Salesforce Field History Retention Policy: What It Means and Why You Should Care


At InsightSquared, we talk a lot about using your historical Salesforce data to expose and identify patterns from years past to dramatically improve accuracy in the present and future. So, what data is being impacted by the policy?

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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You Should Go Native With Salesforce – Here’s Why


Over 70% of Salesforce customers are using apps created in or acquired through the vast AppExchange marketplace. Here’s three commonly asked questions about apps that are native to Salesforce versus those that require integration and the results of using each.

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

into how Salesforce users manage contracts and data, are. This report is based on responses from 299 Salesforce users in. and email, using marketing automation, employing CRM and ERP, are now requirements for any business — table stakes to remain. Data quality becomes.

What “Salesforce Native” Means (and why it’s important)


Salesforce’s AppExchange officially launched in 2006 and has since evolved into the #1 business app store in the world. According to the CRM giant, over 70% of Salesforce customers are using AppExchange solutions today. It improves what you already know and love about Salesforce.

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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Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

DiscoverOrg Sales

Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. Nearly every sales and marketing technology boasts integration with the CRM and most commonly they integrate with first. DiscoverOrg’s sales and marketing intelligence platform is one of those technologies. What’s new in DiscoverOrg’s Salesforce integration (why it matters).

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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Five reasons people don’t leave Salesforce—even when they want to


If you’re a longtime Salesforce user, there’s a good chance that you’re miserable at work right now. Despite its reputation as the CRM market leader, Salesforce is infamous for being clumsy, confusing, and overpriced. Considering that Salesforce can cost tens of thousands of dollars in technical setup and development before your reps even start selling, our best advice to sales teams is don’t get involved with it in the first place. ditching Salesforce after one week.”

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.

How Small and Medium-Sized Businesses Can Use Salesforce to Keep Up with Large Enterprises

Sales and Marketing Management

Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs. Salesforce offers small businesses the capabilities of an enterprise-level CRM. The adage “data is king” consistently rings true for all aspects of the sales process.

How Smaller and Businesses Can Use Salesforce to Keep Up with Large Enterprises

Sales and Marketing Management

Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs. Salesforce offers small businesses the capabilities of an enterprise-level CRM. The adage “data is king” consistently rings true for all aspects of the sales process.

How to use Connected Planning technology to maximize Salesforce data


An operational powerhouse in sales, marketing, quote-to-cash, and client support, Salesforce is widely accepted as a best-of-breed customer relationship management (CRM) platform. Used to accelerate business growth, its solution allows businesses to efficiently record activities and manage any and all … How to use Connected Planning technology to maximize Salesforce data Read More » Sales

Big Brothers Big Sisters of Massachusetts Bay and InsightSquared: Paving the Way for Data-Driven Social Service


Over here at InsightSquared , we love data. We love rolling up our sleeves and digging into the best ways to give sales and marketing teams the insights they need to thrive. Ask any Salesforce administrator and they’ll tell you that is not a fun problem to have.

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The Impact of Bad B2B Marketing Data


There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? The Impact of Bad B2B Marketing Data.

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5 Secrets to Driving Salesforce Adoption

Fill the Funnel

Salesforce is the dominant CRM solution, bar none. It’s a plugin for Gmail and Outlook that automatically updates Salesforce as you work. And it brings Salesforce customer intelligence and key CRM features into the inbox where you work.

Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

That’s why I resonated with this post: “ New Research Unveils 5 Trends Shaping the Future of Sales ” by Lynne Zaledonis, VP at SalesCloud, Product Marketing at Salesforce. The post Relationships Rule, but Data Drives Sales, Too appeared first on No More Cold Calling.

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What Are the Best Practices for Lead Conversion in Salesforce


Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you stay on top of your sales pipeline, observe faults and gaps in your process, and tweak where necessary; you have historical and real-time data to help in decision-making. Apart from maximizing your use of its features, you also need to employ tried-and-tested best practices when you integrate Salesforce into your sales process.

Sales Tech Simplified with @Katie_E_Bullard: How to Eliminate the Problem of Data Decay

Smart Selling Tools

Katie: You may have heard terms like sales intelligence, marketing intelligence, intent data, predictive data, or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence, and it’s revolutionizing the B2B industry.

