Zoominfo

NOVEMBER 29, 2023

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. While each generation brings its own set of preferences, demands, and expectations to the market, the report shows that younger buyers are much more likely to voice their dissatisfaction than previous generations.

B2B 130

B2B Social Media Loyalty B2C 130

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. d. Commission and performance reports. offerings in 2011? capability in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

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. About every customer being a reporter, and every reporter being a customer. © MASP - Fotolia.com.

Social Media 134

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

Selling Essentials RapidLearning Center

AUGUST 15, 2023

You have a meeting scheduled with a key customer the following Tuesday, where you want to present an analytical report. So you tell the employee who’s finalizing the report — let’s call him Jim — that he needs to e-mail it to you by end of day on Monday. But he’s not worried – “end of day” is midnight.

Guidelines 98

Guidelines Negotiation Report Journal 98

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

Sales and Marketing Management

AUGUST 26, 2012

Issue Date: 2012-08-27. Teaser: It’s no surprise that many recent surveys of sales executives and sales reps report an overwhelming majority of marketing-generated leads are not being followed up because quality is perceived to be poor. Author: Dan McDade. read more

Marketing Qualified Lead 228

Marketing Qualified Lead Leads Survey Report 228

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1.

ROI 79

ROI Vendor Survey Proposal 79

SBI

DECEMBER 8, 2020

In my 2011 “Guide to Business Building Tools for Salesforce Users” I reported that Salesforce had reached $2B in revenue. In 2012, Smart Selling Tools ran a sweepstakes – the first and only sweepstakes of its kind to-date – to give away $100,000 of sales software licenses. 2021 will be a pivotal year for many companies.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

The ROI Guy

MAY 25, 2012

Quick on the heels of a similar study , Gartner reports that CFOs are large, and in charge of technology investments, continuing to increase their control over IT decision making over the past 12 months. Additional information is in the Gartner report "Top 10 Findings from 2012 Gartner FEI CFO Technology Study" available at [link].

Report 82

Report Survey Influencer Study 82

Understanding the Sales Force

JULY 24, 2012

The answers that are most often reported become best practices. Creating, reading and distributing reports. If sales managers report to you, how difficult will it be to get your sales managers to make that change? c) Copyright 2012 Dave Kurlan Putting out fires. Closing deals for salespeople.

Sales Management 276

Sales Management Webinar Metrics Distribution Report 276

Score More Sales

JANUARY 11, 2013

IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. In future posts well be talking about the four market-drivers identified by the Tech Trends report: Mobile technology – to increase customer reach and interaction. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

Awarathon

AUGUST 24, 2023

Here are some well-known names: SAP Twilio Zoom Check Point Second Nature’s Features: AI sales training Sales certificates Gamified challenges Reports and analytics Slide presentation simulation Built-in LMS or Integrate with yours Quantified Quantified was founded in 2012 it provides sales simulation and sales coaching using artificial persona.

Software 52

Software Software Training Lead Rank 52

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

Score More Sales

AUGUST 6, 2012

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. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study.

Data 197

Data CRM Survey Study 197

SBI

OCTOBER 10, 2017

The past five years have seen rapid growth in MarTech with the number of MarTech applications rising from 350 in 2012 to more than 5 ,000 in 2017[1]. Preliminary findings will be available by the time of the conference, with a final report expected in mid-November. You’ll receive a copy of the final report at no charge.

Survey 139

Survey Sales Enablement Trends Conference 139

No More Cold Calling

JANUARY 24, 2013

When considering another person in the world, on average, a friend of your friend knows a friend of their friend,” reports the Facebook study. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch with your social network just got even more important.

Referrals 243

Referrals Airlines Social Media Networking 243

Jonathan Farrington

DECEMBER 29, 2012

I began 2012 - as I do any and every year - with optimism and a “cunning plan” I tend to believe that 80% of any success we enjoy is down to the planning stage, and there is no greater satisfaction than to witness a well thought out strategy being fully realized.

Competition 35

Competition Report Groups Objections 35

Score More Sales

FEBRUARY 7, 2013

An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from. There are too many tools that can help streamline your systems and processes to not be looking into them. Is your company one of them? What are you waiting for?

