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Data Driven Sales: Proven Concepts, Proven Results (Full Article)

Anthony Cole Training

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

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My Most Popular Sales Article of the Last Ten Years

Understanding the Sales Force

I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate. Please enjoy the article and share it. This is my annual nutcracker post.

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Intent Data is a superpower. Here’s why.

Zoominfo

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge , we’re often left thinking: “How?”. the particular pain points of each prospect at different parts of the funnel), companies can amass all the data in the world without actually using it to its full potential.

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ZoomInfo, Data Privacy, and You

Zoominfo

Companies are increasingly facing pressure from regulators and consumers alike to address data privacy concerns and tighten collection data collection processes. It wasn’t until recently was the general population aware of personal data collection for business purposes. Current Data Privacy Laws. Spam is always a no-go.

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How Intent Data Helps Sellers Convert A-List Accounts

Zoominfo

But today’s best-performing go-to-market (GTM) teams are increasingly using intent data to focus their efforts on the accounts that are the most likely to close a deal. With intent data, your sales team can identify the highest-value prospects in the market and prioritize their outreach to match the account’s position in the buying journey.

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New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

Understanding the Sales Force

In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing. The table below shows how this data changes according to sales experience. Things aren't always what they appear to be.

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B2B Data Purchase Guide: Evaluating Data Providers in a Global Marketplace

Zoominfo

The importance of data is undeniable. When you set out to buy a third-party data set, you might assume you should compare based on quantity and cost. often means the vendor with the most records wins and the one offering the highest quality data gets overlooked. But using evaluations like “how many accounts can you provide?”

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