Sales and Marketing Management

JUNE 8, 2017

Nearly half of all buyers surveyed by the Society for Incentive Travel Excellence (SITE) say that budgets have increased, and 60 percent of buyers report they plan to increase the number of people eligible for incentive travel awards in 2017. firms spend over $14B annually on incentive travel.  Planners view “flawless execution” as the No.

Travel 205

Travel Incentives Incentive Lead Rank 205

The Sales Hunter

NOVEMBER 15, 2011

Nov 15, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” Related posts: Professional Selling Skills: Survey Results Regarding the Part of the Sales Process Most Disliked. Professional Selling Skills: Survey Results Regarding Rating Your Selling Skills. December 2011. November 2011.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

SBI

OCTOBER 14, 2011

Yesterday, Xobni, who recently released a new product suite called Smartr, announced the results from two online surveys conducted on its behalf in July & August 2011 by Harris Interactive. Yet, nearly half of those surveyed still keep a paper address book.

Survey 73

Survey Networking Twitter Facebook 73

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

Social Media 223

Social Media Media B2B Decision Maker 223

The Sales Hunter

NOVEMBER 22, 2011

Nov 22, 2011. And don’t forget to cast your opinion in our quick and easy annual sales survey. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Understanding the Sales Force

JANUARY 26, 2012

Understanding the Sales Force by Dave Kurlan If you have been reading this Blog for a while, then you may remember my requests during the last half of 2011 to complete a survey for my Trust Project. Every woman that completed the survey has been the victim of a sales scam! c) Copyright 2011 Dave Kurlan

Hiring 192

Hiring Insurance Insurance Survey 192

The ROI Guy

DECEMBER 23, 2010

Thursday, December 23, 2010 CIO Priorities for 2011 Indicate Continued Frugalnomics Focus According to a survey from the National Association of State Chief Information Officers (NASCIO), there has not been much to cheer about this holiday season as a public sector CIO. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Social Media Face-to-face Survey 40

The Sales Hunter

DECEMBER 1, 2011

Dec 01, 2011. Haven’t taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Contact Mark.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

NOVEMBER 26, 2011

Nov 26, 2011. Haven’t taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Contact Mark.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 9, 2012

Although the fear of speaking in public ranks ahead of death, flying, heights, and snakes in surveys, this fear can be controlled. Copyright 2011 Marjorie Brody. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

No More Cold Calling

MAY 27, 2014

A 2011 survey from InsideSales.com shows that, for inquiries submitted on the Web, 78 percent of deals went to the first companies that responded. Buyers value speed, which means salespeople must always be prepared to move quickly when opportunities arise. Yet, 35 to 63 percent of companies failed to respond at all.

Buyer 277

Buyer Social Media Small Business Small Business 277

Selling Essentials RapidLearning Center

MAY 19, 2021

Debra Truitt, a researcher at the University of Salisbury in Maryland, investigated the relationship between training and perceived proficiency by surveying 240 employees at three businesses and an academic institution. 2011) The Effect of Training and Development on Employee Attitude as It Relates to Attitude and Work Proficiency.

Study 52

Study Coaching Training Sage 52

The Pipeline

APRIL 8, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Perform surveys, organize a focus group, and gain any amount of REAL consumer data. April 8th, 2011. April 8th, 2011. April 8th, 2011.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Sales Hunter

DECEMBER 6, 2011

Dec 06, 2011. Have you taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Contact Mark.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

DECEMBER 19, 2011

Dec 19, 2011. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Jeffrey Gitomer

FEBRUARY 17, 2011

Gitomer | February 17, 2011 | Leave a Comment. Survey your people, survey your customers, survey your vendors – get monthly (anonymous) feedback. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Tell jokes.

Hiring 224

Hiring Social Media Loyalty Policies 224

SBI Growth

JULY 7, 2013

In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. SBI advocates both customer and prospect surveys and interviews. Two years have passed since the SEC published its Customer Purchase Decision Timeline study. Today, that number has increased to 65%. And the trend continues.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The Death of a Salesman? The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

Increase Sales

OCTOBER 24, 2011

A recent survey by Chief Marketer indicated from 2010 to 2011 the integration of social marketing campaigns into the overall marketing had increased from 64% in 2010 to 73% in 2011. Forty-five percent had increased budgets within this same time frame and the average budget expenditure was $166,000. Build the Relationship.

