Sales and Marketing Management

APRIL 12, 2019

Duhigg cites a study from the 1970s by James Averill, a University of Massachusetts psychology professor, in which Averill surveyed the residents of Greenfield, Mass., More than two-thirds of those on the receiving end of Averill’s anger study said they came to realize their own faults. Can anger motivate?

Face-to-face 240

Face-to-face Journal Study Construction 240

No More Cold Calling

FEBRUARY 21, 2019

I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. Studying by reading, re-reading, and repetition affects short-term memory only. I do, and while I usually did well on my exams, I didn’t retain much of anything. That isn’t learning at all.

Cold Calling 308

Cold Calling Training Research Study 308

Zoominfo

MARCH 4, 2021

Expand your content by channel and medium – There are many mediums of content, such as blogs, eBooks, and case studies, which can reach more audiences when expanded into different channels. Collect referrals from current customers – Referrals serve as great sources for social proof.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Zoominfo

JULY 16, 2018

What date/time you hold the live event. Case studies: Why are case studies an effective webinar format? Case studies provide social proof that your product can deliver. In fact, 42% of B2B buyers find case studies to be valuable in the late stage of the buying process ( source ). Topic selection.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Zoominfo

APRIL 23, 2021

Triggering event: A small company secures a round of funding (check). Triggering event: Using Scoops, a sales rep at ZoomInfo discovers that a company has a new sales or marketing leader. Studies show that new executives spend more than two-thirds of their available budget within their first three to six months.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. That explains why another study by Amplifinity found that leads generated from referrals convert 4X better than marketing leads.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

DiscoverOrg Sales

FEBRUARY 6, 2018

In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. STUDY] Breaking Open the Predictive Black Box : What Data Points Actually Lead to Higher Conversion Rates and More Sales? Company events.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Zoominfo

MAY 16, 2018

2. The 10 Best Ways to Promote an Event Online. How you choose to promote an event can have a direct impact on how successful that event is. For brands that have an established place in the online hierarchy, their event promotion efforts don’t have to be particularly intense or creative. Continue reading.

Google Analytics 244

Google Analytics Top of Funnel Google Promotion 244

Zoominfo

AUGUST 26, 2018

Scientific studies show that humor and laughter lead to more inspiration and creativity. In fact, one study shows people are more creative at solving word association puzzles after watching a comedy versus a scary movie or lecture ( source ).

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Zoominfo

JUNE 4, 2019

A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Build hype in advance.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. In the same study, 71.4 No one’s in their office, and if you don’t have their mobile number, forget it. Gaining seller access was hard enough before COVID. Suddenly it became almost impossible. Unless … Breaking News.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

APRIL 28, 2020

As shown in a study published in Fast Company , performance increased by a whopping 20% for workers who spent a mere 15 minutes socializing with coworkers.

Company 258

Company Lead Rank Cancellation Report 258

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 A recent HBR study of hundreds of technology buyers found that only 18 percent of salespeople are trusted during the sales process. Invite Joanne to speak about referrals at your next sales meeting, conference, or event.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Zoominfo

JULY 11, 2018

Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ). Buyers are less willing to exchange information to in exchange for podcasts and video (each 19%) and infographics (24%) ( source ). B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Zoominfo

JULY 17, 2018

Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service. While registrations are important, your webinar is only considered a success if registrants actually attend the live event. Recent studies suggest that 20% to 40% of webinar attendees turn into qualified leads ( source ).

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

MAY 12, 2020

They’re attending networking events, following your company on social media, and applying for your open positions. In fact, according to a study by LinkedIn, compensation isn’t even among the top four reasons why people quit a job. You already know how to recruit active candidates. They’re easy to find. Focus on Quality of Life.

Hiring 278

Hiring How To Networking Salary 278

DiscoverOrg Sales

APRIL 25, 2017

Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company. Do you have any case studies? Check out our case study for Box !). Sales intelligence includes insights from triggers.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Zoominfo

APRIL 24, 2020

A week later, a study from the Institute of Supply Chain Management found nearly 75% of companies reported they would experience supply chain disruptions because of coronavirus-related transportation restrictions. Risk Management with Vendors. Less revenue means organizations have to balance the books. What will I do if one fails?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

MAY 5, 2020

For businesses, two major things are likely to happen as a result of the adoption of web conferencing and video communication technology: a reduction in business travel and in-person events going virtual. – Events Go Virtual. But, let’s be honest, innovation for digital events has been limited. The New Business as Usual.