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10 Essential Salesforce Metrics for Every Company to Track


One of the key features of Salesforce CRM is the configurability of its company performance dashboard. Do it correctly and you see the salesforce metrics that are most important to your business. Decision-making that’s based on data is always better for business. And to do that, you must create a data-driven sales culture. Data trumps intuition.”. Things to Consider Before Putting Together Your Salesforce Metrics Dashboard.

We Fixed Our Ideal Customer Profile (in Salesforce) Using This Data-Driven Process


Everyone that interacts with a customer — such as your sales and marketing teams — will come away with a different perspective heavily influenced by the last customer they spoke with. It’s hard to get a full and correct picture of a customer unless you use hard data.

Eliminate data entry by your sales team


Here are some tips for satisfying your data needs without burdening your sales team. You’ve probably heard the expression, “If it’s not in Salesforce, it doesn’t exist.” I’d like to take that a step further and say, “If it’s not a required field in Salesforce, it doesn’t exist.” If data isn’t mandatory, it won’t be entered consistently, resulting in a useless dataset. Sales reps are generating tons of data every day, but we’re just missing it.

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What to do with Bad Lead Data

Sales Benchmark Index

In no Sales Ops role I’ve been in have we played a part in generating or managing leads…While I feel that LG is best housed in Marketing I would be interested to hear where you have seen this.” Data is getting bigger and revenue targets tighter. Show him your Lead Data Dashboard.

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

Smart Selling Tools

This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. 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.

How Contently Uses Slack, Salesforce, and Troops to Excel at Client Onboarding


Their approach integrates an end-to-end content marketing platform, on-demand talent network, and strategic services for their clients. Note: Troops is a Salesforce automation solution that works 100% within Slack. Handoffs & Data Accuracy: 2 Areas to Improve.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Best Dreamforce sessions for Marketing. Have a relatively small target market. One of you.

The Top 3 Takeaways From Salesforce’s State of Sales Research Report

Smooth Sale

With over 14 years of enterprise sales experience in the startup and Fortune 500 spaces, Adam is an expert at helping build and lead sales organizations in high growth markets and startup environments. Entering customer data into CRM. Top Sales Performers Rely Heavily on Data Insights.

How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. Amongst the plethora of enterprise AI solutions available, marketing platforms probably come to mind first.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Set up Marketing SLA Reporting.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

For a sales organization, TimeTrade Scheduler for Salesforce provides: More qualified leads – delivered right to your calendar via a custom Click-to-Schedule link, based on when and where your prospect wants to engage with you.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Business leaders understand that data is the critical heart of growth and expansion. There’s data, and then there’s data. It’s not hard to find data : a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles.

From KPIs to Marketing Accountability: How Marketing Directors Use Analytics

Sales and Marketing Management

Author: Frank Moreno, vice president worldwide marketing, Datawatch Marketing budgets have never been higher, but neither has marketing team turnover. Yet, far too many companies struggle to create valuable and trustworthy insight with their data.

Salesforce and Account Based Sales: Setting Yourself Up for Success

This is a team effort where sales leaders, marketing, SDRs and AEs carry out orchestrated sales activities. This is the first in a series of posts where we’ll examine how you can use Salesforce to ABS-enable your sales team — and where the limitations of Salesforce are.

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

Sales and marketing intelligence providers now offer verified direct-dial phone numbers, email addresses, and detailed org charts that give sales reps the ability to break through barriers and connect directly with buyers. This means the majority of competitors in any given industry have already adopted a data-first approach. Anyone willing to invest in premium sales and marketing intelligence has a shot at turning data into deals.

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Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year.

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Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Most of these myths lump all data providers together, failing to distinguish between bargain contact lists and verified data intelligence services: Think Netscape vs. Google Chrome. Some folks think data providers are just list-building firms. They scrape data from the web or crowd-source it. Myth 2: All Purchased Data Is Old and Useless.

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Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. And this week, it got even better; DiscoverOrg announced a partnership with HG Data, the leader in installed technologies intelligence. How did the DiscoverOrg / HG Data partnership come about?

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10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Is your data working for you? One study found that 43% of companies gain little benefit from their data, while 23% gain nothing from their data at all. Lead data. Contact data.

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4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

In our experience, the organizations that are seeing the most success are committed to enabling their inside sales teams with the tools, data, and necessary process adjustments to support personalized selling. Try to find ways to make it easier for your reps to access and use the data.