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. To better manage spending and risk, finance is playing a more active role in most purchase decisions, this according to a recent study by CFO Magazine. corporate executives.

ROI 79

ROI Vendor Survey Proposal 79

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. At this critical stage, defining the vision for the project, most buyers are researching options on their own, and not involving sales in the process. Serious budget constraints make even high ROI projects hard to get approved.

Case Study 70

Case Study Comparison Decision Maker ROI 70

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. 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. You can download the study here.

Data 197

Data CRM Survey Study 197

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

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

Selling Essentials RapidLearning Center

JUNE 15, 2022

And yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making presentations. A study by marketing professors at three universities — North Alabama, Memphis and Mississippi — confirms these findings. Question: Should salespeople be product-oriented, or customer-oriented?

Buyer 59

Buyer Journal Survey Research 59

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. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Selling Essentials RapidLearning Center

FEBRUARY 9, 2022

Behavioral research shows that one powerful stress-busting strategy is to plan to think positively about your life and your relationships. Let’s have a look at that research. The researchers asked half of the accountants – the control group — to go about their business normally. Daily exercise. Lasting effect.

Exercises 52

Exercises Scale Lead Rank Lead Scoring 52

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 the last series contains all where I've debunked a famous study or publication covering sales. 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

Hiring 163

Hiring Compensation Motivation Study 163

Selling Essentials RapidLearning Center

JULY 12, 2022

Behavioral research suggests that most likely, you didn’t — even though you were honest and showed you cared about this employee’s career. Let’s look at some of that research. The researchers found that top teams made five positive statements for every negative comment. Did you do the right thing?

Positioning 52

Positioning Study Construction Groups 52

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

Partners in Excellence

SEPTEMBER 17, 2020

Companies are making progress in diversity, if one looks at the Boards of the Fortune 500, the number with greater than 40% diversity has grown from 69 in 2012 to 145 at the end of 2018. Study after study shows more diverse organizations perform significantly better than those that aren’t. And diverse companies at 2.3

Hiring 125

Hiring Government Face-to-face Survey 125

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. Let’s get to that research. Advances in Consumer Research, Vol. But here’s the more interesting part.

Journal 59

Journal Face-to-face Study Research 59

Mereo

MARCH 16, 2023

Recent research shows how time spent in the great outdoors can not only be therapeutic to your individual team members’ mental wellbeing — it can also boost their performance and productivity. In a study he led in 2012, a group of hikers spent three days in a remote nature setting without any technology.

Hiring 41

Hiring Research Study SalesForce 41

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. These individuals deny that customers use social media to do research on potential purchases. In 2012 the trend was 62%. Unless you engage buyers early while they are still doing their own research. In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

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 ). Posting exclusively about products. Happy Friday! Weekend plans?”

Social Media 147

Social Media Media B2B Marketing 147

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

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. To be professional in any career, you need mentors. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006.

How To 284

How To B2B Intent Inside Sales 284

Pointclear

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. The study found that 53% of web users listen to internet services. Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Score More Sales

APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. . “Air Jordan,” as he used to be called said: “I’ve always believed that if you put in the work, the results will come. on 4/24 at 10AM Pacific / 1Pm Eastern.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

SBI Growth

JANUARY 7, 2014

A 2012 Pacific Crest SaaS survey shows most growth is coming from inside sales. A December, 2013 study by marketingcharts.com proves the need for speed. Recent SBI research reveals customers increasingly prefer to buy virtually. It will help determine if you should consider inside sales. 5 Reasons to Consider Inside Sales.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Score More Sales

MARCH 1, 2013

There are a number of studies on how your attitude affects your health, well-being, and success. Don’t believe what I say, instead do some of your own research. Do this and you’ll be in demand throughout your organization and it will help take your career as far as you’d like to go. Become a student of optimism.

Consumer 255

Consumer Outbound Study Positioning 255

Selling Essentials RapidLearning Center

AUGUST 12, 2020

But, according to behavioral research, you might want to reverse the positions of the audience and the actors. But research led by a team of university professors in Munich, Germany, tells us that’s backwards. Research done at Stanford University shows how it works. Not at all. Switch it up.

Research 59

Research Groups Cold Calling Exercises 59

Pointclear

MARCH 13, 2014

In a recent study, it was determined that of 9,000 leads, only 1.28 Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. The quality of leads being generated nowadays is abysmal. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Better : “This role requires you to conceptualize and craft an average of three well-researched, long-form posts related to our business practices every week, as well as contribute to the editing process.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

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. SDRs on demo calls.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

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

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. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

CRM 82

CRM Strategy Customer Epiphany 82

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., Nicole Garrison, Content Writer.

Hiring 78

Hiring Social Media Follow-up Research 78

Zoominfo

APRIL 16, 2018

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. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. KeenanTakeover ”.

Journal 171

Journal Influencer Case Study Sports 171

The Sales Hunter

MAY 7, 2012

I don’t need to show you the multitude of studies that show the majority of sales are closed after the 4, 5, and 6 th call. This means actually contacting prospects, not merely doing research on who to contact. Click on the below image for a FREE webinar on prospecting: Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 190

Prospecting Follow-up Webinar Metrics Study 190

Selling Essentials RapidLearning Center

APRIL 19, 2022

Researchers in the Psychology Department at Harvard wondered what went on in people’s brains when they were asked certain kinds of questions – specifically, questions that challenge them to think; that is, to formulate opinions or judge the opinions of others. 2012) Disclosing information about the self is intrinsically rewarding.

Hiring 59

Hiring SalesForce CRM Software 59

Selling Essentials RapidLearning Center

OCTOBER 4, 2019

But there is a growing body of research that demonstrates that the effects of mindfulness aren’t just wishful thinking. To answer this question, a team of researchers across multiple universities, including Harvard Medical School, looked at the body of research to date on mindfulness in the workplace. The research .

Trends 40

Trends Exercises Study Research 40

Increase Sales

MAY 21, 2013

Yet job satisfaction continues to allude many individuals as evidenced Manpower study in 2012. ” In examining the study by Manpower, two thirds of those surveyed had negative feelings about their jobs. .” If you do not enjoy your job, how can you be believable or credible?

Sales Leadership 134

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

Paul Cherry's Top Sales Techniques

OCTOBER 7, 2009

Blog Home < Study Shows Employees Crave Meaningful Feedba… Sales & Management Tips. Study Shows Employees Crave Meaningful Feedback from Managers. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. ” About the Study.

Study 45

Study Pharmaceuticals Survey Training 45

SBI Growth

SEPTEMBER 9, 2012

Fast forward to 2012 and the buying process is radically different. Prospects are researching solutions without the sales rep until late in the buying process (According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present).

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306