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FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems. Your leads may be perfect. They may need what you’ve got.

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JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. These are contacts past the point of diminishing return on a given touch cycle.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

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APRIL 10, 2014

Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. According to research done by Forbes, businesses lose 46 hours and 53 minutes before they pick up the phone and call a lead and only make 1.3 Research your prospect in advance and find out as much as you can about his organization and needs.

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JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Your outbound prospect development program may identify prospects before they even start their buying research.

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Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

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SEPTEMBER 9, 2015

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. You can never have too much of a good thing … right?

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MAY 28, 2014

According to ITSMA’s research , while there are professional services and solution providers with unaided awareness in the market (IBM – 52% of respondents, Accenture – 25%, HP – 22%) there were literally scores of other vendors mentioned when 466 business and IT executives were interviewed about services providers in September (..)

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JUNE 20, 2013

With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Will it bring another evolution in the ever-changing buying and sales processes? Via Selling Power Blog.

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JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars. Half of those buyers trust professional associations, online communities and industry organizations as important sources for content.

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APRIL 24, 2018

Whether or not they have assigned junior staff to do research, it pays to reach out directly to your decision maker—in the way he or she prefers. More importantly, these high-ranking executives are about 2.5

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Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

SEPTEMBER 24, 2013

Tony Jaros (SVP, Research, SiriusDecisions). First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity. It may mean they’ve been researching alternative solutions, it may mean they have some favorites. Jeff Ernst (Forrester).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

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MARCH 11, 2014

She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). Click to start at this point —I asked Joanne how advances in technology have changed what is expected of salespeople. Referrals cost nothing. Lose the Perception that You’re Doing a Warm Outreach.

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FEBRUARY 8, 2017

Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now. Pick up the phone and have an intelligent conversation based on what you know about your potential buyer.

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DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com.

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JUNE 24, 2014

In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. In the not too distant past (15 years ago) We realized that salespeople cannot or will not follow-up on 100% of their inquiries.

Lead Scoring 120

Lead Scoring Lead Ranking B2B Sales Contact Marketing 120

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JANUARY 31, 2012

Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. and social technologies.

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OCTOBER 10, 2016

According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 You can read more about the judicial branch here. closed/won deals per 1,000 inquiries.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Top of Funnel 120

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JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. The next PowerViews will be with Rich Vancil of IDC Research. Stay Tuned.

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ViewPoint

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Tony feels one of the things missing in lead generation is the lack of emphasis placed on lead research. My guest today is Tony Zambito. You''ll be far more successful in generating leads.

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APRIL 18, 2013

University of Pennsylvania’s researcher Adam Grant says ambiverts tend to be the best sales people, not the clichéd aggressive extroverts. According to research, the middle-of-the-road ambiverts have the ability to listen without seeming overly confident or excited. Via Selling Power Blog.

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B2B Sales PointClear B2B Opinions 120

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MAY 23, 2018

Here’s what Julie Schwartz, SVP at marketing research, consulting and training firm ITSMA says: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. CEOs who want their marketing and sales teams accountable and aligned--and as efficient as possible.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

NOVEMBER 17, 2017

What are your thoughts on the current state of Marketing and Sales alignment?

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APRIL 28, 2015

You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

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APRIL 28, 2011

He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion. 62% of business buyers now spend more time researching product and services online than they did prior to the recession. 44% conducted anonymous research of a select group of vendors. source: Marketo ).

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

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NOVEMBER 8, 2016

In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. I've written many blog posts on the fact that cold calling isn't dead.

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OCTOBER 8, 2013

One must also understand that today’s lower level contacts are doing the majority of the legwork of researching possible solutions because higher level decision makers don''t have time. Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

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SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

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JULY 7, 2015

According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. I ask people who work for me to do the research and report back. A key to this trend is lead scoring. I am invisible to you. This is insanity.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

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MARCH 13, 2014

Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. Click to start video at this point —Are you a sales rep in the high-tech industry? If so, you should probably be doing a lot of social selling.

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JANUARY 22, 2013

Because Alice has proven (from her own research at a previous company) that 45% of all inquiries turn into a sale for someone within a year, she knows that the potential value or total wealth of closing 100% of the buyers is $3.8+ Cindy is the sales manager. Alice creates 1,000 monthly inquiries for the company’s 40 salespeople. Nice of her.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 120

ViewPoint

DECEMBER 1, 2016

If they responded at all, it was with one or two phone calls, without any research and without any compelling message other than “looking forward to talking to you.” This offer was made because marketing was providing option #6 above (using PointClear to generate the highly qualified leads), but sales follow-up was poor.

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Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

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JULY 28, 2015

Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

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JANUARY 16, 2018

And again, research shows that your brain loves challenges. "I discovered that when I had problems, I really felt the weight of the problem, and I was not able to tackle it as well as I wanted to. When I turned it into a challenge, it was like the sparks in my brain started flying again.

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MARCH 1, 2016

In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.” ( From CMO Essentials). Per The Aberdeen Group: “Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

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DECEMBER 17, 2013

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

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FEBRUARY 16, 2012

A year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. These Brands are Making Social Media Sell.

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Customer Satisfaction Sample Youtube Social Media 120

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JULY 25, 2013

6 Marketing Trends to Watch in 2013: New Research. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs.

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AUGUST 15, 2013

Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Death of Salesmen is Overstated. Via Sales & Marketing Management.

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