Tag Archives: sales

How Bad Data is Ruining Sales and Marketing Forecasts (And What to Do About It)

How Bad Data is Ruining Sales and Marketing Forecasts (And What to Do About It)

Bad data costs the United States more than $3 trillion per year according to the “Data Doc,” Thomas C. Redmond. In a Harvard Business Review (HBR) article published in 2016, he explained it this way, “salespeople waste time dealing with erred prospect data; service delivery people waste time correcting flawed

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Improve Employee Productivity With Internal Analytics

Improve Employee Productivity With Internal Analytics

In the 2018 Big Data Executive Survey by management consultancy NewVantage Partners, 97 percent of the nearly 60 respondents said that their companies are investing in data analytics, big data and artificial intelligence. That’s not surprising. Executives intrinsically understand the power of analytics in attracting customers and growing a business.

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8 Tips to Successfully Align Sales and Marketing Teams

8 Tips to Successfully Align Sales and Marketing Teams

It’d be hard to argue against the thought that a better alignment between sales and marketing means a better bottom line. According to Salesforce’s third annual State of Sales report, 88 percent of high performers said they have sales and marketing teams that share common goals/metrics while only 61

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Top-of-Funnel Inefficiencies Are Draining Your Sales Pipeline Value and Revenue

Top-of-Funnel Inefficiencies Are Draining Your Sales Pipeline Value and Revenue

B2B marketing teams are increasingly being evaluated on their contributions to the sales pipeline or even revenue. Understandably, demand-generation marketers have as a result focused more on optimizing down-funnel efforts rather than first fixing more problematic top-funnel inefficiencies. Shifting focus to down-funnel efforts is based on false logic.

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How to Create a B2B Prioritized Sales List Using SEO

How to Create a B2B Prioritized Sales List Using SEO

The B2B market of any industry is finite. And, as is the case in any other market, the Pareto principle applies: No matter whether you sell directly or through a partner channel, 20 percent of your top business customers or partners will account for 80 percent of your revenues.

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How to Choose Customer Relationship Management (CRM) Software

How to Choose Customer Relationship Management (CRM) Software

If you’re looking for a Customer Relationship Management system, you aren’t alone. In fact, the demand for CRM technologies is fueling growth in the CRM industry worth over $40 billion in 2018 alone, according to Gartner. But with all those shiny CRMs out there adorning the market, what’s the

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HubSpot Broadens AI Reach With Kemvi Acquisition

Inbound marketing software provider HubSpot announced yesterday its intention to buy Kemvi, an artificial intelligence (AI) and machine learning (ML) startup best known for a product that helps sales reps deepen their relationships with prospective buyers. Kemvi’s proprietary algorithm, DeepGraph, is the focal point of the acquisition.

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