Nutshell

NOVEMBER 20, 2023

That’s why we’re excited to introduce a new email report that will give you insight into the types of emails your team is sending and how many emails each team and user is sending. Get insight into your email activity Click below to head right to the new email report in Nutshell.

Report 120

Report Top of Funnel Funnel Groups 120

Understanding the Sales Force

SEPTEMBER 17, 2020

I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.

Report 374

Report Hiring Groups Media 374

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 390

Guidelines Closing Call-back Report 390

Zoominfo

FEBRUARY 17, 2023

We’re excited to announce that our annual Sustainability Report has just been published. This report looks at our environmental, social and governance responsibilities over the past year, along with our short- and long-term goals. You can read the full report here. Read the report here. Here are some of the highlights.

Report 130

Report Nonprofit Licensing Compensation 130

Understanding the Sales Force

OCTOBER 13, 2024

When Moses reported back to God, God debriefed Moses and then coached him again. Statistics from Objective Management Group’s nearly 2.5 Moses failed on his first attempt to persuade Pharaoh because Pharaoh’s wise men, sorcerers, and magicians were also able to turn their staffs into snakes.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Zoominfo

FEBRUARY 15, 2024

To quantify the extent of those efforts, we’ve published our annual Sustainability Report. This report outlines the various initiatives ZoomInfo has embarked upon during the past year, including information on our social impact, environmental footprint, employee career mobility, and more.

Report 130

Report Government Policies Groups 130

Sales Hacker

OCTOBER 29, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. They’ve been writing market reports for years as the pioneer of tech adoption and market insights.

Scale 114

Scale Top of Funnel Funnel Report 114

Sales and Marketing Management

AUGUST 29, 2018

When I conduct focus groups or individual interviews with highly loyal customers across a broad spectrum of different industries (e.g., I then divided these respondents into three separate groups: Those who reported no problem with their purchase. Stated somewhat differently, customer problems are opportunities in disguise.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

Partners in Excellence

FEBRUARY 13, 2025

In Hank’s latest research he reports that buyers are getting better in navigating their buying process. Part of this is they are engaging more internal groups in their buying process. The primary observations had been frustration over the buying process, less with solution selection.

Buyer 87

Buyer Groups Research Report 87

Understanding the Sales Force

AUGUST 27, 2018

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?

Hiring 240

Hiring Sales Management Groups Objections 240

Smooth Sale

OCTOBER 2, 2024

Photo by Coffebeanworks via Pixabay Attract the Right Job or Clientele: Generational Attention: The Impact of Offline Ads Across Age Groups Although our world is becoming more digitized, offline advertising remains a powerful method for reaching diverse age groups.

Groups 109

Groups Direct Mail Advertising Advertising 109

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. That person should not be the president, CEO or owner, but someone who reports directly to them. . . Why Employees Often Lack Customer Empathy .

Company 423

Company Customer Insurance Insurance 423

Hubspot Sales

SEPTEMBER 12, 2024

The largest age group (38%) of B2B buyers is 35-44. Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. B2B Buyers vs. B2C Buyers Who Are Your B2B Buyers? My suggestion?

Hubspot 116

Hubspot B2B Buyer Data 116

Zoominfo

JULY 14, 2023

Define your target audience Having a clear target audience gives your team a defined group of customers to prioritize based on certain characteristics. Content marketing is a broad channel that can include different types of content such as blogs, eBooks, research reports and one-pagers. This is where automation comes into play.

Paid Content 130

Paid Content Report B2B Top of Funnel 130

Understanding the Sales Force

FEBRUARY 25, 2024

The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Let’s do the math.

Coaching 347

Coaching Guidelines Margin Incentives 347

Steven Rosen

APRIL 3, 2018

If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching. Why Executive Sales Coaching .

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Zoominfo

MAY 5, 2021

Audience cohorts are a group of people who share similar characteristics, including demographics and psychographics. A target group example might be ‘job seekers’ or ‘supermoms’—meaning females with children who make an income over a specific threshold. In addition to FLoC, Apple’s latest iOS 14.5 Here’s how it works.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Sales and Marketing Management

MARCH 3, 2021

Pre-COVID-19, it was reported that one in four individuals experienced a diagnosable mental health condition annually. Other traditional options to handle addiction include in-patient and out-patient treatment, detoxes, therapy/counseling, 12 Step programs and other recovery support groups. Joe and his wife don’t know what to do.

