salesperson and a sales leader. Thus, it’s critical that sales leaders use the insights from sales analytics to coach reps during each stage of the customer’s buying process.

April Referral Selling Insights

No More Cold Calling

Think winning is acknowledging a prospect’s pain? Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? Prospects are bored, and salespeople have become a commodity. What are prospects not doing well?

A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data

DiscoverOrg Sales

Our study did indeed reveal the most predictive data points. Indeed, the most significant finding from this comprehensive study is that “Buying magic happens at the confluence of 3 different types of predictive data: Fit, Intent, and Opportunity.”. For complete predictive intelligence results, download the new study. One of our account executives recently reviewed some numbers with a prospective customer, who wanted to compare costs.

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Three Proven Ways to Increase the Value of Your Sales Content

Smart Selling Tools

The study also revealed insights into what it takes to actually accomplish that level of effective sales enablement. The study found that one key way is through the automatic distribution of sales content through a CRM and a sales asset management platform.

Three Keys to Growth in an Economic Slowdown

Miller Heiman Group

But in a recent study of all U.S. Though revenue plan attainment is up for the third year in a row, seller performance continues to decline, according to the CSO Insights 2019 World-Class Sales Practices Study. Organizations facing the prospect of a downturn may experience analysis paralysis: it’s hard to figure out how to prepare for the unknown. Most economic forecasts predict a downturn in the next two years; some economists believe we’re already experiencing one.

How Sales Technology Can Help Close More Deals

Miller Heiman Group

One way to do this is through sales technology powered by predictive analytics or AI. Less than half of sales teams—46 percent—report widespread use of their CRM, according to the 2018 Sales Operations Optimization Study from CSO Insights. Because CRMs serve as an electronic database of customers, prospects and other contacts, organizations assume that these platforms should help their sales teams win more deals. Predictive Analytics and AI.

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

As CMO, when I think of digital transformation, I am applying it to the buyer journey and the new way in which prospects expect to be engaged with. There is not much feedback to be had when sellers are sending assets as attachments over email to prospects.

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Content marketing for sales: 6 ideas to address the bottom of the funnel

Base CRM

To help you produce personalized content for prospects, let’s take a look at the purpose of the bottom of the funnel, ways to accurately measure this type of content, and content ideas to support the sales department. Content should be designed to convince prospects to purchase.

34 Million Data Points Show What Type of Sales Content Performs Best


The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome. Driving prospects to purchase has never been harder. Building a data-driven pipeline with sales content analytics.

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Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction

Smart Selling Tools

Sellers can spend as much as 35 percent of their time searching for the right content to send a buyer or to use in their next prospect conversation. This is time that’s not spent engaging with prospects and selling. Further, the analytics capabilities of Seismic are unrivaled.

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15 Science-Backed Tips for Making Better Sales Calls

Hubspot Sales

But because selling is a two-way interaction, the science behind sales also covers the other party in the engagement: prospects, leads, or customers, depending on the stage in the sales process at which they are being engaged. Make it something the prospect can be infected by.

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How Science Can Save the Lost Art of Direct Response Copywriting

Corporate Visions

They need to keep up with ever-changing marketing automation solutions, CRM systems, social media monitors, buyer intent data, digital marketing platforms, analytics tools, and much more. Can a single word impact how your prospects react to your messages?

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

He was referring to the importance of relevant knowledge about your prospects and buyers. Most interesting stat : 92% of prospects NEVER respond to a cold call or email. Those are the 3 kings that will influence your prospect to engage.

Do You Want to Know How a Movie Changed the History of CRM?

Smooth Sale

And studies show that CRM is an important investment. Spiro then automatically adds in the contact, company, and opportunity appends it with social data and even pulls in previous emails associated with their prospects.

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Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

The way we learned about our prospects was to call the corporate communications department and request an annual report. We also discussed deals with others in our company who had connections in our prospect companies. Engage prospects and clients in conversation.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects.

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

Additionally, once your team brings more than one app on board , you have to worry about the attendant risks of redundancy, lack of interaction, inability to on-board everyone and the cost and time associated with monitoring the connections, maintaining the updates and reviewing the analytics.

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You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

No More Cold Calling

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. What do you see as the most promising next thing from predictive analytics? Where do existing predictive analytics solutions fall short – where are there opportunities for advancement? HS: Predictive analytics is great, but the key missing piece is having the data to do something with it.

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5 Smart CRM Hacks That Lead to Faster Selling

Sales and Marketing Management

It’s a powerful business analytics system that reveals valuable details about your clients and helps you to seal the deal with more customers. The best thing about this concept is that it doesn’t bother B2B prospects.

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Elevate Customer Conversations with Industry-First SmartPage Technology


Imagine this: You’re a seller about to meet with a prospect in the medical device industry for the first time. Good news — we combined our SmartPage technology and analytics to put actionable insights at your fingertips. We’re humans — not robots.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversations.”. And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”. How to market to prospects with open sales opportunities.

GDPR lawful data processing – why is insight so important? [Here’s Why]

Artesian Solutions

I turn again to Aberdeen Asset Management, their recent study concluded that 63% of best in class CX organisations are using predictive analytics, and 52% are creating models of customer behaviour and mapping customer journeys. GDPR lawful data processing – why is insight so important?

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How the Growth of SaaS Makes Life More Difficult for Customers and What to Do About It


For example, I’d often get calls from prospects asking “So wait, how are you different from Google Analytics?”. You can’t do anything like that with Google Analytics!”. Studies show that having too many choices often whittles away at our decision-making abilities.

The Data Science Behind Winning More Deals

Sales and Marketing Management

Author: Jeff Weil Data makes today’s world go round; there’s not much that can’t be distilled into a data point, and there’s not much about a company’s customers and prospects that doesn’t make its way into a CRM system for tracking and more intelligent decision-making.

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How to Sell to 4 Different Personality Types

Hubspot Sales

Those two factors meant I was an extremely good prospect. Assertive personality traits: Assertives usually speak in declarative sentences and ask few questions, so if you notice your prospect says things like, "I'm looking for a new sedan," rather than, "Can you show me your sedans?",