Podcast

Bad news, sales teams: it’s not practical to reach out to 100,000 prospects in one industry.

Not even if you’re making as many cold calls a day as humanly possible. You have to whittle it down.

You can almost look at it like professional editing in movies or literature. You throw all the fluff out and boil it down to the most essential elements.

In this episode, Geoff Winthrop from Acquirent shares why you need a specific ideal customer profile, and how you begin to come up with one.

Sales intelligence can transform your sales and marketing departments—if you know how to use it right.

No matter whether you’re a small, medium, or gigantic business, sales intelligence is focused on how to make sales reps more effective and more efficient. It can save you from a lot more than cold calling or mass emails.

In this episode of the Corporate Data Show, Michael Levy, the Principal of GZ Consulting, defines, describes, and debates how sales intelligence can position your company for growth.

In every market, there are ideal customers. Unfortunately, they’re all different. It’s how you market to differing clientele that sets you apart.

This week on The Corporate Data Show, we interviewed Sean Kester, from SalesLoft, which was founded to help in-house sales professionals be the best they can be in their jobs. Through the SalesLoft Prospector, companies can target leads by making a list of potential leads and turn their prospective accounts into customer accounts through a touch-flow model.

In order to reach the most potential clients, we should take a holistic approach to sales, focusing on sales organizations, not just sales teams.

When you think about how much bad data can really cost you, it’s important to make sure that your info is deliverable, callable, and emailable.

If you’ve got a lot of data—and who doesn’t, these days?—it becomes vital to spend the resources to ensure that the data you’re using is accurate.

In this episode of the Corporate Data Show, Bud Walker, Vice President of Strategy at Melissa Data, underscores why focusing on active data quality can save and make both time and money (plus tips on how to convince management).

Technology has really changed the data game in the corporate world. Anything you need to know about any field is now available online.

But how do you know what sources you can trust?

This week on The Corporate Data Show we talked to Tim Harsch, the co-founder and head of product at Owler, which is now the second-largest data provider and intelligence platform in existence, second to LinkedIn.

In fact, Owler recently hit a milestone of half a million active users and became the second-largest business community to LinkedIn. This is extremely impressive considering they got their start in 2011.

If you’re asking yourself what caused Owler to become so successful so quickly, Tim explains something called the three legs of data creation.

Bigger is better.

Or at least, that’s the idea that persists in numerous industries and even non-business facets of everyday life.

However, when it comes to marketing data, the old adage is misleading at best and a total myth at worst.

A few years ago it was all about who can collect the most new email addresses. Today, the question is who can aggregate the most data, but there are more important things to consider than just the size of the database.

In this episode, Neil Glass, Senior VP at IDG, discusses why the focus on scaling data for digital audiences is overhyped and what you should really be focusing on instead.

Talking about new technology is fun.

Finding new tech to increase the efficiency of sales and marketing and to increase revenue is very exciting. That’s why everyone spends so much time talking about it and reading up on new tech that enters the field.

Still, with this emphasis on technology, it can be easy to forget the most basic elements of business. Most notably, the human factor that goes into both sales and marketing can be overlooked.

In this episode, Garth Moulton, SVP of Business Development for Pipl, talks about why it’s important to remember that while technology is useful, it’s still less important than the human element in sales and marketing.

When looking for data sets, it can be tempting to choose the company with the biggest boast. If the website claims the company aggregates data from 30 million companies that’s good, right?

Well, maybe. But without knowing where that data comes from, or what pieces of information the data provides, that nice big number is actually pretty meaningless.

The reality is that data aggregation is a more nuanced matter when you’re looking for information that is both precise and actionable.

In this episode, Mark Godley, CRO for HG Data, talks about how the new methodology of data aggregation HG Data created gives their customers a “ridiculously unfair advantage.”

Account-based marketing, in its simplest terms, is about marketing the accounts that your sales team is going to sell to.

One of the core parts of account-based marketing is sales and marketing alignment. Often marketing is running off of metrics that aren’t aligned with the sales team.

In this episode, Chris Golec, CEO of DemandBase, dives a little bit deeper into that basic definition and explains how small (or large) businesses can use account-based strategies to the fullest.

For 15 years, people treated email marketing the same way: “I’ve got a list, I batch, I blast, I send.”

With more data and sophisticated tools available, people are now choosier about what they allow into their inboxes. So the question becomes, “How can we add value in our messages?”

In this episode, Rich Wilson, VP of Customer Experience at BrightWave Marketing, explains why getting data to give you the right context is crucial to breaking through an inbox.

Stress is a major productivity and creativity drain.

In a perfect world, every employee would receive paid vacation to help relax and recharge. But, for a bootstrap/startup, it may not be feasible to include that in a compensation package.

Luckily, there are other ways to decrease the stress of working in an entrepreneurial setting for both your employees and yourself.

In this episode, Bart Lorang, CEO of Full Contact, talks about making everyone’s life easier through clear job accountability.

What if you found out there was a frictionless program that could help you make money from the data you didn’t even know your company had?

People are missing out on tons of data because data monetization isn’t a smooth process or they aren’t even aware they have data of any value.

This episode of the Corporate Data Show is all about monetizing data. Rick Holmes interviews Fran Green, the President of Smart Data Solutions at ALC, about the “low hanging fruit” of monetizing data, as well as the next phases.

The metaphors are all real: Digital marketing is the Wild West, the final frontier, the Game of proverbial Thrones. But how do you win?

By using quality data to custom craft targeted profiles for programmatic advertising. At least, that’s one way.

Listen to Rick Holmes interview Alan Osetek, CEO of Digilant, a global programmatic solutions provider, and find out how not to fail when the stakes are almost as high as the competition.

All sales development representatives—not to mention anyone who’s ever bought a list—know the worst part of targeting companies is list curation. This is a time-consuming research task relished by exactly no one.

Any marketer or person who has worked with sales development tools longs for a magic wand—a fantastic research tool for sales development teams that will make list curation go away. How can b2b companies use big data and the tools that harness big data to dig up relevant prospects?

Fortunately, Gal Har-Zvi, co-founder and CEO of Unomy, knows about a dozen ways to turn a list of 100 (or 100 million) into the perfect 10 or 15. Listen to Rick Holmes pick his brain about creative ways to cut through the list to get at companies and locate specific people.

Over the last ten years, there’s been much more of a focus on privacy in Europe.

In the U.S., CAN-SPAM was the line in the sand and everyone got through that legislation. But in Europe, there are some really draconian measures that have come out. A lot of companies have corporate data policies driven more out of fear than necessity.

These are just some of the current differences in privacy and data handling between the U.S. and the UK. Listen in as Karie Burt, VP International at MeritDirect, explains that and others.