Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

SalesFuel

APRIL 14, 2025

The latest CMO Survey produced by Duke Fuqua School of Business reflects what many business leaders already know. Slowing Growth Rates Sales Business leaders have sounded the alarm. Slowing Growth Rates Sales Business leaders have sounded the alarm. Sales growth is declining and has been for the past two years.

Survey 59

Survey B2C Marketing Social Media 59

Tenbound

DECEMBER 2, 2024

The State of EMEA Sales Development Survey 2024 highlights key trends shaping the Sales Development Representative (SDR) landscape across Europe, the Middle East, and Africa (EMEA). Here’s a breakdown of the findings and their significance for Sales and Marketing leaders. Download Report Here. Download Report Here.

Survey 59

Survey Hiring Compensation Lead Rank 59

SBI Growth

OCTOBER 14, 2024

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research, sales organizations invested an average of $2,326 per salesperson annually on sales training.

Training 156

Training Survey Research Sales 156

Sales and Marketing Management

FEBRUARY 23, 2022

A survey of more than 150 B2B sales leaders identified the mindsets, attributes and behaviors that differentiate the best in the sales profession. Here are five skills that sales leaders must help their reps develop to enhance their performance.

Coaching 317

Coaching Survey B2B Sales 317

Hubspot Sales

SEPTEMBER 12, 2024

A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. who make purchasing decisions for their teams (hereafter the 2024 B2B Buyer survey) found that half of them find the B2B buying experience outdated. The profile of your buyers will vary depending on your industry, but the 2024 B2B Buyer survey identifies a few key points.

Hubspot 116

Hubspot B2B Buyer Data 116

Anthony Cole Training

JUNE 21, 2022

In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. Here are 5 proven tips to help you increase virtual sales. Many people prefer purchasing things online nowadays. If virtual selling is already part of your business strategy, you might want to ramp your efforts up.

Survey 316

Survey Up-Sell Buyer Sales 316

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? While not all sales teams may be struggling with demand (in fact some technology companies are experiencing record years), disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success. In late 2019, we surveyed more than 3,000 U.S.

Incentive 340

Incentive Incentives Survey Sales Qualified Lead 340

The Pipeline

OCTOBER 15, 2020

The challenge is that most salespeople and sales organizations tend to focus on one over the other. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. Focus on the “Why,” not “What” or “How” of sales. Leading with an actionable definition of value.

Survey 235

Survey How To Analysis Lead Rank 235

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Census Small Business Pulse Survey estimates that less than 20% of businesses have enough cash reserves to cover three months of operations. Old Sales Funnels Are Drying Up. B2B Sales Operations Are Changing for Good. in the next year.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

AUGUST 9, 2022

A survey or more than 100 B2B marketing managers revealed some telling statistics on the importance of their channel partnership strategies. The post Channel Partnerships by the Numbers appeared first on Sales & Marketing Management.

Channels 326

Channels Survey B2B Strategy 326

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

Survey 358

Survey Coaching Training Sales Talent 358

Membrain

FEBRUARY 16, 2025

In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator.

Trends 91

Trends Strategy Survey Examples 91

Zoominfo

APRIL 13, 2020

Are there differences in selling to women vs. men in B2B sales? In partnership with leading sales linguist Steve W. Martin, ZoomInfo surveyed 350+ B2B buyers, and we put this question to the test. Isn’t it all the same? If that’s the mentality you’ve adopted, it might be time to rethink.

Survey 311

Survey B2B Buyer Marketing Qualified Lead 311

No More Cold Calling

AUGUST 2, 2018

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. A long sales cycle exacerbates the problem. That’s a real downer for sales reps.)

Data 297

Data Quota Face-to-face Trends 297

SBI Growth

FEBRUARY 8, 2024

A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.

Survey 317

Survey How To Sales Enablement Buyer 317

No More Cold Calling

JANUARY 3, 2019

It’s also key for sales success. They work collaboratively with their sales team, customer service team, product team, marketing team—you name it. And together, they all achieve sales success. She says that curiosity can be cultivated, and it breeds creativity (yet another key trait for sales success).

Google 299

Google Face-to-face Cold Calling Survey 299

Understanding the Sales Force

JUNE 1, 2021

But it did get me wondering what normal means for sales teams moving forward. My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). We were much closer to normal.

Travel 329

Travel Survey Groups Objections 329

SBI Growth

NOVEMBER 10, 2021

Both CEOs and staffing firms shared that despite planned headcount additions, they are struggling to fill open roles, with the number of posted sales roles growing by 65% since early 2021.

Hiring 317

Hiring Survey Quota Revenue 317

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. 70% reduction in data inaccuracy , saving time and effort for reps 1,100+ hours saved from manual data enrichment, allowing sales reps to focus on closing deals.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Anthony Cole Training

MAY 17, 2024

According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries.

Survey 312

Survey Education Consumer Industry 312

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales and Marketing Management

JULY 26, 2021

In fact, a 2020 survey from FlexJobs shows that 51% of respondents said they feel more productive in their home office than at a traditional workplace. The post How to Manage Remote Sales Teams in 2021 appeared first on Sales & Marketing Management.

How To 228

How To Survey Sales Marketing 228

Sales and Marketing Management

JUNE 22, 2020

Author: TIM RIESTERER Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? COVID-19 accelerates expected B2B sales trends. 4 tips for more engaging remote sales presentations.

Face-to-face 246

Face-to-face Call-back Survey Buyer 246

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentive 295

Incentive Incentives Training Channels 295

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. And when outdated, incomplete, and unreliable data meets the rising complexity of modern buyer behaviors, the result is chaos bad data erodes the effectiveness of marketing campaigns, derails sales efforts, and creates inefficiencies across revenue operations.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

FEBRUARY 25, 2021

Is your team going in the same direction as sales development and sales? B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals. In other words, swim lanes are a way to align your sales and marketing teams. Hey, Marketing. What are swim lanes?

Sales Qualified Lead 214

Sales Qualified Lead Marketing Qualified Lead Lead Rank Marketing 214

SBI Growth

JUNE 13, 2024

Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them.

Survey 194

Survey Data Sales Sales Management 194

The Pipeline

OCTOBER 20, 2020

Yet in sales, we want to pretend that we can in fact do that. See for yourself: Take the survey today and have your say about how we prospect through and past the pandemic. No one would expect one to play like the other, or have a similar attitude to the other. Kicking a field goal is not like a touchdown.

Prospecting 298

Prospecting Survey Video Sales 298

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279