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.
[INFOGRAPHIC] How to Use Data to Recruit Like a Marketer
Recruiters are going to realize that simply using LinkedIn isn’t enough. (If you’re a recruiter and you’re using LinkedIn - you're looking at the same candidates as 97% of other recruiters.) Successful recruiters incorporate strategies more often associated with sales and marketing, using data to build their books and meet their quota.
A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data
The most important takeaway here is not the individual data point; rather, it’s that Intent data is meaningless unless it's informed by Fit data. Companies can “compare the products of other vendors in your category” all day long ... but without the proper Fit criteria such as Industry, Department budget, or complimentary technologies - a sale will never happen.
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.
2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs
Difficulty creating a consistent, multi-channel customer experience was a pain point for 48% of organizations are experiencing pain related to in Q3, 2017. Of those, 35% say they are likely to spend to address this issue. We expect to see this investment occur in 2018 as well.
What CIOs are Focused on in 2018: Predicting Top IT Initiatives and Spend
In Q3, we asked respondents to indicate which technology initiatives they’re focused on in the next 6-12 months. The clear priority for 2018? DATA SECURITY - by a mile.
[STUDY] Bridging the Great B2B Vendor-Buyer Divide
"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.
3 Ways NOT to Sell B2B [NEW REPORT]
Exhibit A: The internet. Assume buyers use it. Furthermore, assume that they use it at least as much as you do - to research options, product features and specs, and, yes, product and business reviews. So where does that leave salespeople?
[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer
Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.