What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your prospects are out there right now, hunting for a solution to a problem you can solve. One winner is selected, and all the other competitors who did not make the cut have to go back to the drawing board, the next prospect. What is Intent data? What is Intent data ?

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Winning Your Prospect’s Prospect

The Pipeline

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. Our prospects’ buyer’s objectives and requirements are the common and crucial factor. By Tibor Shanto.

Using Data in Sales for Better Prospecting!

The Sales Hunter

ReachForce recently interviewed me on the importance of using data when prospecting to determine if you are dealing with a true prospect, or merely a suspect. And for more tips on prospecting, consider Breakthrough Sales University.

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Five Data Points To Sales Success

The Pipeline

Rather than measuring everything, we focus on five data points to drive sales success. Sadly, most salespeople do not know these simple data points, either intentionally or other unknown reasons. Five Data Points To Success. By Tibor Shanto.

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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.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. This is where buyer Intent Data comes in. So what is intent data and why does it matter?

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

DiscoverOrg Sales

Marketing has certain data needs. 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. Luckily, these two departments have agreed to a data therapy session!

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

DiscoverOrg Sales

This is most important when your sales team hears “news” about a target account – and that news seems to indicates that your prospect is about to make a purchase. If you don’t start with verified data from trusted sources, you’re wasting time chasing “leads” that aren’t really leads.

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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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B2B Prospecting Data Just Keeps Getting Better

Pointclear

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. Technology usage “intensity” score, by product (HG Data).

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Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. You need data in your CRM, data informing your marketing automation, data flowing between engagement thinking about how they work together.

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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. How to Stop Wasting Money With Sales Prospecting.

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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. 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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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.

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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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 know a lot of target prospects don’t really have those job titles. 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. …

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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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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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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.

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A Guide to Building Accurate Buyer Personas Using Real Data

Connext Digital

Their effectivity relies heavily on your persona’s accuracy, which is why they should be backed with enhanced data. Luckily for you, there are actionable steps to make accurate personas with the help of data. How to Gather Buyer Persona Data Effectively. Review your CRM data.

Proven Ways to Analyze Website Visitor Data

Connext Digital

Of course, to reap the benefits of running a website effectively, it’s crucial to analyze visitor data on your website. You need to monitor your metrics and make sure that the data is accurate before analyzing it to find out how your campaigns are performing.

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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. They are critical to understanding the buyer’s journey as well as a prospect’s buying intentions. Automate signal and data capture.

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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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Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

And still they are expected to prospect and bring leads into the pipe. How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution?

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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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New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Understanding the Sales Force

I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available. Dave Kurlan Consultative Selling sales assessements creating urgency sales data

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Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Prospecting

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.

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

DiscoverOrg Sales

This is what happens with most prospecting campaigns. 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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Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence?

Stop Sabotaging Your Prospecting

The Pipeline

Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. One of my core beliefs, supported by real world experience, and empirical data, is that my customers benefit in very specific ways when they follow my programs.

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.

The Data Science Behind Winning More Deals

Sales and Marketing Management

Author: Jeff Weil Data makes today’s world go round; there’s not much that can’t be distilled into a data point, and there’s not much about a company’s customers and prospects that doesn’t make its way into a CRM system for tracking and more intelligent decision-making.

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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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