What Is the Difference Between Data and Information?


Bill Gates, founder of Microsoft, stated: “How you manage information determines whether you win or lose.” When improving decision making in a business, we need to understand the difference between data and information to define our data quality goals.

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5 Ways Sales Can Obsolete themselves as a Buyer Information Source


And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information […].

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Trending Sources

More Information ? Better Informed

The Pipeline

Second, that there is a whole lot more information available to buyers than ever before; according to these oracles of sales, a customer can access some “20 times more data about you and your competitors than they could 5 years ago”.

5 Surprising, Yet Good, Side Effects Of Information Marketing


Sivers says he doesn’t consider himself too bright and that he just sort of stumbled into information marketing. Today Sivers has another information marketing business called the Wood Egg which publishes annual guides for how to move to and start a business in 16 different countries in Asia.

Statements inform – questions persuade – A sales tip

Sales Training Connection

There is a simple truth from the psychology of persuasion: statements inform people but only questions can persuade people. So if you are an engineer and your want another engineer to understand the characteristics of a product, then “informing” is what you want to do. Sales Tip.

On Refusing to Take In New Information

The Sales Blog

One of the best ways to get stuck is to refuse to take in any new information. There is new information available, but it conflicts with what you believe you know to be true, so you ignore the new information. You also have to be willing to take in new information.

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By: Six Ways to Help You Handle Information Overload

The Productivity Pro

[.] was originally published on Laura Stack’s The Productivity Pro blog. Laura Stack is one of America's premier experts on productivity, and her company, The

Asking for Help is a Great Way to Get Information

Inside Sales Training Blog

Here are some examples of how asking for help, at the right time, can give you a treasure trove of useful information you can use to position your product or service to the right person. Everyone loves to be helpful.

The Problem With Information

Sharon Drew Morgan

Information, when used to influence or sell, advise or share, has cost us untold loss in business and relationships. INFORMATION CAUSES RESISTANCE . For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence will be duly impressed and adopt it. Certainly the ineffective behaviors continue regardless of the logic of the information we offer.

How Do You Figure Out What Information To Sell?


There is a huge demand for information. In fact, it doesn’t take a survey to determine that the majority of searches are for information. If you know people are searching for information, then it might make sense to you that some of those people are willing to pay for it.

Why do we gather information from buyers?

Sharon Drew Morgan

Information, when used to influence or sell, has cost us untold loss in business and relationships. INFORMATION CAUSES RESISTANCE. Certainly the ineffective behaviors continue regardless of the logic of the information we offer. Why do we gather information from buyers?

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Selling to hospital information technology departments

Sales Training Connection

One area receiving increased interest is the continued growth of information technology. It’s simply a way for sellers to capture the information about the hospital’s unique IT challenges and to determine a potential solution before “moving up” to the CIO. Selling IT to Hospitals.

Do Informally Written Emails Work Better?

Ian Brodie

If you’ve read Email Persuasion you’ll know that I recommend writing your emails in an informal style: as if you were chatting to a good business friend over coffee. I started getting better results (more interactions and more sales) the more I wrote informally.

When Should a Seller Gather Information or Understand Needs?

Sharon Drew Morgan

It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of closed sales: you’re asking biased solution/problem-focused questions.

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‘The Information’ Examines the Science of Sales

The Sales Insider

The Information recently interviewed InsideSales.com CEO Dave Elkington on the science of sales.

How Personal Information Leads To A Relationship (And To Sales.

Jeffrey Gitomer's Sales Blog

How Personal Information Leads To A Relationship (And To Sales). Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. Information that provides insight.

Content Marketing and Increasing Information Overload

Increase Sales

Information overload is becoming an ever increasing threat and is potentially drowning your own content marketing messages. Your target market or ideal customer profile is being bombarded with an overload of information via content marketing.

Postwire – Dazzle Your Customers With Information They Need

Fill the Funnel

Relevant, timely information wins business. Communication and information customized to the needs of each prospect/customer is typically a primary factor in winning or losing in sales. Sometimes the information helpful to your customer will come directly from you or your company.

How Do You Respond To ‘Send Me More Information’?

MTD Sales Training

So you’ve finally got through to the decision-maker and had some form of conversation with them. They seem interested in what you have to offer. You get a tiny thrill of excitement, as you think this. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Objection Handling

30 Questions To Inform Your Sales Plan

The Sales Blog

30 Questions To Inform Your Sales Plan is a post from: The Sales Blog | S. Here are thirty questions you can use to inform your sales plan. Anthony Iannarino. Do you want to know how you might improve your sales game? What you are missing might just be what’s missing.


