Zoominfo

NOVEMBER 29, 2023

Gen Z is made up of folks born between 1997-2012 and is the largest and most diverse generation in American history. Forrester data shows that these generations prefer getting their information from websites, forums, and message boards over the in-person peer conversations of older generations.

B2B 130

B2B Social Media Loyalty B2C 130

Sales Training Connection

OCTOBER 1, 2012

Selling with clinical data. So, today’s medical device sales reps must become skilled in selling with clinical data. Unfortunately too many medical device sales reps do not optimize the use of clinical data during their interactions with medical staff. Selling with clinical data is becoming increasingly important.

Health Care 94

Health Care Data Journal Study 94

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Only you can define what data is needed to analyze your problem. Putting the systems in place to collect the data you need is not easy. Sales organizations are struggling to collect and identify the data they need to be successful.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Score More Sales

JANUARY 11, 2013

One fear that seems to have been put to rest is the fear many SMBs used to have (and larger companies, too) about putting their data in the cloud. Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends. They want to be where their customers are.

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

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Only you can define what data is needed to analyze your problem. Putting the systems in place to collect the data you need is not easy. Sales organizations are struggling to collect and identify the data they need to be successful.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Personalize Compensation Packages.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

Understanding the Sales Force

DECEMBER 13, 2012

And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science). Sales Pipeline (by far the biggest frustration of 2012). Music and Selling (c) Copyright 2012 Dave Kurlan And the last series contains all where I've debunked a famous study or publication covering sales.

Hiring 163

Hiring Compensation Motivation Study 163

Selling Essentials RapidLearning Center

JUNE 15, 2022

And yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making presentations. That said, it’s data that tells an important story.). The researchers examined seller and buyer attitudes toward sales presentations by interviewing separate groups of salespeople and B2B buyers.

Buyer 59

Buyer Journal Survey Research 59

Partners in Excellence

SEPTEMBER 17, 2020

” There were a couple of interesting data points, of the 25 highest value publicly traded companies in the US, only 6 were people of color, none were women. What if we looked at the data? While the data shows compelling results, it’s easy to understand why this happens. And diverse companies at 2.3

Hiring 119

Hiring Government Face-to-face Survey 119

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

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. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection.

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. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. In 2010 and 2012, over half of respondents said capturing new accounts was the primary focus. Why Does Any of This Matter?

Account 189

Account Referrals Sales Qualified Lead Quota 189

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Then Speak.

Marketing 247

Marketing Outbound Inbound Vendor 247

Smooth Sale

DECEMBER 23, 2021

Nicole Garrison is an expert writer of articles, case studies, and marketing, sales, and business development research. ” And there’s plenty of research that I could use to support the title and the two concepts – relationships (including trust) and the use of technology (i.e., data science).

Hiring 78

Hiring Social Media Follow-up Research 78

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

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise. If you don’t have this data, stop and get it.

Strategy 293

Strategy Analysis Quota Resources 293

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. Now, procurement teams are armed with loads of data. Well, they had a fair point. Related: Selling to Savvy Buyers: How to Control the Conversation from Start to Finish. Absolutely not.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Understanding the Sales Force

JULY 20, 2012

Major Accounts - As usual, this article is based on research of big company sales forces, selling to other big companies, and has little to do with what most sales forces look like or face. c) Copyright 2012 Dave Kurlan

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

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. Your are trying to makes sense of the slides of analytical data provided by your marketing operations manager.

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

Zoominfo

AUGUST 9, 2018

ADI also found that automation receives plenty of positive sentiment online, with saving time (30%) and big data analysis (25%) cited most frequently ( source ). billion worldwide in 2019, up from $2 billion in 2012 ( source ). More than 40% of participants said they thought they had already adopted AI-driven marketing ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

Zoominfo

APRIL 16, 2018

It means providing customers with information and data that can help them run their business. Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Look for hacks and restructure your processes to streamline your research. It’s not more product information or product slicks.”. and Forbes.

Journal 171

Journal Influencer Case Study Sports 171

Jonathan Farrington

JANUARY 5, 2013

I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? 2012 will be the year that outbound marketing dies”. “In In 2012, 70% of the sales process will be complete before a sales rep needs to get involved…”.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

SBI Growth

FEBRUARY 21, 2013

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Instead, they will focus on their self-directed research. These provide niche personal data for a few of your readers. Social Sellers know that 57% of the Buyer’s decision occurs before they make contact. But at some point, the Buyer has to make contact.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. December 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Researching competitor actions. 3) Understands Big Data and how to leverage it for insights and organization advancement. The 2013 Number came back from the Board for the VP of Sales. Who do you turn to for help? Regional Sales Leaders? Human Resources? Not a “doer”.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Increase Sales

AUGUST 16, 2012

A recent (July 2012) research report by e-tailing group and MyBuys suggests buyers place greater value in sharing data with retailers than within their social networks especially if it enhances the shopping experience.

Conversion 145

Conversion Retail Buyer Small Business 145

The Pipeline

FEBRUARY 3, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It is true that the economy has had a real impact on leaders ability to properly respond, but there is still room for data driven creative approaches. CNi Rapid Research. Your email address will not be shared. December 2011.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Zoominfo

MARCH 27, 2018

77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). 50% of those surveyed said their company provides customer service via mobile devices, up from 38% in 2012 ( source ). The post 78 Customer Engagement Statistics appeared first on ZoomInfo Blog.

Customer 196

Customer Consumer Channels Customer Service 196

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. 2012 Trending: Significant Transformation for Marketing Groups. Making sense of all the data now available.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

SBI

MARCH 1, 2021

StorySlab is the convergence of UI/UX design, platform, technology, digital media (that typically already exists), and the ability to capture data and provide analytics from what is usually a pretty dark corner of the sales cycle. Sales processes that were easy to instrument were already trending toward being more data-driven.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Pipeliner

MARCH 13, 2020

According to Jay Phillip Parker, chief executive of Douglas Elliman’s Florida brokerage New Yorkers made up the largest share of new residents to Florida in 2017, at almost 64,000 people, compared with 53,000 in 2012, according to census data. Now some of that is attributed to an aging population but Rick Palacios Jr.,

Benefit 98

Benefit Real Estate Survey Decision Maker 98

The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. January 24th, 2012. January 24th, 2012.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. Master Your Data Universe. ” With increased scrutiny of the value being delivered by marketing, CMOs need to dive into their data.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Increase Sales

MAY 21, 2013

Yet job satisfaction continues to allude many individuals as evidenced Manpower study in 2012. These negative feelings confirm other data from this research and mirror what happens when sales people or others fail to demonstrate this sales leadership talent. Enjoyment of one’s job is a necessary sales leadership talent.

Sales Leadership 134

Sales Leadership Small Business Small Business Face-to-face 134