Tools 179

Tools Real Estate Travel Face-to-face 179

Sales and Marketing Management

JUNE 19, 2018

Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received an “average” or “poor” label. Want proof of this attitude reversal? Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

No More Cold Calling

MARCH 15, 2018

We still remind each other to prioritize people over technology: Don’t check messages in meetings or at events. After all, study after study has shown the dangers of technology addiction for children —from delayed development, to obesity, to mental health problems. Don’t answer your phone at meals. Well, guess what?

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

DiscoverOrg Sales

MAY 8, 2018

This is information such as: Financial events. Finally, to cement your position as a helper (who isn’t creepy), add “social proof”: Show that you have assisted other companies (in the same industry as your prospect, of course) – and offer examples such as stats and case studies. Get the complete study. Opportunity data.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

Zoominfo

FEBRUARY 25, 2021

As you brainstorm topics, put yourself in the attendees’ shoes to determine what will make the event engaging and memorable. How do you get people to sign up for your event? GoToWebinar claims that 59% of webinar registrations occur the week leading up to the event. What value will the webinar provide attendees?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

The Pipeline

OCTOBER 3, 2016

The annual event that brings tens of thousands of sales types descending on San Francisco, in a quest to learn something new, reinforce their current path, and generally mingle with other faithful seeking sales enlightenment. But quota attainment is just a symptom, not the cause.

Quota 303

Quota Resources Call-back Sales 303

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. In fact, according to a study by LinkedIn, compensation isn’t even among the top 4 reasons why people quit a job. You already know how to recruit active candidates. They’re easy to find.

Hiring 230

Hiring Networking Positioning Compensation 230

Sales and Marketing Management

AUGUST 31, 2017

Whether it’s a sales conversation, a meeting at an event, or a sales pitch, you’ll want to be memorable. From the moment a prospect first speaks with you, meets you at an event, or asks you a question – all the way through to marketing materials, RFPs, case studies, sales meetings, presentations and pitches.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

Sales and Marketing Management

JUNE 29, 2020

A 2019 Gartner study that revealed this also showed that sellers were 80% more likely to drive decision confidence and low-regret deals by helping their customers make sense of this bombardment. This is particularly helpful given that the black swan event that is the COVID-19 pandemic has rendered nearly all predictive models useless.

Lead Rank 227

Lead Rank Face-to-face Travel Intent 227

Sales and Marketing Management

APRIL 25, 2020

Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? Will the meetings and events industry rebound? Business travel and the events that companies put on their calendars will look drastically different, at least for the rest of this year and probably beyond.

Meeting 156

Meeting Face-to-face Travel Conference 156

Sales and Marketing Management

MARCH 18, 2019

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Preparation – Study the target business and consider how the process may unfold. Effective sales negotiations, however, are fundamentally proactive.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

No More Cold Calling

FEBRUARY 28, 2019

I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. Studying by reading, re-reading, and repetition affects short-term memory only. I do, and while I usually did well on my exams, I didn’t retain much of anything. That isn’t learning at all.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

MARCH 8, 2019

Attending business networking events is not necessarily about getting leads. Women also excel at quota attainment, according to a study by Xactly. They host business networking events for women at their annual Rainmaker conference. Women understand that networking means expanding connections and building relationships.

Hiring 247

Hiring Referrals Networking Conference 247

Zoominfo

OCTOBER 22, 2019

And as with any event, the success of your sales kickoff depends on your planning and preparation. But, the following steps are a great place to start for anyone looking to plan a memorable sales kickoff: Identify specific goals for the event. We make sure the event is not three days of product training. Use data-driven content.

How To 182

How To Follow-up Scale Up-Sell 182

Shari Levitin

JUNE 29, 2020

These live events, which had been the backbone of my business, had evaporated overnight… and I was stuck. And even though I found myself missing the hugs, the energy, and togetherness of past live events, I felt the same sense of purpose. Still reeling in disbelief, I called a meeting.

Hiring 165

Hiring How To Cancellation Case Study 165

Sales and Marketing Management

SEPTEMBER 12, 2018

Cons of Global Scale E-Commerce Business. • Carrying out business research is quite expensive. • The reliability of the study conducted will vary from one country to the next. Marketing the next camp event, is fundamental in maintaining and increasing the camping attendance. How Marketing Is Important to Your Business.

Scale 197

Scale Penetration How To Research 197