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

Sales and Marketing Management

MARCH 17, 2025

According to a study headed by Yuan Zou while she was assistant professor of business administration at Harvard Business School, when a company exchanged a less inclusive CEO for one who brought others into conversations, the firms stock market value increased the year after.

Study 120

Study Conversion Marketing Company 120

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

Understanding the Sales Force

OCTOBER 25, 2024

The only science in this Success Magazine article comes from one of two studies the article references but the article itself doesn’t have any of sales or science in it. Let’s begin with the parameters of their “study.” In summary, this article was nothing more than a few bad ideas strung together. They failed.

Telemarketing 173

Telemarketing Compensation Study Sales Coaching 173

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

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

Force Management

APRIL 3, 2025

Read the full Patra-Force Management Case Study here. One year into the partnership, Patra realized outcomes including a 143% increase in win rate, a 48% increase in Average Deal Size, more bookings, and faster times-to-close. Lets look at how Patra found success and their approach to these three key areas:

Case Study 101

Case Study Insurance Insurance Study 101

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

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

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

RAIN Group

OCTOBER 30, 2024

In a recent study from the RAIN Group Center for Sales Research, only 33% of respondents rated their sales training as extremely or very effective, indicating a significant gap for most organizations. There's no room for improvisation when it comes to sales training. 1 However, some organizations still get training right.

Training 84

Training Study Groups Research 84

No More Cold Calling

JULY 25, 2024

In his book, Outliers: The Story of Success , he references a study by K. (Image attribution: Frans van Heerden ) Practice Makes Rainmakers As Malcolm Gladwell says, “Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.”

Referrals 334

Referrals Cold Calling Coaching Incentive 334

Understanding the Sales Force

SEPTEMBER 22, 2022

Revealing Study of Salespeople Makes News at HBR Another HBR Article on Sales Leaves Me with Mixed Feelings Top 10 Questions for Salespeople to Ask and Stay Away From What Customers Expect From Your Salespeople and More HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Selling Skills 257

Selling Skills Hiring Study Sales Process 257