DiscoverOrg Sales

FEBRUARY 13, 2019

Marketing has certain data needs. Sales uses a CRM … but the marketing automation system might not integrate. Sales and Marketing may have different data needs, but there’s a lot of overlap. When both teams have access to the same deep data, they can speak the same language. Location data (Marketing loves).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. A costly problem—with analysts citing CRM implementation costs reaching up to $100 million. The result?

System 100

System CRM Forecasting Territories 100

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Let’s start with a reminder: CRMs have a purpose. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. .

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Score More Sales

DECEMBER 29, 2014

The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data. How do you cleanse the data? Finally there are companies in the CRM system who: Have been acquired and now have another name. Knowing the integrity of your data is important.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

InsideSales.com

JULY 24, 2020

CRM is fine. While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. Work on closing deals, not on prospecting . Our data shows reps spend 297% of time on opportunities that will never close.

CRM 96

CRM Scale ROI Territories 96

Zoominfo

SEPTEMBER 20, 2021

Data quality is important to every company. Businesses need a clean, complete, and actionable data asset to inform engagement and drive intelligent automated workflows that increase sales efficiencies and close more deals. ZoomInfo changed that by creating access to more data than most organizations could have ever imagined.

Data 100

Data Lead Rank Lead Scoring Scale 100

Apptivo

DECEMBER 26, 2022

Why is CRM lead management important? Benefits of Lead Management using Sales CRMs. Like water, water everywhere but not a drop to drink, sometimes businesses feel that there are leads, leads everywhere but not a prospect in sight. Why is CRM lead management important? Hence, CRM lead management plays a crucial role.

Lead Management 52

Lead Management Sales Qualified Lead CRM Lead Rank 52

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Sales 2.0

FEBRUARY 15, 2023

and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Paul : I think generally AI is going to be applied first where there’s a lot of sales-related data…where you have lots of prospects or lots of accounts, or you do lots of deals. Do you agree with that?

Conversion 195

Conversion Amdocs Territories Forecasting 195

SBI

MARCH 15, 2018

Derek: At Dun & Bradstreet, we are seeing that B2B relationships are growing increasingly complex and that access to accurate data is critical to driving growth. Our company profiles enable more informed conversations and meaningful engagement with customers and prospects. Derek: Getting started is easy.

Hoovers 139

Hoovers Pipeline Data B2B 139

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. A simple CRM can’t handle this level of complexity. It might sound like a simple task, but choosing an enterprise CRM solution is difficult. Looking for the TL;DR?

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories.

Territories 45

Territories Travel Hiring Guidelines 45

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. The Right Data for Customer Segmentation. Download Guide.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. The Right Data for Customer Segmentation. Download Guide.

Territories 50

Territories Demographics Travel Distribution 50

Hubspot Sales

NOVEMBER 7, 2019

You’ve seen article after article telling you why you should implement a CRM , but the last thing you need right now is another piece of software to learn. CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers. Why You Don’t Need a CRM. Image Source: Giphy.

CRM 76

CRM Hubspot System Software 76

SugarCRM

MAY 18, 2023

Our previous blog post discussed the core CRM features for sales automation. In this blog post, we’ll touch on the key features of lead management within a CRM. So, let’s dive into the lead management features that can make or break a CRM. This includes simple execution and tracking features.

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. First thing I asked them to review the status of their top ten accounts, recent activity, and their specific plans for the next 12 months (pre CRM days).

Territories 303

Territories Top of Funnel Account Funnel 303

InsightSquared

MARCH 5, 2021

Fact: Your sales reps, regardless of how great they are, will never deliver the level of hygiene required to give you confidence in your CRM data. For the better part of my career as a CRO, I was frustrated with the quality of my CRM data. Neither the quantity nor the quality. Not the depth nor the breadth.

Forecasting 62

Forecasting Data Revenue Analytics 62

Crunchbase

FEBRUARY 9, 2021

Let the data reveal the reality of your surroundings. Find prospects that match your ICP with Crunchbase Pro – try it free. Additionally, your CRM should offer sophisticated analytics and reporting features to detect early potential pattern changes in your business. Forecasting starts with one line of data at a time.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

SugarCRM

MARCH 9, 2023

Sometimes, this can come as sales automation software, other times, like CRM tools, but regardless of the platform, they’ll need the insights a geo-mapping software can offer. Geo-mapping software provides companies with tools, maps, and demographic data to better visualize information within their databases.

Software 26

Software Software CRM Territories 26

Sales Hacker

APRIL 6, 2020

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! Let’s get started… Introduction to Intent Data. The solution: intent data. What is intent data? Intent data is any data that indicates an intent to purchase a solution.

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

Zoominfo

OCTOBER 4, 2021

As sales and marketing tech stacks grow more complex and data proliferates within them, the infrastructure is beginning to show some digital cracks. But they can cause lead routing problems, inconsistencies within a customer relationship management (CRM) system, and most importantly, missed deals. Where are the failure points?

Sales Qualified Lead 130

Sales Qualified Lead How To Data Software 130

Crunchbase

MAY 3, 2021

How do you use your ICP while prospecting? Think about it this way: If buyers are making decisions faster, you, as a salesperson, need to be acutely aware of how your product can impact a prospect’s bottom line before you reach out. Use account data to identify similarities among your current customers. Let’s get started.

Ideal Customer Profile 130

Ideal Customer Profile Customer Lead Qualification Territories 130

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Let’s start with a reminder: CRMs have a purpose. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

LeadFuze

NOVEMBER 30, 2021

You collect a lot of data from your sales team, but are you really getting the most out of it? Does the data help you make better decisions for your business and can those decisions be tracked to see how they affect future performance? One study found that 43% of companies gain nothing from their data, and 23% get no benefit at all.

Top of Funnel 52

Top of Funnel CRM Sales Process Lead Rank 52

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. Analyze trends over time and segment data by customer or territories. This is a missed opportunity.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling. It also integrates with the HubSpot CRM. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

SugarCRM

JANUARY 18, 2024

In fact, 43% of salespeople made use of sales intelligence tools and intent data in 2023, a 54% increase from two years ago. What is Intent Data? Second-party intent: data from a provider that has a direct relationship with the user, such as software review sites. Sales intelligence tools!

Intent Data 26

Intent Data Intent SugarCRM Data 26

Apptivo

FEBRUARY 20, 2023

A good lead management software ensures that every lead from web forms, emails, and chat is automatically fed into the CRM system, preventing prospects from falling through the cracks. This allows your sales team to prioritize assigned leads rather than manually searching for new leads in the CRM software.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Accent Technologies

APRIL 17, 2019

In the early 2000’s, CRM SaaS offerings began to gain traction with Salesfore.com leading the charge. Now, nearly 20 years later, CRM systems have transitioned from a “nice-to-have” to an essential element of any enterprise sales tech stack. and the sales engagements that transpired with each of those prospects.

Ideal Customer Profile 40

Ideal Customer Profile Data Closing Lead Rank 40

Mindtickle

DECEMBER 7, 2023

Today I’m here to talk to you about something that we are hearing a lot from our customers and prospects. You have, of course, your CRM. And then you also have pricing territory compensation management, the list simply goes on. My name is Parth Mukherjee, and I’m the Vice President of Product Marketing at Mindtickle.

Revenue 52

Revenue Hiring Analytics Vendor 52