Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

The Sales Hunter

JANUARY 5, 2012

Jan 05, 2012. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Copyright 2012, Mark Hunter “The Sales Hunter.” February 2012.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Score More Sales

AUGUST 6, 2012

Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. These were some of the big findings by the report titled, CSO Insights 2012 Impact of Data Access on Sales performance Report: Why Big Data Should Be a Big Deal for Sales , sponsored by Lattice Engines.

Data 197

Data CRM Survey Study 197

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012]. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

SBI Growth

NOVEMBER 23, 2012

I had a recent conversation with a Sales Rep named Seth. Download a time study tool at this event. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). But how does Content Marketing help the Sales Rep? How does it help them make more money?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). Talking too much or not talking enough. Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

No More Cold Calling

NOVEMBER 26, 2012

In a recent 2010 study of 863 C-suite executives sponsored by the Economist Intelligence Unit , more than two thirds indicated that in-person meetings are imperative, and in the long run, save money. Read both local and national coverage so that you can be knowledgeable and conversant. Comment & Join the Conversation.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

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. Instead, look for what’s in common, and have a conversation about that. Then earn the right for a future conversation by adding value to them.”. Social selling is a misleading term. You must also nurture them.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Sales Hacker

OCTOBER 13, 2022

Study after study shows that the most logical argument in the world doesn’t change people’s minds until emotional elements are also addressed. In 2012, Daniel Pink proposed a new ABCs of selling in his book, To Sell Is Human: Attunement, Buoyancy, and Clarity. Always remember, you’re in the caring-about-people business!

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

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. Related: Selling to Savvy Buyers: How to Control the Conversation from Start to Finish. Well, they had a fair point. Join the discussion: Getting creative in the enterprise procurement process.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

MARCH 28, 2012

Now there is community and conversations all around the topic of Customer Reference. Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study. A lot has changed. What a great area of focus for this year, to work on growing your sales revenues.

B2B 169

B2B Customer Case Study Conference 169

Sales Training Connection

OCTOBER 21, 2013

In a recent Harvard Business Review post Rafi Mohammed reported on an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” ©2012 Sales Horizons, LLC.

Compensation 108

Compensation Study Negotiation Training 108

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. So, said the study, the more confident you appear, the more likely people are to see you as a credible expert.

Journal 59

Journal Face-to-face Study Research 59

Pointclear

OCTOBER 2, 2012

In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”. Be in those online communities offering advice, solving problems, and sharing information.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Sales Training Connection

AUGUST 10, 2012

In a recent Harvard Business Review post Rafi Mohammed reported on an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” ©2012 Sales Horizons, LLC.

Compensation 109

Compensation Study Negotiation Training 109

Selling Essentials RapidLearning Center

APRIL 19, 2022

Here’s how the conversation might continue: Salesperson : “Why do you need to integrate our software into your CRM?”. At this point in the conversation, the buyer is feeling proud of herself, because she’s just delivered a cogent analysis of her position and her brain is flooded with dopamine. Make your own. & Mitchell, J.

Hiring 59

Hiring SalesForce CRM Software 59

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

HeavyHitter Sales

FEBRUARY 22, 2012

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. February 22, 2012. Collectively, this has raised the level of sophistication of the customers we must converse with and sell to. February 2012. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Penetration 112

Penetration Competition Examples Study 112

Pointclear

MAY 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Sales Training Connection

OCTOBER 22, 2012

The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. The studies indicated the factor most important in making a go/no-go decision was the potential for greatness versus what someone had already achieved. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

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. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. 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.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Conversely, if you had raised a pet snake as a child, you probably have a positive mental association. February 2012.

Penetration 138

Penetration Study Decision Maker Software 138

Sales Training Connection

NOVEMBER 28, 2012

As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Studies have found that once one a hospital in an area begins to acquire physician practices, others follow out of concern that referrals from independent physicians will dry up.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

OCTOBER 1, 2012

Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. By using words like I, me, we, and us in presenting the study findings, the third party value is diminished – and the results may even be perceived as biased.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

SEPTEMBER 17, 2012

Recently we came across an interesting post by Steve Martin in the Harvard Business Review that reported on a study about when customers make their final decision on who the winner is going to be. Martin interviewed a 1,000 customers as part of a win-loss analysis study. ©2012 Sales Horizons, LLC. Sales success by half time.

Study 103

Study Sales Cycle Competition Analysis 103

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. However, the study also raises the perennial question, "Are top salespeople born or made?" Conversely, the lesser successful self-made salespeople do not possess this inward drive. Heavy Hitter Sales Blog. Recent Posts. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Gong.io

OCTOBER 18, 2021

Sales pitch example: Drift — a conversational sales and marketing platform — nails “The Problem” in a series of 3 direct, to-the-point slides: . However, what you don’t see from the slide is the actual story we are telling, the conversation we are having with our buyers. The slide is a backdrop for a conversation. ONE BILLION.

Examples 71

Examples ROI Buyer Call-back 71

Sales Hacker

MARCH 29, 2019

In September of 2012, I drove eighteen hours straight through the deserts of New Mexico and Arizona with everything I owned. Have Tough Conversations With Your Boss. Even with all these questions, I never sat down and had an honest conversation with my manager. Study the Success of Others. When would I get another shot?

Strategy 83

Strategy Hiring Call-back Face-to-face 83

The Pipeline

AUGUST 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The experience had left her drained, and she needed to update me, in case Darren decided to take the conversation up a notch and call me. Your email address will not be shared. Sign up for our Email Newsletter. December 2011. April 2011.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Sales Training Connection

AUGUST 3, 2012

In studying what Guanaes achieved, Rosabeth Moss Kanter drew several lessons about how to create major impact in business. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. We translated her insights to the world of sales.

Training 101

Training Study Account Strategy 101

Sales Training Connection

MARCH 26, 2012

but this new study provides some additional points for understanding how to manage millennials: Millennials are more willing to defer to authority than either boomers or Gen Xers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Hiring 114

Hiring Incentives Incentive Compensation 114

Sales Training Connection

NOVEMBER 9, 2012

Ringlemann’s study has been reproduced by many researchers over the years with the same results. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. The phenomenon technically is called Social Loafing.

Engineering 107

Engineering Maximizer Training Study 107

Sales Training Connection

APRIL 9, 2012

Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 120

Health Care Face-to-face Training Resources 120

HeavyHitter Sales

JULY 19, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. « Personality Study of 1,000 Top Salespeople-Harvard Business Review | Main. Conversely, a similar group of people will fall in love with you instantly, say all the right things, but never buy. February 2012. Heavy Hitter Sales Blog.

Penetration 104

Penetration Groups Face-to-face Follow-up 104

Velocify

JANUARY 21, 2013

New study reveals that texting messaging at the right point in the sales process can drive significant conversion gains of up to 328%. In fact, a study just released by Leads360 found that only 2.1% However, texting after contact can help significantly improve conversion rates by more than 100%. Download your copy today.

Leads360 74

Leads360 Sales Process Top of Funnel Study 74