SBI Growth

AUGUST 31, 2012

The concept of research-based buyer personas gives companies the knowledge and insight to make informed decisions. The process of conducting qualitative in-depth research with buyers is essential to validating assumptions. Check out her annual 2012 Internet Trends presentation - it is a gem. What do you do? What do you do?

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

Pointclear

MARCH 6, 2012

According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. Yet, according to Tony Zambito—who originated the development of buyer personas in 2002—buyer personas are no longer enough.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

The ROI Guy

FEBRUARY 5, 2013

An alarming 43% of today’s enterprise IT investments are not delivering on their business potential , this according to Gartner’s Executive Programs latest research. Perhaps as a result of the poor ROI, the Gartner study indicates that enterprise IT budgets have been flat to negative ever since the dot-com bust of 2002.

ROI 72

ROI Enterprise Enterprise Survey 72

Hubspot Sales

OCTOBER 25, 2018

This brand keeps growing -- its franchise owners saw the average gross sales-by-store increase from $1,072,000 in 2012 to $1,252,000 in 2017. It has invested heavily in market research to provide customers with the best service and experience. Great Clips. Franchise fee : $20,000. Initial investment : $136,900 to $258,250. Mathnasium.

Opportunity 143

Opportunity Real Estate Sports Loyalty 143

No More Cold Calling

JUNE 10, 2021

So, I did my “feet on the street” research. By 2002-2003, people were continually asking if I had a book. I developed an online program in 2012. (I My entire career had been sales and sales management, and my best business had always come from referrals. I had the germ of an idea, but I needed to validate it.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Sales Hacker Training

MAY 8, 2020

Since 2012 I’ve closed over $160 million dollars in SaaS revenue, and I did most of that by doing multiple deals that were over $50 million dollars. This is more or less a representation of my numbers, my attainment every year since I started back in 2002. A little bit about me. I did that within two different roles. .”

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

LeadFuze

AUGUST 5, 2021

A former economist, Heather traded the world of academia and research for tech startups in 2012 after moving back to the Bay Area after completing economic development projects in Egypt. Excellently researched with graphs, infographics and highly useable content. Research Reveals Why Salespeople Lose Deals. Sales Engine.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98