Whiteboard Wednesday: 5 Steps to a Killer Sales Demo
Hey, everyone! I’m Monica Stewart from Skaled: A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another...
2018 B2B Email subject lines: What’s Hot, What’s Not
Should you be putting more thought into your email subject lines? Hell, yes. Do you have time to read through a million examples of email subject lines to find best?...
How to Time Your Sales Outreach with Opportunity Data
“Let’s be real here,” says Brandon Battey, our Manager of Sales Development. “No sales team can touch every single account in their addressable market at once. In fact, you’re usually...
What 15K Demos per Year Taught Us About Converting Inbound Sales Leads
The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.
How to use Intent Data (Without Creeping Out Your Prospect)
“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”
How to Create a Sales Territory Plan with a Buyer-Centric Approach
Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.
The Effect of Predictive Data: 95% See Positive Gains
“What prompts someone to make a purchase?” It’s the ultimate sales and marketing question. All our tools, plugins, integrations, analysis, and predictions, all concentrated in a multi-billion-dollar effort to answer this question. We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations.
How to Leverage Competitive Intelligence to Win Deals
Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.
Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?
Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.