Coaching 317

Coaching Cost Per Click Insurance Insurance 317

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Read the free and ungated report. Plus, an analysis of the top 75 trending sales AI tools.

Outsourcing Services 111

Outsourcing Services Scale Cold Calling Hiring 111

Understanding the Sales Force

JANUARY 7, 2019

John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. They don't know what's good for them, haven't been asked or held accountable to doing it differently, and aren't in any way shape or form following best practices. I was appalled by what I saw. Check this out!

Sales Management 226

Sales Management Report Groups Objections 226

Hubspot Sales

DECEMBER 20, 2024

Some effective spotting tools that Trends analysts utilize: Niche communities: Read through groups on Facebook, Slack, Discord, Reddit, etc., Some effective spotting tools that Trends analysts utilize: Niche communities: Read through groups on Facebook, Slack, Discord, Reddit, etc., How many people have this problem?

Trends 104

Trends How To Journal Analysis 104

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On!

Demographics 296

Demographics Incentives Incentive Travel 296

Sales Hacker Training

NOVEMBER 22, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Read the free and ungated report. Plus, an analysis of the top 75 trending sales AI tools.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

No More Cold Calling

JULY 13, 2021

The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. If you don’t get the meeting, Part Two doesn’t matter. Why It’s So Hard to Reach Decision Makers.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

NOVEMBER 14, 2024

There’s a buying group at the end of that account, and ZoomInfo is the company that has the most complete, highest quality data about business professionals — period. Our customers are seeing incredible results, reporting a nearly 25% lift in pipeline since adopting Copilot.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

Steven Rosen

MAY 4, 2017

According to The 2016 STAR Sales Manager Development Report , only 50% of sales managers are receiving ongoing development in core job skills. Group Learning. 3 Forum: How Sales Forces Sustain Competitive Advantage Research Report 2008. The same goes for the use of sales support materials. References: 1 CEB Research.

Sales Management 276

Sales Management Hiring ROI Coaching 276

Sales and Marketing Management

FEBRUARY 3, 2020

However, things can get complicated when these two groups have conflicting viewpoints. Familiarize yourself with typical reference asks, challenges, and strategic roadmaps of stakeholder groups. Define benefits for stakeholder groups. Discover the reports and program metrics that are most important to executives .

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

Steven Rosen

APRIL 3, 2018

If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive coaching. The group that I have had the most experience with is sales leaders.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Partners in Excellence

MARCH 7, 2025

For a few weeks, hundreds of them would take 5 minutes every evening filling a report (Yeah, I know, we were taking selling time from them). Or rather than, “I’m spending too much time in reports,” make it “I spent 30 minutes on this report this week.” Again, group these, look for common patterns.

Exercises 62

Exercises Report Groups Meeting 62

Zoominfo

DECEMBER 11, 2024

Leveraging our industry-leading contact data and GTM AI, ZoomInfos WebSight Buyer ID examines anonymous visitors and identifies the ones who are high-value contacts within your buying group. According to Salesforce s State of Sales report, 81% of sales teams are either experimenting with or have fully implemented AI.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). Research from the RAIN Group confirms CSO Insights’ data. In fact, 65.2

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales and Marketing Management

SEPTEMBER 16, 2020

Information, reports, statistics and tutorials you used to deliver via an in-person meeting can instead be the focal points of blog posts, newsletter-delivered informational courses, video lessons and similar forms of marketing collateral. What To Do. This is an excellent time to double down on your automated content marketing.

Trends 333

Trends Marketing Lead Rank Conference 333

Sales and Marketing Management

FEBRUARY 25, 2020

The most successful President’s Club awards are clearly and transparently measured on how to win: being included says the rep is among the most elite group in the organization. Incentives are best when the rules and the rewards are precise with transparent reporting and clear paths for the maximum number of reps to earn.

Incentives 323

Incentives Incentive Travel Motivation 323