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The Worst Sales Call of 2012

Sales Benchmark Index

In 2012 our consultants attended 438 live sales calls. Our research shows that real estate developers chose who to bank with based on how long it takes for loans to get approved. Two weeks ago, we participated in the worst sales call of the year. thought I would share this story with you. hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working. We asked the EVP which rep best represented the model. Erick is our test case.

Top Sales Books To Read in 2012

Fill the Funnel

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. ” These are some of the common quotes heard early on in the research done by authors Chip and Dan Heath into change. © MASP - Fotolia.com.

[Video] Savvy Salespeople Do Prospect Research

Jill Konrath's Fresh Sales Strategies Blog

Prior to meeting, they've often researched your company. Question: How much prospect research do you do when working on a sales opportunity? Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you're selling? There's a good reason for it. They've been online doing their homework. They know about your products & services. Seriously.

“Our Research Indicates …”

Jonathan Farrington

But research by our team in CEB’s Sales practice suggests that the best ones operate quite differently today: They facilitate idea exchange across their teams, use collective brainstorming to figure out how to unstick stuck deals, and borrow effective approaches to talent management and rep development from peers in other areas of the business. Tomorrow, the third “issue” It would appear, that through more “extensive research” CEB have discovered that the days of the “lone ranger” salesperson are over! ” For goodness sake! By whom? Where?

Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Don’t forget free tools like Google Alerts and Twitter for research.

My 2012 ASTD Conference Visit and (Downloadable) Presentation

Dave Stein's Blog

Monday I attended and presented at ASTD’s (American Society of Training and Development) 2012 International Conference and Exposition. Thanks to Mike Galvin for inviting me to contribute to the Sales Enablement track. Another smart guy. learned a lot just from talking with smart sales training buyers and sellers during the course of the day.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. courtesy of InsideView. Here are three simple ideas to help you get started. 1. Read it. Do general search on the web.

PowerPoint In Your Pocket – SlideShark Now On iPhone

Fill the Funnel

Original article: PowerPoint In Your Pocket – SlideShark Now On iPhone ©2012 Fill the Funnel. 20 Web Tools 2012 Presentation Tools Web Tools iPhone powerpoint SlideSharkBrainshark announced early this morning the immediate availability of the free SlideShark iPhone App. SlideShark for iPhone now available here. Set auto-play with looping for self-running presentations.

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

Here is an update on what’s coming from ESR over the next few months: Research on Negotiation. Research shows most employees have 200-300 active business connections that could be used by sales people to help open doors, but which are sitting untouched in contact lists and mailboxes. During this one-hour webinar, ES Research Group, Inc. Click here to take survey.

Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

Close Deals Faster - Save time researching sales leads and businesses. Original article: Small Business Sales Prospecting Just Got Much Easier ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools Jigsaw Radius sales intelligence small business smb social web tooleconomy – that is currently underserved.” small business. ”   Miles Austin. All Rights Reserved.

7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. The research you are doing is really good stuff, even if it never results in a sale.  At least that’s what you tell yourself. 4. 2012 is right around the corner. to “7 Things Salespeople Should NOT do in 2012” Leave a Comment. About.

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research.  In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). In this morning’s email I received the following unsolicited email with at least four marketing mistakes because of poor research. May 2012 Be a Year Filled with.

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research.  The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity.  In the book Buyology by Martin Lindstrom he shared a wealth of brain research specific to how the brain works within the buying decision process.  Sales brain research business to business networking buying decision process increase sales mobile relationship management

Get on the Podium in 2012

Steven Rosen

Based on SEC research, managers consistently underperform in the area of sales coaching. guess you are doomed not to climb the stairs to the podium in 2012. To become a great coach and get to the podium in 2012 you may want to consider the Focused Coaching Program. Once upon a time, all sales managers were sales people. What sales management activity drives sales performance?

