DiscoverOrg Sales

JANUARY 1, 2018

Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results. 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.

Trends 184

Trends Advertising Advertising Survey 184

The ROI Guy

DECEMBER 4, 2013

On average, the buying teams have expanded by an additional person in each of the past two years, a 43% increase compared to three years ago according to the latest 2013 IDC Buyer’s Experience Survey. And as purchases get larger, even more people become involved in the decision.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Cience

APRIL 30, 2020

On average a B2B purchase involves between 3 and 5 decision-makers. What this means is that you need to be able to convince both the influencer as well as the decision-maker. With B2B companies, it’s common to need multiple channels to complete purchases and get the job done. Create a smooth UX across the board.

Ideal Customer Profile 102

Ideal Customer Profile B2B Company Churn 102

Zoominfo

JANUARY 27, 2022

More than two-thirds of buyers in one survey said they had taken cold calls in the previous year. Today’s sales development reps count on multiple touchpoints across multiple channels to reach their prospects — an average of 16 touches per rep according to a TOPO Sales Development Touch Report. Absolutely.

Cold Calling 100

Cold Calling Ideal Customer Profile Data Forecasting 100

Sales and Marketing Management

MARCH 16, 2018

The challenges of working in a complicated supply chain – one where manufacturers, distributors and wholesalers must collaborate harmoniously – are the focal point of sales-i’s 2018 report , where 233 business leaders and senior decision-makers shared their thoughts on the year ahead. The solution is to take the initiative.

B2B 195

B2B Company Hiring Discount 195

Emissary

JULY 18, 2022

In fact, in Gartner’s 2021 survey of technology executives , 75% said they had an ABM function centralized in the marketing team. According to Emissary’s survey of our buyer network, including 10,000+ executives, large tech purchases take an average of eight months and involve five or more decision makers from technical and business units.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Zoominfo

OCTOBER 5, 2021

Examples include: Customer Relationship Management (CRM) Data: Leverage information in your internal customer or contact database , which pulls data from various marketing channels, such as email subscriptions or landing page signups. Examine the channels you use to collect and store data. In fact, data quality issues cost the U.S

Data 130

Data Marketing Scale Analysis 130

Autoklose

MARCH 4, 2024

Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. Surveys have shown that an average conversion rate for cold calling rarely goes beyond 2 percent. Still, if you have a valid email address, your email will reach the decision-maker.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

Sales and Marketing Management

JANUARY 23, 2018

A full 72 percent of American consumers reported to MarketingSherpa that email is their preferred communication channel for business matters. All of this intel makes it easy to see why 80 percent of marketers surveyed for Salesforce’s State of Marketing Report last year agreed that email is a core component of their business models.

Decision Maker 180

Decision Maker How To Cold Calling Transportation 180

Janek Performance Group

OCTOBER 25, 2023

However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. New employees mean new stakeholders, decision makers, and priorities. Also, consider survey tools, such as SurveyMonkey. Also, consider survey tools, such as SurveyMonkey. This includes personnel.

Account 62

Account Survey Analysis Scale 62

Crunchbase

FEBRUARY 24, 2021

According to McKinsey , a survey found that more than 90 percent of B2B decision-makers expect the remote and digital model to stick around for the long run, and three out of four believe the new model is as effective or more so than before COVID-19. Indicators point to that outcome.

B2C 56

B2C Scale Face-to-face Vendor 56

Mereo

FEBRUARY 1, 2023

The number of decision makers within a buying committee has been on the rise. Decision Makers Role: Final approval to purchase to include control of economics (budgets, funds), timing and resource allocation (staff, technology). Below is a sampling of common members and how your salespeople can serve them.

Decision Maker 41

Decision Maker Face-to-face Proposal Lead Rank 41

Crunchbase

JANUARY 12, 2022

A recent McKinsey survey found that 80 percent of B2B decision-makers consider omnichannel selling—including a mix of remote and in-person meetings, digital self-service and conversations across email and social apps—just as effective as traditional sales channels, if not more effective.

Retention 52

Retention Trends Intent Signal B2B 52

Crunchbase

SEPTEMBER 14, 2021

Fortunately, the same survey has shown that spending among these businesses has remained intact or has increased, as new initiatives and projects are taken to adapt to these uncertain times. If your buyer isn’t the key decision-maker in the business, create separate buyer personas for those people as well.

Top of Funnel 84

Top of Funnel Sales Cycle B2B Lead Rank 84

Increase Sales

NOVEMBER 13, 2014

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. In a survey of over 200 coaches, I discovered that the #1 issue that coaches have in their business is attracting new clients. This particular group has over 50,000 members.). Share on Facebook.

Sales Leadership 165

Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

No More Cold Calling

JUNE 9, 2019

In a recent HubSpot survey , salespeople said it’s 40 percent harder to get a response from prospects than it was just two or three years ago, and 30 percent harder to close deals. That’s still true, but cold calling has evolved as sales channels have evolved. They don’t fill your pipeline with qualified B2B leads. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Janek Performance Group

SEPTEMBER 13, 2023

Perhaps they’re a targeted decision maker and a colleague of that client you just helped. Consider the following tips: Leverage applications Survey tools Track data in your CRM Seeking referrals can be time consuming. Survey tools are great to gauge satisfaction. For social media, create valuable and sharable content.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Top Sales Channels. UK, Japan, Canada, Australia, France, and Germany. The Top Sales Goals.

Trends 81

Trends Report Data Strategy 81

Miller Heiman Group

MAY 6, 2020

In our survey of 5,500 global consumers , 93% said they’d abandon a business by the time they have three bad experiences; 50% of U.S. No matter which approach you take to mapping, we recommend following these customer experience best practices: Track interactions across channels. Focus on the voice of the customer.