Social Media 153

Social Media Marketing B2C Media 153

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” And has the data changed since 2011’s groundbreaking study? A 2017 CallHippo survey looked at 24 weeks of data across thousands of companies and found Wednesdays and Thursdays are still the best days to call prospects. Follow-Up Sales Call.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Increase Sales

JANUARY 10, 2012

Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Surveys from AirPlus reaffirm that human beings are human and are wired for personal, face to face interactions. has become quite prevalent.

Face-to-face 118

Face-to-face Meeting Social Media Survey 118

Fill the Funnel

DECEMBER 30, 2010

.” If your response to any of the questions in the first line were negative, what are you planning to change to get things going in the right direction in 2011? ” There were 63 responses to the survey. ” There were 63 responses to the survey. The following is the breakdown of those responses: Overall Results.

Survey 92

Survey Funnel Top of Funnel Follow-up 92

BrainShark

MAY 18, 2010

This 2011 Sharkie winner from Franklin Templeton Investments gives a financial market recap and forecasts a plan for the future decade in the financial industry.

Survey 48

Survey Marketing Forecasting Industry 48

Velocify

FEBRUARY 11, 2013

2] AT&T Text Messaging Survey, The Role of Texting in Dating, 2008. [3] 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. Download the full Leads360 report, Text Messaging for Better Sales Conversion , and learn more about how to use text messaging effectively in the selling process. [1]

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Increase Sales

AUGUST 15, 2014

In 2011, America Online and Salary.com conducted a survey that revealed the average worker wasted 2.09hour per 8 hour workday. This adds up to one hour per week or 52 hours per year. Time management studies suggest the wasted time that being unproductive time is closer to one hour per work day.

Small Business 134

Small Business Small Business Salary Coaching 134

SBI Growth

FEBRUARY 2, 2013

Inside Sales within the US has grown 24% since 2011. 71% of all companies surveyed in 2012 stated they will expand inside sales in the next year. That’s because these examples represent sales processes that are typically more complex. If you think your products or services are too complex for Inside Sales, think again. That’s dead.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

Zoominfo

MARCH 27, 2018

15% of companies surveyed say more than 25% of customer service inquiries are initiated over social channels ( source ). 50% of those surveyed said their company provides customer service via mobile devices, up from 38% in 2012 ( source ). Successful Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

Jonathan Farrington

DECEMBER 20, 2011

My Personal Favourite Post of 2011 – A Lesson in Persistence from a “Bird Brain” Published by Jonathan Farrington at 3:06 am under General. A recent survey carried out by The Results Corporation PLC discovered: * 22% of prospects buy after the second “No”. * Isn’t that obvious? It’s persistence! 2 responses so far.

Study 34

Study Call-back Follow-up Retention 34

HeavyHitter Sales

JULY 1, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Understand Why You Lose Deals: The Martin Curve » July 01, 2011. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL!

Study 163

Study Lead Rank Lead Scoring Penetration 163

Sales and Marketing Management

JULY 26, 2017

Software is eating the world,” stated Marc Andreessen in a 2011 Wall Street Journal article. With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point?

Incentives 209

Incentives Incentive Retail Loyalty 209

Steven Rosen

MARCH 4, 2011

The survey says…. The 2011 Canadian Pharmaceutical Sales Manager Survey found that 84% of respondents felt that business planning/acumen was an important responsibility of the sales manager and 67% agreed that their organization put a high level of importance on business planning.

Pharmaceuticals 120

Pharmaceuticals Territories Survey Sales Management 120

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. Leading others — 21 percent.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

No More Cold Calling

MARCH 18, 2011

And yet, only 44% of firms responding to our 2011 Sales Performance Optimization survey have a formal definition agreed upon by both sales and marketing. These leads being higher quality and lower cost than sales generated leads, Yes! Everyone pulling in the same direction, “Yeah baby, that’s what I’m talkin’ about!”.

Sales Qualified Lead 253

Sales Qualified Lead Marketing Qualified Lead Leads Lead Generation 253

Pointclear

FEBRUARY 26, 2013

Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance." But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale.

Closing 198

Closing Face-to-face Workbooks Conference 198

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Increase Sales

MARCH 21, 2012

The first one populated a lot of blogs following the dissemination of outcomes of a Forrester Consulting survey compiled for Facebook in December 2011 to evaluate how marketing leaders are building brands in the connected world.

Top of Funnel 135

Top of Funnel Social Media Funnel Facebook 135

HeavyHitter Sales

JANUARY 29, 2012

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. The objective could be to be granted a follow-on meeting, have the customer start a product evaluation, receive approval to conduct a site survey, or negotiate final purchase terms. Categories.

Closing 110

Closing Penetration Call-back Positioning 110