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Mary Meeker 2012: Mobile’s Hypertrajectory and the Re-imagining of Everything

Brian Vellmure

KPCB Internet Trends 2012. All Posts Future & Innovation disruption future innovation internet mary meeker research technology trendsMary Meeker delivered her increasingly famous annual internet trends report and analysis this morning at the D10 Conference. Below are the highlights. The impressive 112 page deck is below. Mobile’s Hyper Trajectory – still with room to grow. Tablet Growth Exponential. iPhone set new records, Android Smartphones growing exponentially faster. Re-imagining EVERYTHING. Global Economy – Consumer Confidence. USA Marketplace.

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

(Note:  This post was updated on February 14, 2012.). Through this formal research, ESR provides a unique perspective and authoritative advice to corporations evaluating sales training company alternatives. I’m only highlighting a partial list of names for each category.  2012 — ES Research Group, Inc. — All Rights Reserved. We see it all the time.  Innovation. Imparta.

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

(Note:  This post was updated on February 14, 2012.). Through this formal research, ESR provides a unique perspective and authoritative advice to corporations evaluating sales training company alternatives. I’m only highlighting a partial list of names for each category.  2012 — ES Research Group, Inc. — All Rights Reserved. We see it all the time.  Innovation. Imparta.

Achieve Greater Sales Success in 2012

Anthony Cole Training

Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. What are the key focus areas for sales success in 2012? In the research we do prior to engaging with a new client we find the following: 1. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Fix Your Problem Now.

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Important New Research on Customer Loyalty

Jill Konrath's Fresh Sales Strategies Blog

It's devastating when you lose a long-term customer to a competitor. It’s even worse when you’ve been there for them, consistently providing top-notch service for years. You feel betrayed by their lack of loyalty. Plus, you’re ticked off at your own company too. You did everything possible, but they didn’t give you a good enough price to compete effectively.

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. One great thing about this time of year is the research done by others to help you kick-start your year.  B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012

Taking the lead with lead quality insights

Leads360

This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. Not all leads are equal, but too often we treat them that way. How significant are the findings? With the high cost of generating and responding to leads, the ability to recognize quality leads can make a big difference in the bottom line.

Top Sales Books to Read in 2013

Fill the Funnel

consists of books that were published between October 2011 and December 2012. If you are interested in reviewing the entire selection of books on Sales, I recommend the website:   Top Sales Books  as the place to begin or even last years Top Sales Books to Read in 2012. We lost one of my all time sales and motivational guru’s at the end of 2012 – Zig Ziglar.

Is Solution Selling Dead or Is It Just Misunderstood?

Dave Stein's Blog

Note: SPI subscribes to ES Research Group’s research.). I’ve been keeping up with the attacks on solution selling during the past few years. My July/August column in Sales and Marketing Management magazine sheds some light on both modes of solution selling, and why there may be a misunderstanding out there in the sales training community.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

As we conduct research across 19 different industries, patterns emerge. They do research online and are less inclined to agree to a F2F appointment. Without researching how customers make a purchase decision, your sales force could be misaligned. And yet, as we conduct our research, we still see companies who pretend otherwise. Think of this article as a holiday gift.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Some of these tasks, like creating proposals, sending and responding to emails, and conducting pre-call research are recognized by reps as valuable expenditures of their time because they result in sales. I was recently reminded of two very important and strategically crucial data points while attending Sales2.0. Nevertheless, it’s the double-edged “bad news, good news” thing. Here’s why.

Top 10 Marketing Trends for 2012 - Think customers: The 1to1 Blog

The 1to1 Media Blog

GfK Research. Topic: Top 10 Marketing Trends for 2012. Top 10 Marketing Trends for 2012. Dave Frankland of Forrester Research recently called the tight budgets were seeing "post-recession austerity." I look for this trend to continue in 2012 as marketers continue to face tight budgets and increased demand to show ROI. By Guest Blogger on February 14 2012 02:00 PM. Whats Trending for Marketing in 2012. Top 10 Marketing Trends for 2012. Top 10 Marketing Trends for 2012. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. Webinars.

