Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Today I give you a barrage of my own with three killer videos and a powerful data-packed article. Dave Kurlan Sales Coaching reaching decision makers need to be liked sales data

Data 163

Cold Email, Warm Leads: Where Does Good Data Come From?

DiscoverOrg Sales

The reality is that most sales and marketing automation tools and CRMs use data from a variety of sources: usually a combination of (1) purchased third-party data, (2) user-generated data from form-fills, and (3) information that is manually entered in-house.

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The 4 Steps You Must Take to Stop Collecting Useless Sales Data

Sales Benchmark Index

Article Sales Strategy SBI on Demand collect data collect useful sales data crm data sales data sales operations

Data 255

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

Data is no different. The problem with data is that it changes slowly over time, decaying, typically at minimum, 30% per year. Data decay happens similarly to how motor oil ages in your engine. That’s how ABSD is scaled, in part—and it is critically dependent upon data quality.

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[VIDEO] How to Evaluate a Data Provider

DiscoverOrg Sales

With that in mind – today I’m going to give you some inside baseball thoughts, on how a data provider thinks you should evaluate a data provider. Not everyone does this – but it’s pretty common for people to evaluate data 1 of 2 ways: They take a demo, ask to pull up an account or two that they know well, and then judge the quality of the data provider based on whether or not the people they know show up in that company’s profile.

Data 154

Sales Data Or Insight Driven?

The Pipeline

The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional. No doubt the age of “big data” or perhaps a better label being used by some, “fast data”, is upon us.

Data 226

[VIDEO] The Cost of Bad Data

DiscoverOrg Sales

So, question of the day is: Have you ever wondered just how much money having bad data in your sales and marketing system cost you ? Best Practices from the Industry Outbound Selling Sale Operations Sales Strategies B2B Insights B2B Sales Insights bad data sales efficiency

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Your Data and Governance Processes Are Slow and Inefficient, What Now?

Sales Benchmark Index

Unfortunately for many organizations, data is spread across siloed legacy systems. Article Corporate Strategy business intelligence ceo chief executive credible CRM data dataset ERP intelligence make your number michael garcia real time SalesForce SBI's PDF Workbook SBI's Workbook SQL

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. ZoomInfo had been SalesFolk’s data provider for years. But bounce rates were often high, and the accuracy of the data varied.

Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Understanding the Sales Force

Dave Kurlan sales pipeline omg sales dataIf you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2!

Data 131

The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

Understanding the Sales Force

You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters. Dave Kurlan Sales Coaching omg sales management competencies sales dataWhen you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior.

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The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

Marketing and sales intelligence is different : It’s more than just data. Because time has an effect on data. Marketing and sales data is no different; it also needs to be constantly refreshed to be accurate. First, we’ll take a deep dive into next-level data quality and management. … How do you measure data quality? We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible?

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An Independent Review of DiscoverOrg’s Data Accuracy Claims

DiscoverOrg Sales

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Contact data is a very important priority to my clients,” he says. What prompted his interest in DiscoverOrg’s data accuracy? There are many different data sources,” Martin says. We were discussing which contact data provider provides the best results for outreach campaigns.”. A Good Data Believer. “I’ve

Data 191

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

Understanding the Sales Force

Dave Kurlan Need for Approval Sales DNA sales statistics emotional need to be liked talking about money sales dataI have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics.

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[VIDEO] The Value of Sales Intelligence vs Data

DiscoverOrg Sales

There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. Watch the Video: Data vs Verified Data vs Intelligence.

Data 170

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. Data and insights. Automate signal and data capture. The Sales Signals We’re Ignoring Could Be Worth Millions.

Data 135

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

DiscoverOrg Sales

Virtually every business collects and buys data to assist salespersons and marketers do their job more effectively. But sometimes it’s too much data. How can we make sense of it all and zero in on the data that actually matters? Which data points – individually, or together in a “secret sauce” – predict buying behavior in B2B customers? As a data company, we knew there had to be a quantifiable answer: “What prompts someone to make a purchase?”.

Data 136

True Love or Bad Data? (Database Dating Advice for the Brokenhearted)

DiscoverOrg Sales

To you, we say, dry your eyes: This Valentine’s day, DiscoverOrg’s data relationship advice expert is here to solve your stickiest data dilemmas. Get ready to fall in love with your data all over again. I suspect my data is bad. When the data is good, things are great. Signed, Data Dependent. Dear Data Dependent, Your data isn’t getting any younger. If your data isn’t the real deal, it’s time to move along. Looking for more data love?

