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.

Data 181

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.

Data 156

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.

Data 204

[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.

7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. 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. Share the (data) wealth.

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.

Data 105

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Accurate and up-to-date contact data is critical when trying to make connections with these teams.

Tools 252

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?”. Getting More Out of Your Tools and Processes. If you’re like most enterprise sales organizations you’ve invested in processes, tools, personnel, market research….and

CRM 141

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.

Data 186

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.

Data 126

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. …

Data 131

Don’t overpack your tool bag

Sales 2.0

is telling you to go easy on the tools you use for selling but that’s the case. The common problem is that the common tools we’ve developed to make us more productive at work often end up making us less productive. They were greedy for data that it seemed sales people had to type in.

Tools 195

If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

With modern tools like data scraping, sellers have access to a wand – no magic required. Getting the most out of readily available data. Admittedly, data scraping isn’t a new concept. The simple truth is that few sales teams understand the full power of data scraping.

Data 200

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?

The Importance of Data & Targeting for Modern Sales Teams

Smart Selling Tools

The Importance of Data & Targeting for Modern Sales Teams. Hear Christine Hayden of EverString and Tim Harris, Director of Marketing at DialSource, discuss how to use Modern Data to surface and target accounts that are both high-fit and in-market. Sales Tools or Sales Stack

Data 74

[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

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

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.

Data 140

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 147

10 Best Sales Intelligence Tools for Prospecting in 2019

Vainu

There are 10 types of sales tools that are mandatory for salesperson to be acquainted with. One of these, Sales Intelligence Tools refer, to a wide range of technologies that help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business. In other words, these insights help you with your sales prospecting. Sales Tools

Tools 48

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.

The Human Side Of Prospecting

The Pipeline

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. Having more data that supports a viewpoint does not make it a fact, or correct, primarily if the premise was flawed going in.

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 134

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Smart Selling Tools

But how can you do that efficiently when you’re relying on crummy data? Sellers need clean, integrated, structured, real-time data and insights to inform the right conversations. With the right data, you should no longer be in the dark when your favorite prospect hits the road.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Data Cleanse For A Sales Boost

Score More Sales

The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data. How do you cleanse the data? Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client.

Data 231

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. ” She writes: Tools are tools…period. It has a place even if your “expert data” doesn’t match modern day reality. Read the rest of this article for more on why you don’t want to hide behind the data.

Data 227

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 48

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I use Opportunity data – trigger alerts and inside scoops that let me know when a company experiences change or disruption, such as a funding event, executive departure, personnel move, or security issue. With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards.

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. Our company profiles enable more informed conversations and meaningful engagement with customers and prospects.

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. Its data, every time.

Data 139

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

Smart Selling Tools

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. As a sales technology and data provider, a key element of our process, similar to any provider in this space, is onboarding.

How to Nail a Prospecting Call

The Pipeline

What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls. The number one barrier to prospecting success is our willingness to put a well-thought-out plan into practice or action.

Big Data Insights to Help You Convert More Leads

Sales Benchmark Index

The Big Data revolution is benefiting marketing leaders the most. When a problem surfaces, the first course of action is to solve it with data insights. Their tools leverage Big Data to help those market & sell intelligently. Data science can help figure this out.

Data 331

The 13 Best Live Chat Software Tools of 2019

Hubspot Sales

Wouldn't it be great if your sales team could connect with prospects in a similar way? Plus, many live chat software options integrate with CRM databases , and contact data and transcripts can be aggregated. If so, here are some of the best chat tools on the market.

10 Best Sales Intelligence Tools for Sales Prospecting in 2018

Vainu

Sales intelligence refers to a wide range of technologies that help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business. In other words, these insights help you with your sales prospecting. Sales ToolsThese insights help you as a salesperson find and identify potential new customers that fit your ideal customer profile.

Tools 48

10 Best Sales Intelligence Tools for Sales Prospecting in 2018

Vainu

Sales intelligence refers to a wide range of technologies that help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business. In other words, these insights help you with your sales prospecting. Sales ToolsThese insights help you as a salesperson find and identify potential new customers that fit your ideal customer profile.

Tools 48

Another New Sales Tool? Really? Why?

Increase Sales

Almost every day I am solicited to try this or that new sales tool. How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

Tools 118

Data Gets Smarter to Help Business Grow

Score More Sales

You have so many apps and programs in sales, and more data than you could ever consume. Tons of data with little understanding – that’s what many small and mid-sized businesses are dealing with. From a sales and revenue standpoint, there are mountains of data to mine to help businesses.

Data 243

Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. The skinny on prospect lists is that one size does not fit all. Providers build their data in different ways. Sample data from one of Ruth Stevens' white papers. Tools