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How Social Technologies Contribute to a Better Customer Experience

Brian Vellmure

Each year, Forrester Research compiles their Customer Experience Index , where consumers are asked about their preferences and experiences with brands. Other research suggests that growing numbers of senior executives and boards are placing customer experience as a top strategic priority. technology priority for 2012, according to a global survey of CIOs by Gartner, Inc.’s

New Inside Sales Research: Lead Generation Metrics & Sales Compensation

The Sales Insider

Research specifically reflecting the behavior and trends within inside sales organizations is a rare commodity.  One organization that has been conducting focused research on our industry since 2007 is The Bridge Group, based in Hudson, MA.  Demand Generation Inside Sales Inside Sales Best Practices Inside Sales Thought Leaders Inside Sales Tips Lead Generation inside sales industry inside sales research Matt Bertuzzi sales compensation the bridge groupThis consulting firm has Read more.

Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 1. 2012 will the be the year where the adoption of these sites gathers momentum and this will snowball as more and more success stories are made “public” and the return on investment finally filters through. 3.

Why Are Deals Stalling and What Can You Do About It?

Dave Stein's Blog

John O’Gorman and Ray Collis are directors of The ASG Group, an organization ESR Research recently recognized as being among the global leaders in selling to professional buyers. The ASG Group subscribes to ESR’s research.) asked John and Ray if I could interview them about this very relevant topic.  Here is the interview. Dave Stein: Why are deals getting stalled?

Why Are Deals Stalling and What Can You Do About It?

Dave Stein's Blog

John O’Gorman and Ray Collis are directors of The ASG Group, an organization ESR Research recently recognized as being among the global leaders in selling to professional buyers. The ASG Group subscribes to ESR’s research.) asked John and Ray if I could interview them about this very relevant topic.  Here is the interview. Dave Stein: Why are deals getting stalled?

Is Solution Selling Dead or Is It Just Misunderstood?

Dave Stein's Blog

Note: SPI subscribes to ES Research Group’s research.). I’ve been keeping up with the attacks on solution selling during the past few years. My July/August column in Sales and Marketing Management magazine sheds some light on both modes of solution selling, and why there may be a misunderstanding out there in the sales training community.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

When this happens, Sales has two choices: they can either call and qualify the prospect for suitability over the phone, or they can conduct the research necessary to determine suitability via online services like OneSource. Tweet Sales-ready leads. Marketers, as we all know and understand, are responsible for many critical business tasks. This seems like an ideal situation!

Outselling a Price Slasher

Dave Stein's Blog

Competition Methodology Opportunity Management Research Sales Enablement Sales Strategy Sales TacticsI’ve been getting emails recently from salesreps and managers asking me to provide advice on how to overcome competitors who slash prices to win. Early in evaluation cycles prospects may say that price is a consideration, but not first on their list. We’ve all seen it happen.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With the Inside Sales industry (often referred to now, as “remote selling”) growing at the speed-of-light, more and more research is available to help sales leaders identify and adopt best practices.  Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. Anneke Seley).

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. The internet and social media in particular are now your buyers’ best friends, as it puts them in control of the modern day sales process, so what are you doing to redress this balance of power? Happy Selling!

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

In recent qualitative research I have conducted, I am noticing a shift from education thinking to insight thinking. To some, it is becoming a chore to research. If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Turn off the fire hose please!

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Warning: Sales Tips are Hazardous to Your Wealth

Dave Stein's Blog

So why, according to ongoing research, do only 50 to 60% of B2B salespeople make quota? In the case of sales tips, a little knowledge is a dangerous thing. How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the number of available resources out there offers any indication, a whole lot of them. Same answer: a lot.

Warning: Sales Tips are Hazardous to Your Wealth

Dave Stein's Blog

So why, according to ongoing research, do only 50 to 60% of B2B salespeople make quota? In the case of sales tips, a little knowledge is a dangerous thing. How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the number of available resources out there offers any indication, a whole lot of them. Same answer: a lot.

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

March 9, 2012. January 25, 2012 By brianvellmure 20 Comments. In the 2012 edition, released this week, we see who the general population views as credible spokespeople – people they can trust. 2012 Edelman Trust Barometer: Global Deck. Constellation Research Blog. Posts. Comments. Topics. All Posts. Customer Experience, Acquisition, and Retention. Resources.

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