Sales and Marketing Management

APRIL 28, 2022

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.".

eBook 385

eBook Study Sales Marketing 385

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. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

SBI Growth

DECEMBER 5, 2024

In their recent webinar , Nick Toman, Chief Strategy and Product Officer, and Bryan Kurey, Head of Research, revealed insights from their latest study on commercial efficiency. The culprit lies within the buyer’s experience.

Webinar Metrics 156

Webinar Metrics Study Research Strategy 156

Anthony Cole Training

MAY 12, 2020

It may seem counterintuitive, but countless studies have shown that humans desire what they can't have. In today's blog post, we discuss the technique of going for the "No" early in the sales process.

Sales Process 325

Sales Process Study Hiring Sales 325

SBI Growth

NOVEMBER 14, 2024

This study highlights the revenue enablement methods of top performing organizations and offers a roadmap for organizations to elevate their enablement strategies. Curious to dive deeper into these insights?

Revenue 156

Revenue Webinar Metrics Study Research 156

Sales 2.0

MAY 14, 2020

A couple pieces of research data: Xant (formerly InsideSales.com): in a 2017 study Xant found sales people spend an average of 36.6% Accenture: An Accenture study found roughly similar results, with 15% of a reps time allocated to research. of their time on revenue generating activities. Cost of data digging.

Data 396

Data Enterprise Enterprise Insurance 396

Sales 2.0

JANUARY 14, 2025

Most of us that study Go To Market motions (or whatever jargon you prefer) would consider two calls and two emails a pretty light effort to sell an account. No attempt to set a meeting with the clients to discuss business improvement, be consultative, or do any solution selling.

Collateral 195

Collateral Account Territories Segment 195

Steven Rosen

DECEMBER 25, 2021

Studies show that 92% of New Year’s resolutions never happen and are generally forgotten in the first few days of Jan. The table below is based on The American Society of Training and Development study and outlines the percentage likelihood of achieving a goal. True feelings of success come from within.

How To 358

How To Study Coaching Account 358

Sales and Marketing Management

JULY 7, 2020

Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. More recent studies have revealed that humans have similar reactions to surprise rewards – specifically the anticipation of the reward.

Incentives 394

Incentives Incentive Motivation ACT 394

SBI Growth

MARCH 16, 2022

While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller retention.

Territories 312

Territories Intent Retention Study 312

Pipeliner

JANUARY 25, 2025

Use testimonials or case studies where customers share their own challenges and successes with your product in their own words. These posts act as mini case studies, offering a real glimpse of their quality and versatility. Publish Case Studies to Legitimize Your Claims When it comes to marketing and sales, proof is everything.

Case Study 105

Case Study Customer Social Media Lead Rank 105

Zoominfo

SEPTEMBER 24, 2024

Content Engagement: Monitoring downloads of whitepapers, engagement with case studies, or attendance at webinars. Consideration Stage: If a prospect starts engaging with product comparisons or case studies, this might trigger a notification to the sales team to reach out with a personalized offer or a demo.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

The Pipeline

JULY 21, 2020

Study after study shows that a big frustration for executive buyers is the lack of preparation by sellers they meet. But if your questions are not causing them to think, drill down or push back, you are not engaging, no urgency. Yet when I ask sellers why they avoid tough questions; they tell me they don’t want to be too forward.

Decision Maker 343

Decision Maker Buyer Study Intent 343

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

No More Cold Calling

JANUARY 9, 2020

For example, in a global study of more than 1,000 sales managers, Vantage Point found, “75% of sales managers had fewer than 49% of their salespeople on target.”. Michelle Vazzana at Vantage Point agrees that managers are focused on the wrong thing. million per manager.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Hubspot Sales

OCTOBER 15, 2024

For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Research, and share case studies.

Prospecting 105

Prospecting Case Study Industry Study 105

Janek Performance Group

DECEMBER 24, 2024

Without this, your team members are like students studying to pass a testwho promptly forget everything once the test ends. However, studies show a significant increase in retention when learning is collaborative and, dare we say, enjoyable. A culture of continuous learning shows your team they are valued. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

JULY 31, 2024

In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. When you think about online checkout experiences, odds are retail comes to mind. But over the past several years, digital checkout for B2B has seen an explosion in growth. Namely, checkout problems.

B2B 119

B2B Lead Rank B2C Real Estate 119

Zoominfo

MAY 20, 2021

Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies. A study by MailChimp found that the average email open rate across industries is 21.33%. The above-mentioned study also found that the cross-industry average for hard bounces is 0.40%.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

FEBRUARY 7, 2025

A prospect downloads a competitor comparison chart and begins engaging with high-value case studies. AI recommends industry-specific case studies to buyers based on their role and past engagement, improving relevance and increasing conversion rates. visiting pricing pages, downloading case studies) match purchase readiness.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Pipeliner

JANUARY 16, 2025

Case Studies: Request case studies or detailed accounts of past sales successes to gauge their effectiveness and strategic thinking. He encourages hiring managers to look for quantifiable results, such as revenue growth or successful territory management.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Hubspot Sales

JULY 31, 2024

The Cash Flow Cost Studies reveal that 82% of start-ups fail due to failing to properly manage cash flow. In fact, a recent study by PYMNTS revealed that 95% of tech B2B buyers prefer a fully digital buying experience. What are the costs of accepting offline payment methods like checks? The Cash Flow Cost 2. The Inefficiency Cost 3.

Small Business 105

Small Business Small Business Lead Rank Cold Calling 105

Sales 2.0

SEPTEMBER 18, 2020

Their study looked at 479,140 outbound cadences from nearly 9,000 companies. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

The Pipeline

MAY 11, 2021

There are numerous studies showing the little regard buyers have for material sellers deliver. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. Once you fool yourself, it becomes easy to believe that fooling others is key to success.

Quota 341

Quota Lead Rank Forecasting ROI 341

Vengreso

NOVEMBER 19, 2024

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. The key lies in conducting thorough research into their reputation, customer reviews, and case studies.

Software 115

Software Software Scale Sales Qualified Lead 115

Sales Gravy

JANUARY 16, 2025

Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity.

Coaching 98

Coaching Sports Pivotal Energy 98

Sales Gravy

OCTOBER 10, 2024

Preparation for Handling Objections: Sales professionals should anticipate common objections and prepare responses in advance, similar to bringing a study guide to an exam. Building rapport can help break down their defenses and encourage a more open attitude toward learning.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

MTD Sales Training

JANUARY 28, 2020

4) Use case studies to show your value to others, so they can see your value to them. Create awareness in what your business can do for them during that time. This will reduce the impact of the competition and the very nature of the conversation will attract their focus to you, not the competitor.

Competition 375

Competition Sales Meeting Meeting How To 375

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

Mr. Inside Sales

DECEMBER 23, 2023

3) Invest in, study, and use the scripts in this book. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better. If you don’t change the inside , then the outside won’t change. #3) Remember, if nothing changes, then nothing changes.

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233