The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It

Sales Benchmark Index

Technology has fundamentally changed the role of Marketing. What was once seen largely as an art, has increasingly become less about fancy pictures, and more about deploying revenue generating messaging to the masses. The rise of radio and television made.

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Transitioning to Data-Driven Marketing & Sales

Sales Benchmark Index

Today’s interview is a special one, we have two guests on SBI TV – a marketing leader and sales leader – you’ll learn they’ve teamed up to tackle data siloes and make data-driven decisions. Corporate Strategy Marketing Strategy Sales Strategy Video 2019 planning b2b dave peranich sbi podcast sbi tv

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What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. What is Intent data? What is Intent data ? With intent data, you do.

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The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Location data (Marketing loves). Firmographic data.

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7 Must-Have Automated Documents for Sales Success

Data is often stored in disparate, siloed systems, forcing users to scour. multiple sources for the data they want and copy and paste into their document. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. Share the (data) wealth.

Cat Meme Queen Strikes Again: Bad CRM Data Quality is Even Worse Than You Think

DiscoverOrg Sales

And YOU get bad CRM data, killing email deliverability, wasting your reps’ time, skewing your analytics, and costing you money. It’s a serious problem for any company who relies on web form-fills or other user-generated data for inbound campaigns. Bad CRM data costs real money.

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The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

“Big data” is very 2012. But big data has historically referred to gobs of behavioral data. As customers , we got used to the big-data treatment – fast. B2B big data wasn’t quite there. Here are some data predictions we’re looking forward to.

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A Primer on GDPR and Marketing Data Protection Best Practices

DiscoverOrg Sales

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. DiscoverOrg is a data processor, and we believe our customers are also data processors. This brief primer provides practical tips to help sales and marketing teams be ready and able to meet the changing regulations while leveraging a sales and marketing intelligence solution like DiscoverOrg.

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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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How to Make Marketing Scientific

Sales Benchmark Index

Marketing Strategy Podcast b2b marketing data-driven marketing Demand Generation demandgen KPIs Marketing Contribution % marketing insights marketing operations marketing ops marketing strategy revenue marketing vp of marketing operations

In the Race to Win More Customers, Sales Needs Digital Transformation

into how Salesforce users manage contracts and data, are. and email, using marketing automation, employing CRM and ERP, are now requirements for any business — table stakes to remain. volumes of data created by the first layers of digitization. processes, communications and data.

A Look Back and Ahead at the Evolution of B2B Data: Year in Review

DiscoverOrg Sales

But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. I hate the word AI.

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What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. What is Intent data? What is Intent data ? With intent data, you do.

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

DiscoverOrg Sales

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. Our squeaky-clean data is in a league of its own, but we wanted to see how it stacked up in real life, which can be hard to quantify.

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How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. The marketing plan lays the groundwork for your team to go forth and execute.

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GDPR & Demand Generation: What Your Team Needs To Know

Speaker: David Crane, Head of Content & Thought Leadership, Integrate

The coming month will test the boundaries of change management for marketing organizations (and their colleagues in sales, finance, IT and legal) as they ready their teams for the EU’s General Data Protection Regulation (GDPR), which will go into effect May 2018.

Not Fake News: 4 Ways to Double-Check Your Sales Data

DiscoverOrg Sales

If you don’t start with verified data from trusted sources, you’re wasting time chasing “leads” that aren’t really leads. There are some easy ways to quickly fact-check your lead data. Read it: How to Time Your Sales Outreach with Opportunity Data.

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Data Visualization

Pipeliner

Data visualization is essentially the story behind the data. Visualization helps show what the numbers are saying and interpret the data quickly. Data in itself can be difficult to consume on its own. Consumable visualized data. What data is critical to know.

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[VIDEO] How to Evaluate a Data Provider

DiscoverOrg Sales

Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions. 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. The first one attempts to evaluate the quality of the data and the second method attempts to evaluate the quantity of the data. Get Started with Free Data.

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[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

I want to talk about how to improve morale on the team over time by enabling them with great data and helping sales leaders invest in their team’s success. Bad data: a silent killer of sales morale. A silent killer on the sales floor is going to be bad data.

The CMO’s Guide to International Marketing

Sales Benchmark Index

The Top 5 Things to Consider When Marketing Overseas.

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.

Major New Advances in Applying Market Intelligence to Revenue Growth

Sales Benchmark Index

On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.

Data Visualization

Pipeliner

Data visualization is essentially the story behind the data. Visualization helps show what the numbers are saying and interpret the data quickly. Data in itself can be difficult to consume on its own. Consumable visualized data. What data is critical to know.

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Marketing Operations – The Key to Driving Greater Revenue

Sales Benchmark Index

Data is everywhere. Marketing leaders are expecting data driven insights and greater ROI from. Channels are exploding. Technology is changing. Executives require more detailed reporting. Intuition and experience are no longer enough. You are living in the “show me” era.

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

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How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts.

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Scientific Marketing: Stop Guessing and Start Knowing

Sales Benchmark Index

Today’s topic is how to make marketing scientific through a marketing operations department. Turn to the marketing operations phase on pages 248 – 251. As a guide to this conversation, download our 10th annual workbook, How to Make Your Number in 2017.

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. Read it: 7 Quick Wins for Marketing + Sales Alignment. Intent data.

Bad News—Your Expensive Marketing Tech Stack Doesn’t Mean You’re a Digital Innovator

Sales Benchmark Index

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced.

Bad Marketing Strategy is Built on Assumption

Sales Benchmark Index

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

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

DiscoverOrg Sales

Time to plan your next marketing campaign, or start prospecting into your top accounts! You’ve been in sales and marketing long enough to know it’s never quite that easy. 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. How do you measure data quality? Timeliness : Is the data fresh?

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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 marketing versus sales competency. 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. Don’t let your data murder your efforts.

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[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 ? Let’s say you have 100,000 target prospects in your database that you’re trying to sell and market to.

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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.

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How to Spot Buying Signals – with Intent Data @DiscoverOrg

Smart Selling Tools

How to Spot Buying Signals – with Intent Data. Intent Data is information about buying signals: That is, event or behavioral data that statistically suggests a purchase will happen soon. What is Intent Data? Intent Data lets salespeople get in the door sooner.

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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.

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A Peek Into Demandbase’s Data-Driven Field Marketing Approach

InsightSquared

Sure, this captures the attention of bookworms and library dwellers but knowledge is also king in B2B marketing. As a marketer with an account-based approach, it is important to keep the focus on generating net new pipeline from a given target account list.

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6 Best Practices to Build Marketing Operations Muscle

Sales Benchmark Index

Article Marketing Strategy Chief Marketing Officer CMO marketing data marketing operations marketing ops

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?”.

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