5 Ways to Double Down on Sales Enablement

... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.
November 8, 2019
Lead Generation
3 min read

How to Use Data Intelligence for Event Lead Generation

Suppose there’s a sales development conference in San Francisco. I’ll look at the event roster and at social media to see who else will be there - plus companies who have a nearby office but aren’t going to the conference. Next, I identify which of those are a good fit for my solution.
November 5, 2019
Lead Generation
4 min read

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
September 23, 2019
Lead Generation
5 min read

The Ideal Customer Profile: Why is “Fit Data” so Important?

All organizations, even global brands, are limited in some way: by size of their sales and marketing teams, by budget – and, of course, by the finite number of hours...
July 25, 2019
Business Contact Data
6 min read

Why You Missed Your Sales Quota Last Quarter

So you missed your sales goal last quarter. It seems like such a huge, complex problem with no right answers. What’s broken? How can you fix it, without messing up...
July 17, 2019
Lead Generation
12 min read

What 15,000 Demos/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.
July 11, 2019
DiscoverOrg
6 min read

Sales and Marketing Alignment: 6 Quick Wins

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
May 28, 2019
Lead Generation
8 min read

Sales Intelligence: What to Expect When You're Prospecting

Sales intelligence is much more than contact data. It also includes powerful predictive algorithms that can streamline your sales cycle. And it gets more intelligent by the day! Yet a lot of marketing, sales, and recruiting professionals don’t know how much data has changed. Read on to see how data has evolved to drive specific business functions and drive revenue in four main areas.
May 7, 2019
Lead Generation
13 min read

Generating Trade Show Leads: The A-Z Guide for 2019

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% оf their entire budget. Even so, trade-show events are still...
April 23, 2019
Lead Generation
9 min read
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