Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Training and learning is an everyday thing for the best salespeople in the world. Sales Training. CNi Rapid Research. February 2012.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

SBI Growth

JULY 23, 2013

SBI’s 7th annual research tour has begun. It is a risk mitigator, branding engine and market research mechanism. On April 18 th 2011, BMW CEO Jim O’Donnell told a group of reporters: “Electric Vehicles won’t work for most people. They are ordering complex market research. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Pipeline

MARCH 6, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts!

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

OCTOBER 14, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. A well-designed technology stack increases your productivity, efficiency, reporting capabilities, and most importantly, revenue.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

The Pipeline

AUGUST 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. You can run reports, set up meetings, manage cases and contact information all from your mobile device. Sales Training. CNi Rapid Research.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

SEPTEMBER 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Copyright © 1996 ~ Updated 2011 ~. This special report may be copied only with permission of the author. September 16th, 2011. February 2012.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

The Pipeline

SEPTEMBER 23, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. I call this myth the “Warrior Delusion” because a lot of cold calling training centers on how to deal with rejection. September 23rd, 2011.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

The Pipeline

APRIL 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. world, we get so-called leads from blogging, social media, videos, eBooks, free reports, press releases, eZines, affiliate traffic, RSS feeds, and email lists.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. August 2010.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

SEPTEMBER 9, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales Training. CNi Rapid Research. Dave Kahle – Sales Training. From The Heart Sales Training Blog. February 2012. January 2012.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Selling Essentials RapidLearning Center

APRIL 7, 2021

Savvy managers are well-acquainted with the tactics that motivate employees — such things as recognition, rewards, access to resources, training and development opportunities, and chances for promotion. Catalytic events: for example, being given resources or training that could trigger higher performance, and. & Kramer, S.

Study 52

Study Motivation Video Research 52

The Pipeline

APRIL 8, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Sales Training Connection

MAY 8, 2013

An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). The report was a summary of the authors’ work on understanding the “clutch player” – that person that consistently performs well under pressure. First let’s just review some of the major insights from the report: 1.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Corporate Visions

APRIL 28, 2019

Does your target report to the CEO or Managing Director? Individuals reporting to the CEO or Managing Director have a significantly higher chance of sitting on the executive committee. Research shows such individuals may think they’re more influential and effective than do their colleagues.

Decision Maker 67

Decision Maker Report Influencer ACT 67

Women Sales Pros

JULY 20, 2018

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles based on research of 6,000 individuals. This research indicates that individuals with a Challenger profile will outperform all other profile types. I also don’t dispute CEB’s research.

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Sales Training Connection

JULY 27, 2012

It’s time for an informal poll of all those 2011 college graduates out there. It’s hard to estimate the percentage of 2011 graduates that found employment in sales because no definitive research has been done on that specific question. One way to advance any discipline is to produce more and better research.

Education 98

Education Course Benefit Knowledge Base 98

Partners in Excellence

JUNE 20, 2022

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. Some research is now showing fewer than 40% of sales people making their quotas (one report shows about 29%). But it seems that revenue is, increasingly, becoming more difficult.

Revenue 98

Revenue Forecasting Resources Face-to-face 98

Sales Training Connection

NOVEMBER 2, 2011

An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). The report was a summary of the authors’ work on understanding the “clutch player” – that person that consistently performs well under pressure. First let’s just review some of the major insights from the report: .

Hiring 93

Hiring Decision Maker Case Study Face-to-face 93

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. SBI''s 7th annual research tour has begun. It is a risk mitigator, branding engine and market research mechanism. On April 18th 2011, BMW CEO Jim O''Donnell told a group of reporters: "Electric Vehicles won''t work for most people.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

DiscoverOrg Sales

DECEMBER 20, 2017

But unless you’re directly working on AI, your ideas of AI likely come from watching IBM Watson beat the Jeopardy world champions in 2011 – or when, in 2016, Google’s AlphaGo defeated a world champion at the ancient Chinese game of Go. ” “We’ll see a faster, smarter, more personalized buyer journey!”

