The ROI Guy

MAY 15, 2012

To fuel the demand generation program, Alinean developed the Better Way to Go Mobile Interactive White Paper , which unlike traditional static white papers, leveraged the prospect’s profile to completely personalize the white paper content, creating a customized analysis as to the prospect’s return from mobile strategy.

Demand Generation 70

Demand Generation Demand Generation Targets Sales Qualified Lead Ideal Customer Profile 70

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. My data on using social selling techniques shows a big increase in response rates vs traditional cold calling, roughly three times more effective.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales 2.0

SEPTEMBER 24, 2014

Each provider of data has a different “breadth of data” (which companies and industries they have records for) and a different “depth of data” (what kind of information they have on each company and contact). Providers build their data in different ways. You can grab these white papers here.

InsideView 322

InsideView Prospecting Hoovers Territories 322

SalesFuel

MARCH 29, 2024

A previous SalesFuel blog based on data from WordPress VIP says you can find that information by looking at your client’s search data. Answers to Their Questions The most effective website content marketing is what’s tailored to the needs and interests of your client’s target audience.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

Sales 2.0

AUGUST 22, 2022

When a buyer fills in their contact information to get our white paper etc., Select the best accounts : Select accounts based on data not opinion. This means using intent data from our own website (or other touch points, such as conversations with sales, event attendance etc.)

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Pointclear

FEBRUARY 4, 2014

But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Data flows like a river through the world, regardless of what problem it is asked to solve.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Understanding the Sales Force

SEPTEMBER 11, 2023

Sales-Specific Sales Candidate Assessment – the data is compelling for both attrition and quota achievement. I pulled some data from nine of the dozens of Kurlan clients that use OMG’s Sales Candidate Assessments. What can we learn from the data?

Hiring 203

Hiring Top of Funnel Company Funnel 203

SBI

MARCH 13, 2018

If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. Data and insights. Yes they downloaded that white paper, but NO that does not automatically mean they want a phone call and to be put into a cadence for email outreach campaigns. Automate signal and data capture.

CRM 139

CRM Data Intent Decision Maker 139

Appbuddy

SEPTEMBER 21, 2022

Salesforce is a powerful platform that can help businesses of all sizes manage their customer data. However, getting the most out of Salesforce requires understanding how to best manage your data. In this blog post, we’ll share seven tips for Salesforce data management. Create a Cross-Functional Data Governance Team.

SalesForce 52

SalesForce Data Government Lead Rank 52

Sales Hacker

OCTOBER 19, 2020

My data science team decided to put this thinking to the test. This is the first in a series of data science-oriented posts from the data science team at Outreach. They spend their time digging through complex data sets to help sales professionals perform at a higher level. Gather data, and follow where it leads.

Buyer 104

Buyer Data Lead Rank Lead Scoring 104

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. Then, over the next six months, the system is built out, data is cleaned and migrated, and the new system goes live — all with a price tag of $25,000.

Analysis 130

Analysis CRM Remedy SalesForce 130

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. They are too focused on metrics and data. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Gathering Data to Develop an Outward-In View.

Data 267

Data Analysis Sales Operations Buying Cycle 267

BuzzBoard

APRIL 16, 2024

Productive use of blogs, white papers, and case studies cultivates long-term lead capturing. By circulating unique insights and meticulously researched data, you can establish authority and trust. Such awareness could lead them towards engagement with your services. An effectively designed content marketing strategy is also key.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

The ROI Guy

AUGUST 12, 2015

Buyer’s almost unanimously wanted content to Focus less on product specifics and more on value, Use more benchmarking data and research to support content, and to Provide more insight from industry thought leaders/analysts.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. You can request a free download of the first 3 papers if you don''t already have them.

Study 203

Study Outside Sales Inside Sales Video 203

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. This occurs automatically on program launch, and means the user does not have to retype important profile information.

Ideal Customer Profile 40

Ideal Customer Profile Buying Cycle Data Report 40

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated.

Report 40

Report Data Industry Examples 40

Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. Sales Performance and Development: Defines the process of tracking, assessing, measuring, and utilizing sales performance data to boost output and achievement.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Cincom Smart Selling

OCTOBER 14, 2020

For marketing, digital transformation has always been about data. Data has been the essential raw material used to identify market segments, market size, audience, buyer preferences, message content, contact qualification and all the other metrics and values required to market a product. Where Does Marketing Get Its Data Today?

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Understanding the Sales Force

FEBRUARY 26, 2014

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. I would like to remind you of a white paper on trust that I published a couple of years ago. Just one bad apple is all it takes to ruin it for everyone.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. You can request a free download of the first 3 papers if you don''t already have them.

Study 149

Study Outside Sales Inside Sales Video 149

The ROI Guy

SEPTEMBER 13, 2011

Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, (..)

Case Study 40

Case Study ROI Proposal Customer 40

Pointclear

MARCH 19, 2018

D igital analytics , as stated in the glossary of AT Internet , “…encompasses the collection, measurement, analysis, visualisation and interpretation of digital data illustrating user behaviour on websites, mobile sites and mobile applications.”. “An AT Internet also has a wide range of white papers to guide and teach the uninitiated.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Xactly

OCTOBER 1, 2018

Looking at our own sales performance data, we asked ourselves the question can we analyze our sales performance and use our data more effectively? We decided to “drink our own champagne” and enabled Xactly Insights , our data-driven sales performance application, for our team. Using Data for Proactive Sales Performance Analysis.

Analysis 90

Analysis Data Incentives Incentive 90

Hubspot Sales

MAY 15, 2018

Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. Storytelling with Data. Use these insights as the starting point for your data collection. Collect the right data.

Data 96

Data Benefit ROI Scale 96

Partners in Excellence

MAY 25, 2022

The data on responses is, not surprisingly, horrible. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. What in my response to that white paper indicates that I have an interest in their products?

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Janek Performance Group

MARCH 26, 2024

These are based on market research and real data about your existing customers. Analyze the data collected from surveys, interviews, and market research. Cross-reference them with real-world data from your sales and marketing teams. Remember, your customer data will fluctuate.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

The Pipeline

OCTOBER 6, 2016

To be clear, that is not an opinion, but supported by the data. Which interesting since many of these buyer, and certainly all the people who sell these tools point to data, but as with many things, leveraging data for success is a subjective exercise, allowing people to ignore those data points that don’t support their current opinion.

Case Study 291

Case Study Fashion Exercises Buyer 291

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. Reps can gather information about prospects via first-party data, such as their activity on your website (the pages they visited and how long they stayed). The key to a great sale is to identify your decision makers – learn how data can help.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Xactly

OCTOBER 11, 2018

Sales data. Most companies have an abundance of it floating around—performance data, compensation data, financial data. Poorly-handled data creates a bit of a mess. Before we dive into exceptional , let’s discuss how many companies handle their data right now. Can your data really do that?

Sales Forecasts 72

Sales Forecasts Forecasting Data Compensation 72

Allego

APRIL 18, 2024

By analyzing large sets of data, AI algorithms can quickly identify patterns and characteristics of ideal customers to make the prospecting process more accurate and less time-consuming. Sales Forecasting: AI-driven sales forecasting uses historical data and machine learning to predict future sales trends.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. White papers tend to focus on specific problems and how your product helps solve them, building trust and credibility.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130