Research Related Topics 
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.
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.
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No More Cold Calling
JANUARY 16, 2025
In fact, just 18 percent of salespeople are classified by buyers as trusted advisors whom they respect, according to research by Steve W. As the Harvard Business Review puts it, Research suggests that inbound strategies can attract interest, but referral selling closes deals. At least, thats what many prospects have come to believe.
Anthony Cole Training
OCTOBER 25, 2024
What research did you do to explore your options, and where did you go to find the advice to make a decision among the choices you had? If you cannot pin that down, it is critical that you focus and develop your personal brand. Think about a significant purchase you made recently and the process you went through as a buyer.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships.
Anthony Cole Training
FEBRUARY 21, 2025
An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting. Finding commonality and relating to a prospect is an important first step. Dont confuse this with being liked.
SBI Growth
FEBRUARY 6, 2025
Once considered a catch-all team performing various misfit duties for sales, our research uncovered that modern enablement has grown to support essential functions across the commercial organization. The mandate for enablement teams has evolved dramatically.
Advertiser: ZoomInfo
Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.
Advertiser: ZoomInfo
In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them.
Advertiser: ZoomInfo
With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment.
Advertiser: ZoomInfo
Dig into this eBook to find out how to make cold calling a thing of the past with: Powerful sales engagement and automation Insights, signals, and deep prospect research Alternative touchpoints that keep the conversation alive
Advertiser: ZoomInfo
In other words, the research that takes reps hours, AI can do in seconds. Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort.
Advertiser: ZoomInfo
Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations. This frees up valuable time for sellers to focus more on building relationships and closing deals.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks.
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But what research has discovered is that many of today’s B2B buyers are NOT empowered and, what’s more, they have little interest in being so. Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers.
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