B2B 150

B2B Marketing Data System 150

Velocify

JUNE 13, 2017

As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. To see how your organization’s sales technology stacks up, read the full report.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. The frontline of the buying cycle is research and information gathering. In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. Our research indicates this trend is increasing.

Training 45

Training Buying Cycle Collateral Software 45

Sales and Marketing Management

NOVEMBER 22, 2017

Or you might be new to sales management and you want to be the cool leader by collaborating with your new reports. In 2011, he studied inside sales reps at a North American financial institution and found that they thought more about non-monetary rewards (prizes that didn’t have explicit cash values, such as experiences) than cash rewards.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales Training Connection

NOVEMBER 21, 2011

In a 2011 survey by the Sales Executive Council , the researchers report this interesting trend – “Across the board sales people are getting decreased access to potential customers.” In fact sales people report that time spent in front of customers decreased 26% compared to three years prior. ©2011 Sales Horizons, LLC.

Lead Qualification 79

Lead Qualification Pipeline Lead Rank Lead Scoring 79

Sales Training Connection

JANUARY 6, 2012

billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains. At a strategic level what does this mean for those of us interested in sales and sales training?

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Braveheart Sales

JANUARY 18, 2018

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles (detailed here ) based on research of 6,000 individuals. The research in the book indicates that individuals with a Challenger profile will outperform all other profile types.

Hiring 40

Hiring Ideal Customer Profile Construction Analysis 40

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. © MASP - Fotolia.com. What they discovered may be the biggest shock to conventional sales wisdom in some time.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Pointclear

OCTOBER 11, 2012

Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. He first discusses investing in skills development and references several recent studies: The average marketer receives less than a thousand dollars a year in training.

Outbound 169

Outbound Inbound Telemarketing Education 169

SugarCRM

NOVEMBER 16, 2017

Rebecca Wetteman, VP of Research at Nucleus Research , even says: “It’s less important that you have a 360-degree view of the customer and more important that the customer has a 360-degree view of you,” […] “Whether they touch sales, marketing, or service, customers need to get the same answer, the same tone, the same interaction.”.

CRM 38

CRM Lead Rank Lead Scoring ROI 38

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. " So where does this leave traditional sales training companies.?

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Jonathan Farrington

OCTOBER 26, 2012

Since we started using PipelineDeals in January 2011, our sales volume has increased by 35% and we’ve been able to expand into six additional states.” BOST researched ten different sales CRM solutions. They were the most helpful for the price, the capabilities, and the reporting functions. Accelerated sales growth.

PipelineDeals 43

PipelineDeals Benefit Nonprofit Case Study 43

Insight Demand

MARCH 31, 2017

Thanks to new research, we now understand that our emotional decisions are not irrational or bad. While the science of decision making remains a relatively young science, and more research needs to be done, there are some guidelines that salespeople can use to help buyers make better decisions. 109-255, 2011. [v] v] Bechara, A.,

Transportation 20

Transportation Study Journal System 20

The ROI Guy

JULY 9, 2013

IT purchase processes are ever more complex, with IDC reporting 40% more stakeholders involved in the average purchase decision compared to just 3 years ago (growing from 5 to 7 decision makers per purchase). Not only are more “scrutineers” at the table, but the demographics of the participants have changed. Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

IT purchase processes are ever more complex, with IDC reporting 40% more stakeholders involved in the average purchase decision compared to just 3 years ago. Not only are more scrutineers at the table, but the demographics of the participants have changed. So how well do your sales professionals and channel partners engage with value?

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The Sales Association

JULY 25, 2013

CSC Program Administrator and CLO of DVR Learning, LLC Marcia Gauger states “While training is a key component of this program, it is application and performance that matters. Those who earn CSC report increased sales and customer satisfaction. ► 2011. (20). Join our LinkedIn Group. Join Our Fanpage on Facebook.

Consultative Selling 22

Consultative Selling Media Groups Twitter 22