SBI Growth

OCTOBER 10, 2024

We’re excited to share the findings of our latest research, which was just published in Harvard Business Review: The Hidden Costs of CRO Turnover. I n the article, co-authored with my colleagues Bryan Kurey and Dave Lingebach, we examine the high costs of Chief Revenue Officer (CRO) turnover and its significant impact on company performance.

Research 156

Research Revenue Data Company 156

Smooth Sale

DECEMBER 16, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: When Adversity Hits, Do Your Research for Business Growth Commentary often gets us into in-depth conversations, particularly when we dont agree. Upon researching the previous predictions, they were accurate! However, the approach to attaining it may change entirely.

Research 85

Research Hiring Influencer Face-to-face 85

Sales 2.0

MAY 14, 2020

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? Apparently, a lot of sales people think researching this kind of contact data is the price of doing business too. Accenture: An Accenture study found roughly similar results, with 15% of a reps time allocated to research.

Data 396

Data Enterprise Enterprise Insurance 396

Sales 2.0

MAY 29, 2020

These days, it’s pretty much table stakes to do some digital research on your prospect to see if you share any common interests that may help you get that critical first (online) meeting. Do your online research to find out what is changing in your prospect’s environment. Prospecting.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. The research also recommends mixing up the media you use to connect with your buyer, by using email, phone, social media and direct mail.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Research shows that most sales people typically spend 65% of their time on non-selling tasks. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.)

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

DECEMBER 2, 2020

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

Motivation 373

Motivation Report Research How To 373

No More Cold Calling

APRIL 16, 2020

In fact, just 18 percent of salespeople are classified by buyers as “trusted advisors” whom they respect, according to research by Steve W. Joe Galvin, chief research officer at Vistage, clarifies the meaning of trust in his article, “ Trust in the Time of COVID-19.” At least, that’s what many prospects have come to believe.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Sales and Marketing Management

FEBRUARY 7, 2023

Highlights from research that analyzed 100 skills and behaviors across 13 different categories to find the attributes shared by top sales performers. The post 5 Capabilities Sellers Must Have to Be Top Performers appeared first on Sales & Marketing Management.

Research 350

Research Marketing Sales 350

SBI Growth

MARCH 9, 2022

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

Tools 347

Tools Survey B2B Research 347

SBI Growth

JULY 15, 2024

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. "

Buyer 296

Buyer Maximizer Influencer Research 296

SBI Growth

DECEMBER 1, 2021

SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers. Specifically, these companies express high willingness to shift resources quickly and build multiple contingencies into their plans — often ending up in reactive mode.

Benefit 334

Benefit Resources Research Opportunity 334

Zoominfo

DECEMBER 28, 2020

And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. When B2B buyers need to solve a problem, they start researching online. What if you knew that a key contact was researching solutions like yours…BEFORE they filled out your inbound form?” Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales 2.0

OCTOBER 9, 2020

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals.

Account 385

Account Scale Social Media Small Business 385

No More Cold Calling

DECEMBER 10, 2020

I started to write a research-based post about managing a multi-generational workforce, but if you know me, you won’t be surprised I found most of the research boring. Personally, I would use guidelines from research on generational attributes to learn what might motivate each generation. How hypocritical is that?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

SBI Growth

DECEMBER 5, 2020

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.

Leads 305

Leads Marketing Qualified Lead Marketing Face-to-face 305

SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

Territories 312

Territories Retention Intent Study 312

Score More Sales

AUGUST 6, 2020

One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work. During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important.

Sales Cycle 310

Sales Cycle ROI Research Buyer 310

Sales and Marketing Management

MARCH 22, 2021

There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.”

Report 296

Report Research 296

Sales 2.0

MAY 20, 2020

There’s a professor of psychology at Oxford University called Robin Dunbar and his research helped quantify just how connected we are. If we assume your product serves people and helps them prosper in the world then by aiding this transmission, you are doing a good thing. Dunbar for good.

Cold Calling 501

Cold Calling Referrals Networking Education 501

Sales and Marketing Management

NOVEMBER 29, 2023

Confidence is vital to leadership, but truly effective leaders also put the work in behind the scenes, preparing and researching to make sure the decisions they make are based on a sound understanding of their businesses and the markets in which they are operating.

How To 293

How To Research Marketing Sales 293

Sales and Marketing Management

AUGUST 28, 2023

Recent sales management research shows that the best sales managers – those whose teams achieve targets, have higher win rates, and get premium pricing – are 52% more likely to excel at planning and analyzing how sellers should manage their territories.

Territories 288

Territories Research Sales Management Sales 288

No More Cold Calling

OCTOBER 1, 2020

Research shows cold calling scripts and tricks don’t work, but referrals do. In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JULY 13, 2021

New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. OMG’s research shows that an average sales force possesses 54 percent of the sales competencies needed to reach decision makers, but only 13 percent of salespeople are particularly good at it.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales and Marketing Management

NOVEMBER 9, 2020

Our research has found CXOs talk 8.5% While reps should always have researched their prospect, reviewed notes and call recordings, you don’t need to have a laundry list of talking points that can make the discussion feel sterile and cold.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Anthony Cole Training

JUNE 16, 2022

Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.

Research 271

Research Meeting Prospecting Sales 271

Sales 2.0

JULY 17, 2019

In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. There’s a professor of psychology at Oxford University called Robin Dunbar and he did some research on how many relationships we all have. Baylor University. They ended up having 50 agents make 6,264 cold calls. Take a look….

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Understanding the Sales Force

NOVEMBER 11, 2020

While I was researching this stupid, preventable issue, I found that many LG owners have the same problem. The lettering above the dials of our LG washing machine (pictured above when new) have worn off.

Sales Management 296

Sales Management Research Sales 296

No More Cold Calling

APRIL 22, 2020

What’s more, research shows that helping others actually makes us feel good and that generosity is likely an important evolutionary adaptation for our species. He explains, “Social psychology shows people are eager to help—if you know how to ask.” If we are hardwired for altruism, why then is it so uncomfortable for us to ask for help?”.

Referrals 358

Referrals Cold Calling Call-back Research 358

RAIN Group

NOVEMBER 13, 2024

Effective sales training is widely acknowledged as a critical success factor for sales organizations. But how many companies are truly excelling in this area? And what distinguishes those with highly effective sales training and development from the rest? The answers may surprise you.

Training 96

Training Research Sales Company 96