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Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

Understanding the Sales Force

Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 And as has been the case with the last ten articles like this, the data is sure to surprise. Dave Kurlan sales process sales pipeline sales performance sales dataIt's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late!

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Operationalizing Data and Insights

Sales Benchmark Index

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data.

Data 161

New Data - Are Experienced Sales Managers Better Sales Managers?

Understanding the Sales Force

Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn.

Data 163

Sales Science and Data Win the Day

Understanding the Sales Force

I'll share the top 3 by views, the top 3 by shares and the top 3 by engagement but you'll instantly notice that whether it's views, shares or engagement, sales science and data - stuff you can sink your teeth into - win the day. Image Copyright bowie15.

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Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

Understanding the Sales Force

There's no data. But I have discovered the cause, will show you the data, and discuss how to fix it. Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real?

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The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You

DiscoverOrg Sales

It’s your data. When I founded DiscoverOrg in 2007, delivering quality sales and marketing data was the backbone of what we wanted to build. Eight years later there is something that is absolutely mind bending for me to realize: all – and I really mean all when I say that (with us as the exception) – sales and marketing data providers really suck. Let me show you some examples from data vendors we’ve bought data from in the last 12 months.

Data 136

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too. Check out some more surprising data.

Marketo Append & Clean: Big Changes for a Favorite Data Management Tool

DiscoverOrg Sales

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. Users can: Configure what data points are added and updated, how often they are refreshed, and how updates are handled. Cleanse data by overwriting outdated or incorrectly entered data points. And sales teams experience more effective prospecting because data is synced between Marketo and the CRM.

How to Find a Deal That Will Close This Month

Smart Selling Tools

Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution. Fit data reveals which accounts are a good fit for your product or service.

Data 123

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

DiscoverOrg Sales

The organization works hard to get lead data, either from their own marketing team, an in-house list from sales, or elsewhere (This is the most economical way to research.) Marketing teams have been going through a data renaissance for several years, thanks to technology that allows them to better track their efforts and the behaviors of their leads. Closed-loop sales communication includes the following parts: High-quality lead data. Personalized, data-driven messaging.

Data 120

How To Prepare Your Business for the Impact of GDPR

Sales Benchmark Index

The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations. What is GDPR?

Data 148

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn’t a universal promise of success. The Availability of Data Has Made Growth More Accessible. Today, the availability of data and intelligence is breaking down barriers between buyers and sellers, making transformational growth accessible to companies of all sizes.

Data 143

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

A large part of our day is spent trying to find data that is relevant to our jobs, and what we can ignore – because we don’t have time to digest it all. Most businesses agree that data-driven decision making is important, and the vast majority of companies collect data in some form. But in this sea of data, which individual data points predict purchase intent? What data matters? These include data points such as: Industry. Opportunity data.

Data 136

Dirty Data Done Dirt Cheap

DiscoverOrg Sales

That’s true of any investment, from cheap stocks, to cheap shoes, to cheap data. It’s the same with data. Cheaper products are usually lower in quality – whether that’s buying boots from a discount chain, Dollar-Store dish soap, or dirty data. The quick buck. A free lunch.

Data 43

How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

Make 2018 the year YOU adopt data-driven marketing: Get our free eBook ! This should include: Firmographic data: industry, employee size, revenue. Demographic data: role and responsibilities. Start the best journey with good data.

Data 208

Secrets to Understanding Buyers through Buyer Data Planning

Sales Benchmark Index

Marketing Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journeyToday’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors.

Buyer 161

Data Proves Sales Coaching is Weak

Score More Sales

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching.

Data 133

5 Ways to Make Data Actionable With LevelEleven

LevelEleven

If you’re like many sales leaders, you’ve experienced the challenge of having too much data in too many places. The following are 5 ways to make data actionable using LevelEleven’s sales management system. Easily Compare Past & Present Data to Stay on Track with Goals.

Data 69

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Believe it or not, your current customer data is actually the secret source of future growth. Issue Date: 2016-07-22. Author: Hila Nir.

Data 308

Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Whichever way you turn, wherever you look, and whatever you listen to there is data. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

Data 183

How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

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. Once a user receives their username and password, they can immediately log in and start accessing the data in D&B Hoovers.

Data 132

What Should Your Sales Data Strategy Look Like?

Sales Benchmark Index

When it comes to data, a Sales Ops leader typically asks 3 questions: How do we gather all the data? How to do we draw critical insights from the data? How do we share and present the data? Sales Operations Strategy Big Data sales operations

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