Score More Sales

DECEMBER 16, 2011

Putting the Social Into CRM Predictions for 2012. They cannot do simple reports to determine the cost of a closed deal this year as compared to last year, and they often don’t know what is fully in the pipeline of each of their sales reps. Let’s look at an old definition, the challenges with CRM, and some predictions for 2012.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

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. © MASP - Fotolia.com. What they discovered may be the biggest shock to conventional sales wisdom in some time.

Social Media 134

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

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle.

Data 196

Data Intent Data Intent Customer 196

Score More Sales

DECEMBER 7, 2012

Recently there was a report published on converting B2B sales leads into deals that we blogged about. The study was researched by Leads360. See their post with a bigger version of the graphic here and get the link to the report. They also just created a handy Infographic to go with it, so take a look and enjoy.

Leads360 225

Leads360 Closing Inbound Outbound 225

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

Allego

JANUARY 10, 2023

The founding team realized that traditional sales training was broken. The time was right for agile, on-demand, personalized training that leveraged the strengths of mobile technology and interactive video. Together, we invented a new approach to deliver training, coaching, and content at the moment of need. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

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

No More Cold Calling

AUGUST 23, 2018

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. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. 5 Social Selling Don’ts.

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

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.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. To be professional in any career, you need mentors.

How To 284

How To B2B Intent Inside Sales 284

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video. IT needs to be a partner in this.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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. Sales Training.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Increase Sales

AUGUST 16, 2012

Some sales experts and business consultants have jumped on what appears to be this ever growing wagon train of value creation. This research appears to reinforce the “brand” of the retailer as customer enhancement is directly connected and builds customers’ expectations. Think value proposition statement.

Conversion 145

Conversion Retail Buyer Small Business 145

Score More Sales

JULY 9, 2012

You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you think are going to close. Here are 3 steps to begin to determine if the deal you are reporting is one you can count on as coming to closure soon.

Opportunity 200

Opportunity Report Buyer Pipeline 200

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Sales Training. CNi Rapid Research. Dave Kahle – Sales Training.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. 77% of all Sales Managers reported fewer sales calls in 2012. 77% of all Sales Managers reported fewer sales calls in 2012. Understanding how to train today’s managers to coach requires understanding how your customers buy. Because buying has changed.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

Score More Sales

NOVEMBER 16, 2012

This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. note: you must fill in contact info to get the full report which I think is well worth your effort.). I hope they see this research. The additional 7% apparently cost too much, which I was surprised to learn.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Sales Training. CNi Rapid Research. Dave Kahle – Sales Training.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. As reported in the Wall Street Journal , AztraZeneca, for example, is cutting its U.S.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Increase Sales

DECEMBER 5, 2012

Sales Training Coaching Tip: To raise the performance BAR begins with one’s beliefs. Yesterday I received a research report from Adestra that appears to validate change your words, improve your results when it comes to email marketing campaigns. The use of words is very much an integral aspect of emotional intelligence.

B2B 128

B2B Marketing Campaigns Email Marketing 128

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. Want authenticity?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. You meet him for the first time and he’s done a ton of research. What was the last thing you bought without researching it first on the web? Sales Training. CNi Rapid Research. Dave Kahle – Sales Training.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. The statistics I share below are from SBI''s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. At no cost, an SBI expert will present our most recent full research findings. No direct reports?

Training 51

Training Lead Rank Lead Scoring Referrals 51

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. You can run reports, set up meetings, manage cases and contact information all from your mobile device. Sales Training. CNi Rapid Research. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Sales Training Connection

JUNE 18, 2012

Much has been written about the importance of storytelling to sales success – including eight tips for storytelling we posted in an earlier blog on Sales Training Connection. Make the story make a point – Have well-researched, provocative viewpoints about the story that relate to the customer’s environment. ©2012 Sales Horizons, LLC.

Benefit 136

Benefit Training Relationals Report 136

Increase Sales

NOVEMBER 12, 2012

A recent report by Socialbakers suggested that within the first 30 minutes is when Facebook posts receive half their reach. When compared to a study conducted in October of 2012 by GetResponse , there is a dramatic drop off between Facebook social media marketing and email marketing. Attract attention. Build relationships.

Social Media 139

Social Media Media Marketing Small Business 139

Sales Training Connection

JULY 27, 2012

It’s hard to estimate the percentage of 2011 graduates that found employment in sales because no definitive research has been done on that specific question. But from a recent report by the Sales Education Foundation we do know: 50% of college graduates enter a career in Sales. ©2012 Sales Horizons, LLC. Sales professionals.

Education 98

Education Course Benefit Knowledge Base 98

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales.

Twitter 120

Twitter Account Social Media Media 120

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. Rather, medical device sales reps should leverage research done by a third party through attribution, such as: NIH reported … or Drs.

Health Care 94

Health Care Data Journal Study 94

Lessonly

AUGUST 16, 2021

SAN DIEGO (August 16, 2021) — Seismic , the global leader in sales enablement, today announced it has acquired Lessonly , the training, coaching, and enablement solution, to deliver the world’s most powerful and comprehensive sales enablement platform. of our sellers reported feeling more prepared to sell in a virtual environment.

Sales Enablement 49

Sales Enablement Customer Lead Rank Lead Scoring 49

MTD Sales Training

NOVEMBER 29, 2011

His ideas on today’s buyer are clearly well researched and his modern day sales concepts are backed up with practical examples and his own living proof that they work – Sean “walks his talk” An expert in his field, Sean is also down to earth, personable and appreciative of his audience.” MTD Sales Training.

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Emissary

FEBRUARY 16, 2022

Yet, as far back as 2012, Harvard Business Review declared “The End of Solution Sales.” Through their own experience and access to the internet, tech-buying teams could analyze a problem and research tech solutions on their own. Insight selling can also be used in sales training. What happened to justify this declaration?

B2B 52

B2B Account Hiring Analysis 52

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales.

Twitter 136

Twitter Account Social Media Media 136

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. Charbel, why should leaders care about making training content engaging? We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. Charbel, why should leaders care about making training content engaging? We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52