Understanding the Sales Force

JULY 21, 2021

In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. Below I've shared another top/bottom analysis with different findings. In an article last week we discussed how data can help you hire the ideal salespeople.

Decision Maker 317

Decision Maker Hiring Analysis Data 317

Anthony Cole Training

JUNE 14, 2023

Regardless of the current state of affairs, GREAT organizations go through a constant assessment of where they are. They look at lagging metrics, leading metrics, and success metrics. They consider that data to help them identify the answer to these three questions.

Analysis 188

Analysis Sales Coaching Company Coaching 188

Understanding the Sales Force

JANUARY 16, 2020

Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why. Take a look at this top/bottom analysis and you'll quickly see the difference!

Comparison 292

Comparison Analysis Company Sales 292

Steven Rosen

NOVEMBER 14, 2021

By taking the time to do a SWOT analysis, you can objectively look at your territory/region. The goal of the SWOT analysis is to identify the two or three things that you need to do to be successful. Have you/your salespeople identified their Key Success Factors ?

Consumer 374

Consumer Analysis Territories Account 374

Understanding the Sales Force

FEBRUARY 1, 2023

It's also been a while since the last time I shared a top/bottom analysis but I completed one this week that I had to share. It's been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!).

Company 295

Company Analysis Decision Maker Data 295

Anthony Cole Training

AUGUST 25, 2022

It’s a very practical analysis that leads me to my strong conviction. There is no such thing as “time management.” Here is my take on the myth.

Analysis 249

Analysis Leads Marketing Qualified Lead Sales 249

Anthony Cole Training

JULY 21, 2023

Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance. Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams.

Coaching 240

Coaching Webinar Metrics Analysis Objections 240

Zoominfo

SEPTEMBER 7, 2021

Chorus.ai’s analysis of more than 500,000 recent sales meetings conducted by more than 100 of our clients in 10 major industries. Chorus.ai’s analysis of sales meeting data shows that in the second quarter of 2020 — when the COVID-19 crisis in the U.S. Tip #6: Anticipate the Surprise Appearance of a CXO.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Anthony Cole Training

JULY 28, 2023

Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance. Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams.

Webinar Metrics 233

Webinar Metrics Analysis Coaching Objections 233

Zoominfo

MARCH 25, 2021

Performance in the modern world is premised on data analysis in nearly every field. Many scripts used for data analysis only have a couple of lines, so digital marketers who write code themselves often have an advantage in data analysis. Analyze Data. Drive Success With Curiosity.

Marketing 246

Marketing Analysis Software Software 246

Steven Rosen

AUGUST 2, 2022

Do a quick analysis of where you are spending your time. Determine your 3 biggest time-sucking activities (TSAs) that don’t generate any results but suck up your time. TSAs could be time spent on impromptu phone calls from your reports, or specific meetings you get invited to that are a complete waste of your time.

Cancellation 333

Cancellation Call-back Analysis Report 333

MTD Sales Training

SEPTEMBER 24, 2018

Hubspot’s recent report on The State of Inbound (2017) said ““the amount of research and analysis that goes in before employing a particular strategy has increased manifold and constant checks on the trends of consumer behavior are changing as well.”. 3) Target customers across multiple channels.

Buyer 308

Buyer Social Media Inbound Loyalty 308

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? You probably have the same stories showing up in your news feed as me.

Sports 194

Sports Analysis Outbound Examples 194

Zoominfo

AUGUST 18, 2020

Providing data analysis. But the analysis and subsequent insight gained from these metrics focus too much on effectiveness and largely ignore day-to-day activities, which actually impede efficiency. Leverage Sales Intelligence Software. Sales intelligence software can do everything from: Ensuring database quality. Building out ICPs.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

The Pipeline

OCTOBER 15, 2020

Complete the survey now, and we’ll not only share the results but more importantly the analysis, insights, and action plans that will result from the output. The Survey is a joint initiative with Hippo Video, the premier video prospecting, and sales platform for B2B sales professionals.

Survey 235

Survey How To Analysis Lead Rank 235

Sales and Marketing Management

FEBRUARY 12, 2020

B2B companies are increasing their revenue intelligence by analyzing B2B buyer data to address a more complex sales cycle and are tailoring the sales experience by leveraging AI and data analysis technology.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

JULY 23, 2024

According to our new analysis of millions of emails, it’s not just in your head. Our analysis shows that OOO reply rates begin to climb again in late February, presumably when people have gotten caught up on the year ahead and earned some time off. Our analysis shows a striking drop in OOO rates after August.

Analysis 130

Analysis Trends Campaigns Outbound 130

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. But what will happen in 2022?

Trends 356

Trends Margin Cold Calling Inbound 356

SBI Growth

JULY 27, 2022

The report contains an analysis of results from a survey of 150 CEOs as they face economic uncertainty, talent challenges, and shifting demand. SBI has released its 2022 CEO MacroView Report titled “Don’t Create Confusion, Create Value.”

Face-to-face 177

Face-to-face Survey Analysis Report 177

SBI Growth

APRIL 27, 2022

Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing. The reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast.

