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4 Key Reasons You Should Use Virtual Events for Lead Generation


4 Key Reasons You Should Use Virtual Events for Lead Generation

You’re surely aware of this saying: You can have it fast, cheap or good – pick two. But the statement’s inherent “mockery” does illustrate an underlying issue with nearly all sales, marketing and training events – they’re tough to execute without a lot of time and expense. Whether it is a user conference, trade show [...]

InsideSales.com CEO Dave Elkington Discusses the Future of Sales Data With Mergermarket


InsideSales.com CEO Dave Elkington Discusses the Future of Sales Data With Mergermarket

Last week at Dreamforce, several media outlets interviewed InsideSales.com CEO Dave Elkington about the future of Big Data and sales acceleration technology. Here’s a quick recap of one of those interviews, conducted by Chris Metinko from Mergermarket. Mergermarket wanted to know how InsideSales.com will use its capital after raising $100 million in Series C financing [...]

InsideSales.com CEO Dave Elkington Reveals the Power of Prescriptive Analytics


InsideSales.com CEO Dave Elkington Reveals the Power of Prescriptive Analytics

InsideSales.com CEO Dave Elkington delivered a powerful revelation about the future of data-driven sales during his presentation at Dreamforce on Monday. While predictive analytics enables sales teams to make sense of insane amounts of data, this emerging technology, by itself, is simply not enough. In addition to predicting buyer behaviors, sales teams must also be [...]

The Most Fun You Can Have in a Dreamforce Meeting Room


The Most Fun You Can Have in a Dreamforce Meeting Room

What’s the most creative thing you’ve ever seen somebody do in a Dreamforce meeting room? This year, InsideSales.com is trying something new. We’ve assembled an all-star cast of sales and marketing experts to speak in our meeting rooms, pretty much all day, every day. It’s like Lollapalooza for sales leaders. You can call it Salesapalooza, [...]

This Is Your Buyer’s Brain Right Before He Says Yes


This Is Your Buyer’s Brain Right Before He Says Yes

Have you ever wondered why some salespeople seem to naturally connect with buyers, while others constantly get the cold shoulder? Maybe it’s Maybelline. Or maybe it’s a little deeper than that. If I were a betting man, I’d wager that it has something to do with neuroscience. The human brain is a many-splendored thing. It’s [...]

How Accurate Is Your Sales Data?


How Accurate Is Your Sales Data?

Mark Ruthfield, ZoomInfo’s vice president of sales, shared some interesting statistics that show the importance of maintaining accurate sales data at the American Association of Inside Sales Professionals (AA-ISP) Conference in Boston today. 30% of people change jobs annually 60% of titles change 43% of phone numbers change 34% of company names change 37% of email [...]