The Objective Seller #webinar

The Pipeline

How to Shift the Conversation from Product to Objectives. Objectives! In this webinar, sales expert, Tibor Shanto, covers how to shift the conversation from your product to your prospects’ objectives. Join us on Thurs.,

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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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections. So, how do you handle sales objections? Yes, you have a great counterpoint to every possible objection under the sun.

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

sales competencies Dave Kurlan Consultative Selling selling tips objective management groupFish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

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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.

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. General Data Protection Regulation, Regulation (EU) 2016/679, April 27, 2016 (“GDPR”), Article 3.). to such data subjects in the Union[.]”) (emphasis added).) Rights of the Data Subjects. Racial or ethnic data.

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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.

Objections Are Only Negative IF You Allow Them To Be

The Pipeline

Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. Some objections/questions, especially when you know when and where they will appear, are actually good.

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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How to Spot Buying Signals – with Intent Data @DiscoverOrg

Smart Selling Tools

How to Spot Buying Signals – with Intent Data. Bad timing is the worst objection you can get!” Unfortunately, it’s also the most common objection salespeople get. Buckle up, because predictive data is here to stay, and early adopters have a serious competitive advantage.

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4 Steps for Getting More Out of CRM Data

Sales and Marketing Management

Data has become one of the most useful tools for both marketers and sales, but the two teams often don’t share this information or optimize it to help each other’s performance. As each team gathers data, it must share that information with the other. CRM Data that Improves Marketing.

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3 Tips to Overcome Cold Call Objections

DiscoverOrg Sales

Here’s a great example, “According to Gartner, two-thirds of your reps days are spent doing research and data entry. Join Steve Bryerton 8/11 at 10 am PST for the webinar “Cold Call Objections: How to overcome the most common objections.”

How to Avoid Data Dumping, and Creating Objections

Smart Calling

Many sales reps “data dump.” It actually creates objections. The post How to Avoid Data Dumping, and Creating Objections appeared first on Smart Calling Blog

5 Companies That Use Data to Fuel Their Creative Strategies

Connext Digital

Data plays an essential role in providing excellent customer service. B2B and B2C – 94% of customer insights and marketing professionals across multiple industries stated that personalization is extremely important for meeting their current marketing objectives.

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My Data Is Better Than Your Data

No More Cold Calling

You can do what the “data” tells you, or you can do what works. Go along with the pack and chase after the next bright, shiny object? It has a place even if your “expert data” doesn’t match modern day reality.

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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.

[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.

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Great News! The Latest Data Shows That Salespeople are Improving

Understanding the Sales Force

Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created.

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Time to Get Your Data and Tech Stack in Shape for 2019

Smart Selling Tools

Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? 4 out of 5 marketers say that data management is a top-5 weakness in their organization.

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Data Decay & B2B Database Marketing [Infographic]

Zoominfo

Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.

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Automated Data Hygiene: 2019 Database Maintenance

Zoominfo

Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. But, collecting data and having access to it is only one small step toward data-driven success.

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Sales objection: We're already doing this in-house

Close.io

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Want to learn how to handle any sales objection?

Forecast data to get the answers you need without leaving Salesforce

Appbuddy

I’m betting that at some point you have used Salesforce Reports to try to get answers from your data. Perhaps that did it, but now you’re stuck working with data outside of Salesforce. each record) are editable per your own grid and object permissions.

How Successful Salespeople are Handling Sales Objections

Gong.io

Successful sales reps are handling sales objections in six different ways. But we also uncovered a slew of interesting objection handling techniques. But it also showed us six things they do to handle objections during those demos. When Handling Sales Objections, Pause.

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

Understanding the Sales Force

Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies. 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.

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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.

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Warning: Your Lack of Data Insight is Killing Your Career

Sales Benchmark Index

Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself. Data without insight to the business is less than worthless. Turn your data into insight. It’s the same with data.

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Does Swag Work as a Sales Tool? (Here’s What the Data Says)

Sales Hacker

Let’s dive into the psychology of swag, what the data says, and when you can expect it to work for sales. We’re about to get to the data, trust me, but some context is helpful when considering the role of swag in the sales world. . What the Data Says About Swag.

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New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

This article will take the same approach and use the same data from Objective Management Group's (OMG) evaluations of 1.8 The latest data reveals that 60% of all salespeople have this weakness!

DiscoverOrg’s Tech Transformation: How a Data Company Became a Tech Company

DiscoverOrg Sales

When DiscoverOrg started out in 2007, it was a data company. It was like changing the tires on a racecar … as you’re driving around the track at 80 miles per hour,” says Andrew Steckley , Chief Data Scientist. See how technology is driving our data strategy.

Dynamic Data: Why B2B Businesses Must Abandon Static Data

Zoominfo

Here on the ZoomInfo blog, we regularly cover topics related to business data and business data management. In fact, there are very few aspects of business data we have yet to cover. That is, the switch from static to dynamic data management. Static Data vs. Dynamic Data.

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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.

35+ Statistics About Dirty Data

Zoominfo

From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business. Let’s look at the consequences of inaccurate data. 40% of leads contain bad data. Bad data costs U.S.

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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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Most Recent Motivation Data Revealed

Braveheart Sales

But the most recent data revealed by Objective Management group on 493,000 salespeople tells a different story. The data shows that only 10% are extrinsically motivated (which would include money, rewards, and public recognition). Latest Data.

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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.

Uncover Blind Spots Through Sales and Marketing Alignment

Sales Benchmark Index

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay.

Year-end Blog Roundup: Most Popular Blogs of 2018

DiscoverOrg Sales

This popular blog was written by our SVP of Data & Research and SME Derek Smith. What is Intent Data? If you didn’t hear much about Intent data in 2018, listen up: It’s a hot topic that’s about to get hotter. How to Use Intent Data (Without Creeping Out Your Prospect).

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Is too much data hurting your sales performance?

PandaDoc

Long ago, in a time before the internet, sales organizations struggled to gather enough quality data. We wear “data-driven” like a badge of honor, but in truth, many B2B sales professionals simply suffer from data overload. Define data-driven. Let’s define data-driven.

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Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Understanding the Sales Force

That article was filled with data to illustrate the differences between good salespeople versus those who actually get hired most of the time. Some of the supporting data came from the CSO Insights 2018 Sales Talent Study. Lays Potato Chips. Movie Theater Popcorn.

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