Forecasting 177

Forecasting Analysis System Data 177

Zoominfo

JUNE 23, 2020

Despite this, according to ZoomInfo’s analysis of 60 million professionals in its database, only 39.4% of Fortune 500 companies have a Diversity Executive as of Q1 in 2020. Figure 1: Around 39.4% of Fortune 500 companies have a Diversity Executive as of Q1 in 2020.

Social Media 246

Social Media Analysis Data Education 246

Zoominfo

AUGUST 31, 2020

Job titles involved : Executives, directors, and managers of product development, product marketing, marketing strategy, sales intelligence, marketing intelligence, and competitive analysis. The success of offer expansion can increase if companies conduct a competitive analysis of the strengths and weaknesses of other products in the market.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

OCTOBER 10, 2018

CRM data is typically underused, but now it’s possible to integrate CRM data with other internal data sources and even unstructured data for analysis. One factor is the availability of data and the evolution of technologies that make it easier to harmonize information and deliver insight.

Case Study 319

Case Study Analytics CRM Study 319

Zoominfo

OCTOBER 24, 2024

Its coaching and insights are built on analysis of behavioral data, helping sales teams boost their dealmaking capacity by proactively meeting customer needs. Substrata can help refine sales strategies with a user-friendly interface, and a wide array of customization and integration options.

Software 211

Software Software Tools Hubspot 211

Zoominfo

SEPTEMBER 2, 2021

When customers of Engage and Chorus use the dialer within Salesforce, recordings are stored in Salesforce and automatically sent to Chorus for call transcription and analysis. ZoomInfo Engage is our sales engagement platform that features an automated sales dialer. Engage calls are now transcribed by Chorus.

Data 52

Data Scale SalesForce Forecasting 52

Sales and Marketing Management

SEPTEMBER 11, 2023

Growing accounts by selling into the gaps between the solutions you provide and your customers' unmet needs requires a two-part process – analysis and strategic planning. The post Capitalizing on Your Customer’s ‘White Space’ appeared first on Sales & Marketing Management.

Analysis 156

Analysis Account Marketing Customer 156

Zoominfo

FEBRUARY 2, 2021

Find out which kind of customers are in your market – How to Calculate Total Addressable Market and Perform TAM Analysis. So if you have a B2B customer that likes to purchase your product on their own, your CRM can track and note those behaviors. When Your Company Grows, So Should Your Tech Stack.

Enterprise 290

Enterprise Enterprise Company CRM 290

The Pipeline

JUNE 25, 2020

workers were 47% more productive in March and April than in the same two months a year ago through cloud-based business tools, chat applications and email, according to an analysis of 100 million data points from 30,000 Americans by workplace-monitoring company Prodoscore.” Jon Swartz, Marketwatch, May 30, 2020.

Sage 288

Sage Real Estate Skype Collateral 288

Zoominfo

JUNE 25, 2021

While the number of connections made can point to overall success, the number of attempts made reflects a rep’s ongoing effort to succeed and gives room for analysis of areas in need of improvement. Deal win-loss ratio ( or win-loss analysis) is a calculation of won opportunities over lost opportunities. Sales and Marketing Alignment.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Partners in Excellence

APRIL 30, 2024

It can provide analysis of data from past experiences. It can help us in our writing, our presentations, our analysis. Our confidence in ourselves and our decisions doesn’t magically arise internally or from an analysis of the data. In just the past couple of years, so much has changed.

Buyer 136

Buyer Analysis Data Lead Rank 136

Partners in Excellence

APRIL 17, 2024

We would develop skills in a variety of tools to assess and support change, including: Project management, Stakeholder analysis, Impact analysis, Change readiness assessments, Risk management, Resistance management, Training for the change, Performance evaluation, Communication, and so forth.

Lead Rank 143

Lead Rank Analysis Incentives Incentive 143

Sales and Marketing Management

MARCH 3, 2021

In a cost-basis analysis, greater use of EAPs is necessary, especially at this critical time when the pandemic has many corporate leaders rethinking the best ways to retain and support a productive and resilient workforce,” advises Merriwether. Unfortunately, less than 5% of employees utilize them on an annual basis. “In

Coaching 317

Coaching Cost Per Click Insurance Insurance 317

Zoominfo

MARCH 2, 2021

Data analysis allows marketers and business owners to test the performance of specific keywords or phrases to see which solutions work. Although it may seem straightforward, the importance of subject lines is often undervalued. To ensure that an email stands out in the inboxes of readers, it is essential to choose the right subject line.

Email Marketing 272

Email Marketing Campaigns Data Marketing 272

Zoominfo

NOVEMBER 17, 2020

To better understand the tools that shape us, ZoomInfo ran an analysis of the number of technologies at companies based on employee size. As one media scholar once said: “We shape our tools and, thereafter, our tools shape us.” — John Culkin (1967). This helps us better understand how companies adopt technology as they scale.

Scale 246

Scale Google Analytics Hiring Analytics 246