Alice Heiman

MAY 19, 2022

Jody Glidden is CEO of Introhive , a customer intelligence software that does discovery research and delivers valuable insights about clients and prospects to your sales team. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects. Click to tweet. About Our Guest.

Face-to-face 136

Face-to-face Software Software LinkedIn 136

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. Research from TOPO supports this. But big data has historically referred to gobs of behavioral data.

Data 196

Data Intent Data Intent Customer 196

Score More Sales

MAY 29, 2013

This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails. Have a multi-faceted approach to reaching buyers – between voice mail, e-mail, direct conversation, Twitter, and/or a handwritten note when applicable. Does your messaging reflect that?

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

AUGUST 6, 2012

82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. Reps are on information overload. ” The Big Data revolution is here.

Data 197

Data CRM Survey Study 197

Score More Sales

JANUARY 11, 2013

IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. It is a document you can give to others in your organization to help support your ideas as a “Pacesetter” (one of the 3 types of people identified by the research).

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Personas are research-based representations of the buyers, and influencers and evaluators of your products or services. I’ve said this in past few posts but want to emphasize: If your company hasn’t done true buyer research, it’s past time to do so.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Corporate Visions

AUGUST 6, 2020

Buyers began doing research, forming opinions, and narrowing their options all on their own. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. Corporate Visions research shows that the primary factor that drives decisions is memory.

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

Allego

JANUARY 10, 2023

Ten years later, our platform has grown from video coaching to a full suite that encompasses AI-powered modern learning , content management, and conversation intelligence. The aha moment happened during a client engagement in 2012, when Mark noticed that the company had purchased iPads for its entire sales force. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Score More Sales

JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. It’s not about who you dialed anymore, or who you researched online – it’s about ACTION. Number of qualified appointments or demos that you set up.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. The primary focus of the conversation is on various aspects of and best practices in B2B selling.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Zoominfo

FEBRUARY 25, 2018

In fact, research shows B2B brands that connect with their buyers on an emotional level earn twice the impact over marketers who are still trying to sell business or functional value ( source ). Conversely, you’ll also lose followers if you don’t post often enough. Posting exclusively about products. Happy Friday! Weekend plans?”

Social Media 147

Social Media Media B2B Marketing 147

The Sales Hunter

FEBRUARY 6, 2012

Feb 06, 2012. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. When researching one of our own books, we spoke to Dr. Jim Harter, Gallup Consulting’s Chief Scientist of Workplace Management and Well-Being. Gallup has asked over 12.5

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

SBI Growth

SEPTEMBER 11, 2013

Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). You can get this download by signing up for SBI’s Sales & Marketing research review here. One core area of focus in the research review is on social selling. Keep the conversation alive by commenting and sharing. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The conversation quickly got around to compelling opening statements in an initial call. CNi Rapid Research. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. April 2011.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Selling Essentials RapidLearning Center

APRIL 19, 2022

Researchers in the Psychology Department at Harvard wondered what went on in people’s brains when they were asked certain kinds of questions – specifically, questions that challenge them to think; that is, to formulate opinions or judge the opinions of others. 2012) Disclosing information about the self is intrinsically rewarding.

Hiring 59

Hiring SalesForce CRM Software 59

The Pipeline

FEBRUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Some of the “propositions” developed by someone in marketing who base the “value” on “primary” and “secondary” research sources, rather than being based on conversation with live clients. December 2011.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Selling Essentials RapidLearning Center

FEBRUARY 16, 2022

What I’d like to present is a research study showing just how incredibly important confidence is in sales, and further, what positive traits customers ascribe to salespeople who come across as confident. Let’s get to that research. What I can tell you today, though, is more interesting than that. Your buyers know that.

Journal 59

Journal Face-to-face Study Research 59

Pointclear

OCTOBER 2, 2012

He adds that there is value in qualified leads where there are not specific timeframes or budgets identified early on: “We actually have found, and our research bears this out, that warm leads often ignored by salespeople represent significant revenue. Purchasers are doing a lot of research before they engage with your company.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Towards the end of that conversation, I was asked how I felt about voice mail, I said I love voice mail, always leave a message, in fact went on to say that if you don’t leave voice mail messages, you should leave the business.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Chances are good they know what solutions are on the market — and have likely done an enormous amount of research on you and your competitors by the time you reach them.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

JUNE 5, 2013

Later in the day, I was able to interview her one-on-one, and found that the three conversations – keynote, smaller group, and then direct gave a great overview of this important storyteller who is a beacon in a sea of business people needing help understanding the care, value, and potential of their networks.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Velocify

FEBRUARY 11, 2013

trillion messages sent worldwide in 2012 [1] , it’s no wonder that sweethearts and marketers alike are flocking to this communication channel, and salespeople are just beginning to understand its value. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. Chances are you began your research online. Make no mistake; it will also result in more opportunities and conversions. Research – Stay up on best practices to make the most of your brand. With that change came concern. I’m dialed into my customers.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

Pointclear

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012: Transformational Change, the New Buyer & Big Data. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. Then Speak.

Marketing 247

Marketing Outbound Inbound Vendor 247

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. But CRM software quickly emerged as a burning issue and I made the comment that some research states 70% of CRM software implementations fail.

CRM 82

CRM Strategy Customer Epiphany 82

Score More Sales

JULY 9, 2012

This means the converse might be true if you have problems in a deal -. What once was a brisk return of phone conversations and emails has turned into a one-sided, nervous conversation. You have no great testimonials or endorsements online or in the industry niche you are serving for potential buyers to research.

Opportunity 200

Opportunity Report Buyer Pipeline 200

SBI Growth

JANUARY 16, 2013

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the Buyer is researching before you enter the picture. All of our client research on this topic at SBI yields the same result. Social Sellers have the ability to transition a virtual conversation to a real opportunity.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Pointclear

JUNE 15, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. Recommendations to Close More Deals in 2012. Jim is seeing a lot of companies lifting off as a result.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Score More Sales

OCTOBER 19, 2012

If you are a seller wanting to grow your sales, visit the blog over the next few weeks as we have extra LinkedIn conversations, interviews, and links to research which will help you grow as a seller. Business opportunities happen all the time. You can do that too. Do these 3 things today: 1.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

SBI Growth

SEPTEMBER 6, 2012

He conducted buyer research and asked his customers what their requirements would be. Steve deployed a Key Account Management program that allowed Caliber to focus on big deal conversions. “We We built a Key Account Sales organization that focused on customer retention first, penetration second and customer conversions third.”.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Score More Sales

MARCH 14, 2012

This is a great way to end a conversation. Without a seller discussing next actions, all our conversations would end about the same way – with the buyer saying, “Well, I’ll think about it and get back to you.”. This is not the way for complex, multi-conversation selling opportunities to progress. QUEUE THE CRICKETS.

Buyer 196

Buyer B2B Call-back Decision Maker 196

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Researching competitor actions. Create / Maintain Sales Infrastructure: 1) CRM Tool Usage and Adoption 2) Focus on Qualified Lead Conversion, Closing Rate, Sales Cycle Length, etc. The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Score More Sales

MAY 16, 2012

Once we were able to see a report on how reps were following up, we encouraged this seller to start picking up the phone and engaging in valuable conversations. Don’t spend selling time researching your dream sales enablement tools. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206