SBI Growth

MAY 8, 2020

In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of.

Strategy 229

Strategy Report Study Research 229

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

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268

Pipeliner

NOVEMBER 8, 2024

According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity. A Salesforce report found that 79% of customers are more likely to engage with brands that offer personalised experiences. This is where the Filipino workforce excels.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Sales and Marketing Management

MAY 20, 2019

According to a 2015 RAND report, 69% of employers with 50 or more employees offer a wellness program. Numerous studies report the return on investment for employers is significant and clear. Ultimately, 111 workers met the criteria to be included in the study. The motivation is not purely altruistic.

ROI 257

ROI Incentives Incentive Study 257

No More Cold Calling

AUGUST 2, 2018

They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it hard to nurture their best clients. For more on the study, check out Zaledonis’s post. They tell me they’re overwhelmed. That’s the good news.

Data 297

Data Quota Face-to-face Trends 297

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. Field Coaching Report.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Vengreso

NOVEMBER 19, 2024

This past year, organizations utilizing AI tools for sales report an uptick in business leads and appointments by around 50%. According to a study by Nucleus Research, CRM integrations can lead to a productivity increase by more than 15%, minimizing data entry time and maximizing data accessibility across platforms.

Software 115

Software Software Scale Sales Qualified Lead 115

No More Cold Calling

JUNE 13, 2019

Barely a week passes without another study raising concerns about our compulsive use of smartphones and social media. The Pew Research Center, a US think-tank, reported that a quarter of American adults were “almost constantly” online. Companies need to acknowledge the dangers to their workforce and take action. By Daren Dodd.

Wireless 311

Wireless Face-to-face Cold Calling Social Media 311

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. Field Coaching Report.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. 63 spot for that metric.

Salary 207

Salary Study Travel Report 207

Zoominfo

FEBRUARY 28, 2025

Case Study: Thermo Fisher Scientific Biotechnology firm Thermo Fisher approached ZoomInfo after their sales leaders suspected there were greater opportunities in their SMB market than they were currently calculating. The data universe foundation of ZoomInfos GTM Intelligence platform makes this possible.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Zoominfo

APRIL 28, 2020

13% increase in productivity among the call center employees who were allowed to work from home ( Stanford University ) 100% more time was spent discussing non-work related topics by in-office employees ( Airtasker ) 91% of employees reported that they feel they’re more productive when working from home ( TinyPulse ).

Company 258

Company Lead Rank Cancellation Report 258

DiscoverOrg Sales

AUGUST 7, 2018

Demand Gen Report, 2016). This includes: Downloads of whitepapers, case studies, tech publications. According to TOPO ’s 2018 Account-Based Technology Report, Intent Data is the fastest growing solution in the Sales Tech stack. Get the study: What Data Points Lead to Higher Conversion Rates and More Sales? Website visits.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Sales 2.0

JULY 28, 2020

To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 2020. The rest reported improvement. You can access the entire Selling SaaS in the COVID Economy report over on SalesRoads’ website. Interested in learning more?

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Zoominfo

JUNE 10, 2018

In fact, best-in-class software companies report a 60% conversion rate following a free trial ( source ). Leverage customer testimonials or case studies. Did you know most B2B marketers consider customer testimonials and case studies to be the most effective content marketing tactic ( source )?

Objections 239

Objections Case Study Face-to-face Study 239

Hubspot Sales

SEPTEMBER 4, 2024

Dedicated CRMs Drive Higher Productivity Gains A CRM lets you automate repetitive day-to-day tasks, such as lead assignment, task reminders, data enrichment, and reporting. Automatically generate reports based on various metrics and KPIs. Lead assignment. Automatically assign leads based on predefined criteria to sales representatives.

Lead Scoring 105

Lead Scoring Lead Rank Hubspot Scale 105

Sales and Marketing Management

JANUARY 11, 2019

For instance, reports reveal that up to 90 percent of direct mails get opened, while emails average 25 percent at best. According to the study, almost 40 percent of customers try a business for the first time because of direct mail advertising. Let’s take a look! The Art of Creating a Quality Sales Letter. Direct Mail Is Not Dead.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Steven Rosen

MAY 10, 2017

Make sure to get a copy your FREE copy of the report. I have repeatedly been asked to provide sales managers with case studies on how to coach difficult sales reps. In this webinar, there are 5 case studies of difficult sales people. In 2016 only 1/3 of sales managers received any training on hiring vs 49% in 2015.

Webinar Metrics 260

Webinar Metrics Sales Management Hiring Training 260

Sales and Marketing Management

MAY 26, 2020

A study by Xactly showed that the most diverse companies are 35% more likely to outperform their competition. In a 2019 Benchmark Study , respondents concluded that customers increasingly consider diversity when making buying decisions. mouth, and reputation are still highly valued.