Sharon Drew Morgan

Information, when used to influence or sell, has cost us untold loss in business and relationships. INFORMATION CAUSES RESISTANCE. Certainly the ineffective behaviors continue regardless of the logic of the information we offer. INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?

The Power of Fresh and Relevant Information in Building Relationships

Fill the Funnel

Here is a sampling of some of the information provided in the dossier about the person you are about to meet with: Headshot. As a mobile app, this information is available to you anywhere, at any time.

Pulling Action Out of Information

The Productivity Pro

So, how do you pull action out of the big pile of information you’ve accumulated—whether for marketing, sales, or internal improvement purposes? Basically, it turns raw data into useful information. Related posts: Lean and Mean in 2008: Go on a Low-Information Diet.

Organizational Skills: How to Process Email and Deal With Information Overload

The Productivity Pro

I was reading an article in Information Week appropriately titled, “Eaten by the Email Monster.” It links to several useful articles on how to handle information overload. I thought I’d add my thoughts on how to efficiently process email: the 6-D Information Management System™: 1.

Has “Informed Calling” Replaced “Cold Calling?”

The Sales Hunter

Today’s marketplace might be making cold-calling more difficult, but in so doing, it’s opened up a huge new opportunity — I refer to it as “informed-calling.”

Yearning to Be Free: The Importance of Information Sharing

The Productivity Pro

Information is power. The secreting or hoarding of knowledge or information may be an act of tyranny camouflaged as humility.” – Robin Morgan, American political theorist. Some activists like to say information yearns to be free, and we should allow anyone access to it.

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Fantasy Football, Big Data, and the narrowing of Information Assymetry

Brian Vellmure

Information asymmetry was high. One interesting observation is how dramatically information asymmetry has narrowed. Simply by joining the platform and the league, all owners get the same information. Tonight, the 2013-2014 NFL season kicks off.

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Ultimate Information Marketing Machine


Information Marketing

The Information Flood: 5 Lifelines to Save Leaders

The Productivity Pro

Limit Your Exposure to External Information at Work. You have enough work-related information to deal with. Rather than waste time and increase unnecessary information, carefully select the most efficient means of communication for each issue.

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How Your 5th-Grade Geography Quiz Informs Sales Force Design

Tech Bytes

I recently helped a high-tech client revamp its North American sales territories. At the start of the project, while looking at a map of the United States, I recalled a quiz from 5th grade for which I had to memorize all 50 states and write their names on a blank map. Then it clicked: Geography matters. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the sales rep assigned to it, regardless of the rep’s individual capability.

Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. The map we use to describe and interpret an experience is based upon one of three channels of information — visual, auditory, and kinesthetic.

The Year of the Expert and The Information Sale

A Sales Guy

I used the phrase, “information sale” in a post a while back. The information sale is the idea that selling happens when the client or prospect is being educated. It’s when the sales person is using information to teach the prospect or customer something they didn’t know. Information selling has been around for a long time. Information selling is quickly becoming a must. To be good at the information sell, sales people have to know a lot.

Enhance your contact’s profile information with just-one-click!


Our new Enhance icon lets you quickly search for any information, urls and social profiles for your contacts in just-one-click. Quality source: our integration with FullContact means you can be confident that the information is up-to-date and accurate.

How To Find Out Valuable Information About Your Prospects – Video Blog

MTD Sales Training

When you first meet with a prospect, how much information do you normally get out of them? If we’re being truthful, you normally don’t get enough information about them to really understand their. [[ This is a content summary only. Questioning Skills getting the right information when prospecting prospecting questions understanding your prospect

Earn Brand Preference by Satisfying the Information Needs of Your Prospects

Sales Benchmark Index

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target customers and prospects. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Flip to the marketing strategy section of the.

Never End a Sales Call With “I’ll Send You Some Information”

The Sales Hunter

This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. The knowledge the person you’re going to send the information to has the capability to make a decision.

If There Is Information Parity, It’s Your Fault

The Sales Blog

If There Is Information Parity, It’s Your Fault is a post from: The Sales Blog | S. There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information.

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Practical Information About Making Sales Today.

Jeffrey Gitomer's Sales Blog

Be totally persistent – To reach the prospect, to get the prospect your information, to get information about the prospect, to appoint the prospect. Use the famous “Mackay 66″ questionnaire as a guideline for how much information is needed.

Nine Questions You Must Ask Before Creating An Information Product


You, me everyone… We have a voracious appetite for information. We want information on how to do things better, faster and easier. Over half of this country’s economy is on expenditures on information and information products according to an article I read recently.


Sharon Drew Morgan

Information, when used to influence or sell, has cost us untold loss in business and relationships. INFORMATION CAUSES RESISTANCE. Certainly the ineffective behaviors continue regardless of the logic of the information we offer. INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?