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. 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

Score More Sales

DECEMBER 10, 2012

Pull your value proposition into the message – “many of our clients have looked for ideas on ways to reduce costs / streamline reporting [etc.] Be brief – 30 seconds is a good rule of thumb. No more than 45. One of our recent clients was able to see a 30% reduction……”. Create up to 5 unique voice mail messages you can use in sequence.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

Understanding the Sales Force

JANUARY 7, 2013

Suppose for example that you currently have your salespeople reporting the # of new conversations, # of new meetings scheduled and # of qualified opportunities. c) Copyright 2012 Dave Kurlan How can you tighten up your metrics? You can tighten them up by insert "targeted". Tighter is sweeter. (c)

Sales Qualified Lead 186

Sales Qualified Lead Leads Marketing Qualified Lead Forecasting 186

Score More Sales

APRIL 19, 2013

In my case, I am feeling bad for people I don’t know, and my mind is working overtime with all sorts of stressful feelings due to media reporting and social networks. Know that you are not doing the company any good with eyes glazed and your mind elsewhere. When I turn them off, I can get work accomplished.

How To 237

How To Outbound Engineering B2B 237

Understanding the Sales Force

OCTOBER 4, 2013

I''ll share the results of their own validation: They conducted a 7-day pilot in April of 2012 and hired 23 salespeople. They reported that 9 of the 10 they hired that were not recommended all failed, and that 12 of the 13 they recommended succeeded. Our assessment recommended 13 of them, and did not recommend 10.

Hiring 260

Hiring Licensing System Consumer 260

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. ” Among positive developments, Rich sees are organizational mashups: “I would say that, with about 25% of the major tech vendors, field marketing reports into sales—an organizational mashup that has been forced by the C-level.” Then Speak.

Marketing 247

Marketing Outbound Inbound Vendor 247

SBI Growth

DECEMBER 13, 2012

The KPMG report describes the new HR metrics needed across the enterprise. They only report history and offer little predictive insight to make course corrections. Finish up 2012 with your current metrics and then implement a clean slate for 2013. Rethinking Human Resources in a Changing World. Old World - Old Numbers.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

HeavyHitter Sales

FEBRUARY 23, 2013

It’s a phenomenal success story and 2012 annual revenues were up 63%. Cornerstone OnDemand’s Software-as-a-Service provides a simple, user-friendly interface with advanced reporting and analytics features.”.   Akamai www.akamai.com - Akamai closed out 2012 with record results on both the top and bottom line. Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. The IBM Marketing Trends Report calls it “the hottest new role” in marketing : Director of Marketing Data. But big data has historically referred to gobs of behavioral data. As customers , we got used to the big-data treatment – fast. Get up to speed on Intent data.

Data 196

Data Intent Data Intent Customer 196

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. percent more than the 1,214 departures announced through all of 2012.” Your plan must be aligned with their expectations. There were “1,246 CEO changes in 2013, 2.6 Ask Yourself Two Questions.

Remedy 281

Remedy Hiring Margin Guarantee 281

The Sales Hunter

NOVEMBER 6, 2012

One of the best examples I can think of is expense reports. For many salespeople, doing expense reports on time and accurately is a real problem. Copyright 2012, Mark Hunter “The Sales Hunter.” Pick something and then set the new expectation. ” Sales Motivation Blog.

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

DECEMBER 18, 2012

The typical rush of meetings and reports just seems to go into suspended animation. Copyright 2012, Mark Hunter “The Sales Hunter.” I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. ” Sales Motivation Blog.

Prospecting 233

Prospecting Call-back Vendor Report 233

Score More Sales

JUNE 2, 2012

This is the start of a new weekend series of blog posts on books we have read and recommend to help you gain sales knowledge in an easy to read, executive summary style report. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Not all books we review fall into this “must read” category.

Lead Rank 191

Lead Rank Lead Scoring Outbound System 191

Score More Sales

APRIL 30, 2013

So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Salespeople tend to not embrace CRM when it is complicated, unwieldy, and slows them down. They think it is simply for management’s benefit. Get them involved from the beginning so that you have their buy-in.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. Through IBM I learned: You can increase productivity by 20-25% .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Corporate Visions

AUGUST 6, 2020

In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. And Gartner reports that when B2B buyers are considering a purchase, they spend only 17 percent of their time meeting with potential suppliers. Then, several years ago, it all started to change.

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

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].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183