Lead Scoring 227

Lead Scoring Lead Rank Scale Retention 227

No More Cold Calling

JANUARY 27, 2022

For example, a recent LinkedIn/Forrester study found that, when compared to their peers, sales organizations with leading diversity and inclusion practices have: 3% higher sales forecasts. That’s just one of many studies that have been conducted in recent years, clearly illustrating the benefits of diversity in the workplace.

Research 257

Research Benefit Hiring Demographics 257

Understanding the Sales Force

JUNE 6, 2018

How many books, studies, manuals and reports have you received that sat and collected dust, reside on your hard drive or in the cloud and remain unopened to this day? In my office, I have 6 shelves full of books that I never read and probably won't read half of the books on my Kindle either!

Data 233

Data CRM Distribution Study 233

Allego

FEBRUARY 20, 2025

The latest 2025 State of Sales Enablement Report reveals the top sales enablement trends for 2025and the stakes couldnt be higher. State of Sales Enablement Report 2025 According to the 2025 State of Sales Enablement Report , most companies expect AI to impact at least 25% of sales roles within two years.

Sales Enablement 62

Sales Enablement Trends Buyer Lead Rank 62

Zoominfo

JANUARY 8, 2021

On the global front (in terms of costs and local regulations), a report published in the middle of the year by consulting firm Globalization Partners and CFO Research found that most businesses are undeterred by COVID-19 and are pushing forward with new or expanded international operations.

Face-to-face 246

Face-to-face Travel Report Data 246

Hubspot Sales

NOVEMBER 22, 2024

According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. Blog posts from third parties, industry-specific data, case studies, and customer stories also have the biggest influence on B2B buyer decision-making. Showcase success studies from our previous, related clients.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Hubspot Sales

JANUARY 16, 2025

Small Business Administration reports that poorly managed inventory is a leading cause of small business failure. A recent study shows that 66% of consumers will leave an e-commerce site or store and turn to another retailer if the item they want is out of stock. The same is true as far as inventory tracking goes. In fact, the U.S.

NetSuite 104

NetSuite Chemicals Retail Software 104

Allego

MARCH 13, 2025

With this learning technique, sales reps can fast-track their growth by studying high achievers in actionwhether its how they handle objections, build rapport, or close deals. Our latest research report reveals key insights on how top organizations leverage ongoing training to drive revenue growth.

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62

Sales and Marketing Management

FEBRUARY 22, 2019

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. times more effective at achieving their sales goals and report 1.4 times more likely to report an increase in customer lifetime value and 1.4 times lower rates than direct sellers.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

No More Cold Calling

MARCH 1, 2018

Sure, we reviewed sales reports, and we knew our quotas and our clients, but that was it. The way we learned about our prospects was to call the corporate communications department and request an annual report. You know intuitively whether to adopt a solution or strategy, even if the analysis reports differently. They mailed it.)

Lead Generation 249

Lead Generation Marketing Qualified Lead Leads Data 249

Zoominfo

JUNE 18, 2019

47% of companies report little to no qualified applicants for the positions they are trying to fill ( source ). Algorithms can predict the success of hires better than the discretion of hiring managers, according to a recent study of more than 250,000 hires ( source ). Research shows, candidate sourcing is the way to go.

Social Media 248

Social Media Report LinkedIn Positioning 248

Steven Rosen

JANUARY 6, 2018

All the studies out there in terms of the impact of coaching show a very positive impact if your sales managers do a very effective job coaching. From the front-line sales managers, of course, they have the biggest impact as many of them have ten or more reps or eight to ten reps reporting to them so their role in.

Coaching 307

Coaching Strategy Video Course 307

Zoominfo

AUGUST 8, 2024

Here are some of the most important tasks: Onboarding sales teams Ongoing learning initiatives for sales Developing assets to reference and use (case studies, email templates, etc.) Knowledge sharing program: Sales assets, such as case studies, scripts, and sales playbooks are invaluable to sales efficiency and success.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

No More Cold Calling

FEBRUARY 24, 2021

In the same study, 71.4 According to Hubspot’s 2021 Sales Enablement Report , more than 40 percent of salespeople say prospecting is the most challenging part of the sales process, despite the fact that 77.3 percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Now it’s really falling short.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 The research goes on to report that buyers want to talk to sellers when they are: Future-seeking— looking for possibilities to drive stronger results. In other words, they don’t just want to hear from sellers at the end of the buying process.

Lead Generation 270

Lead Generation Lead Scoring Lead Rank Marketing Qualified Lead 270

Sales and Marketing Management

MARCH 27, 2019

These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them. In fact, according to a recent study by Aberdeen, companies that used SPM technology improved their profit margins at an 88 percent greater rate year-over-year.

Strategy 223

Strategy Compensation Commission Incentives 223