Customer 84

Customer Lead Rank Lead Scoring How To 84

The Digital Sales Institute

MAY 11, 2020

Access to data, information and channel alternatives has arrived in B2B and it’s changing the selling landscape. Selling today is now more complex as there are an average of 7 decision-makers involved in the B2B buying process. 75% of purchases now start with an online search by the buyer.

Sales Process 52

Sales Process Lead Rank Decision Maker Social Media 52

Pipeliner

OCTOBER 16, 2020

In a recent Sandler Research Center survey, the topic of client retention deservedly received significant attention. In the survey, sales respondents worldwide were asked, “What percentage of your sales team’s time is dedicated to client retention versus pursuing new business?”. The next channel is Partnerships and Alliances.

Enterprise 59

Enterprise Enterprise Account Apparel 59

SalesHandy

APRIL 25, 2021

They are probably the most important and impactful communication channel for your sales team. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. If you’re generating outbound leads — look for decision-makers within your target accounts or organizations.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Sales Evangelist

MAY 21, 2021

Here’s a fun fact: Only 33% of decision-makers feel their organization is ready to get back to in-person work. Only a third of decision-makers feel their company is ready to return to the office. Those decision-makers will have many fires to put out with the return to the office. Communicate.

Decision Maker 40

Decision Maker Top of Funnel Call-back CRM 40

SalesHandy

OCTOBER 28, 2022

Outbound lead generation is indeed effective as several surveys have proven so. One such survey revealed, that 75% of executives said they were willing to make an appointment or attend a meeting based on a cold call or email alone. Which decision-makers do we usually reach out to in our top accounts?

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

Highspot

JANUARY 28, 2024

Supports the Buying Process Buying can be complex, involving many decision-makers. They also may need to convince the remaining decision-makers who control the budget. This approach saves time and resources and extends your content’s reach across different channels and audiences. This can be telling.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Sales Evangelist

MAY 21, 2021

Here’s a fun fact: Only 33% of decision-makers feel their organization is ready to get back to in-person work. Only a third of decision-makers feel their company is ready to return to the office. Those decision-makers will have many fires to put out with the return to the office. Communicate.

Decision Maker 40

Decision Maker Top of Funnel Call-back Lead Nurturing 40

Sales Evangelist

MAY 21, 2021

Here’s a fun fact: Only 33% of decision-makers feel their organization is ready to get back to in-person work. Only a third of decision-makers feel their company is ready to return to the office. Those decision-makers will have many fires to put out with the return to the office. Communicate.

Decision Maker 40

Decision Maker Top of Funnel Call-back Lead Nurturing 40

Allego

MAY 25, 2021

Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. A Gartner survey reported that 27% of polled sales leaders agreed to permanently move field sellers to virtual sellers. And now, AI has come to the profession of sales. The Promise of Artificial Intelligence.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

No More Cold Calling

JUNE 6, 2019

In a recent HubSpot survey , salespeople said it’s 40 percent harder to get a response from prospects than it was just two or three years ago, and 30 percent harder to close deals. That’s still true, but cold calling has evolved as sales channels have evolved. They don’t fill your pipeline with qualified B2B leads. Don’t believe me?

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. As a heads up, you will get a survey from us to help me be a better consultant in future calls, and those are reviewed by my enablement team. We can do a second demo with your team. That’s our primary persona.

How To 84

How To Decision Maker Retention Referrals 84

BuzzBoard

MARCH 22, 2024

A=Authority: Who’s the ultimate decision-maker in the prospect’s organization? T=Timeline: Does my prospects need our solution/s urgently or is it going to take longer to make the purchasing decision? Let’s assume your agency or media house uses the BANT framework to qualify sales leads.

Scale 101

Scale Ideal Customer Profile Sales Qualified Lead Lead Rank 101

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers.

Referrals 130

Referrals Marketing Incentives Incentive 130

The Digital Sales Institute

SEPTEMBER 2, 2019

Sales statistics are also critical for sales channel selection and how to drive deeper customer engagement. Selling today is now more complex as there are an average of 7 decision-makers involved in the B2B buying process. GENERAL SALES STATISTICS. As soon as 2024, over 3.0 billion online buyers in 2016.

Paid Content 51

Paid Content Lead Rank Social Media Cold Calling 51

Mereo

APRIL 13, 2023

Actually, in the 2022 Thought Leadership Impact Report from Edelman and LinkedIn , 4 out of 10 B2B decision makers said the marketplace is oversaturated with thought leadership. In fact, the Edelman and LinkedIn survey found 48% of decision makers want to see more provocative ideas that challenge their assumptions.

B2B 36

B2B Decision Maker Top of Funnel Buyer 36

DocSend

FEBRUARY 25, 2022

Our research, which surveyed more than 300 sales professionals across industries, found that over half of sales reps consider today’s virtual environments beneficial to them. Complementing this widening customer base is an ever-expanding media landscape, and sales reps now have even more channels to engage with their prospects and leads.

Proposal 105

Proposal Webinar Metrics Decision Maker Follow-up 105

Miller Heiman Group

MARCH 22, 2019

Sellers also need to prepare to work within channel sales, as up to 70% of European manufacturing business involves selling with and through third parties. In the 2018-2019 Sales Performance Study , CSO Insights, the research division of Miller Heiman Group, surveyed 103 manufacturing sales leaders globally. Using predictive analytics.

Decision Maker 54

Decision Maker Channels Study Competition 54

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52