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.

Data 197

Data CRM Survey Study 197

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

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

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

MARCH 14, 2013

Prospect research is the most frequent LinkedIn activity. More survey results: The “Top Sellers” who are using LinkedIn to grow business are spending an average of 6 or more hours per week on it. More than 80% of the Top Sellers surveyed in the book have created and use highly targeted prospect lists.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

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

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. At the same time, that survey showed only 24 of the Fortune 500 CEOs were women, and 6 of the CEOs were black. And diverse companies at 2.3

Hiring 125

Hiring Government Survey Face-to-face 125

Jonathan Farrington

FEBRUARY 3, 2014

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.

Research 43

Research Face-to-face Compensation Survey 43

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. So what to do about it?

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

SBI Growth

MAY 22, 2013

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the hiring manager is researching before you enter the picture. A recent Hubspot survey found that 34% of the leads marketers generate come from inbound marketing sources. Like any effective sales process, you must align with this Buyer.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

SBI Growth

JANUARY 7, 2014

A 2012 Pacific Crest SaaS survey shows most growth is coming from inside sales. 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. We are seeing this more and more across all industries, not just SaaS.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Pointclear

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. Spotify and TuneIn which surveyed more than 3,000 people age 12 and up about their online music consumption. Dan launched PowerViews in 2012 and has interviewed 35 guests (and counting) on his popular show.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

Velocify

FEBRUARY 11, 2013

trillion messages sent worldwide in 2012 [1] , it’s no wonder that sweethearts and marketers alike are flocking to this communication channel, and salespeople are just beginning to understand its value. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Zoominfo

MARCH 27, 2018

56% of consumers have used their mobile device to research products at home with 38% having used their mobile device to check inventory availability while on their way to a store and 34% who have used their mobile device to research products while in a store ( source ).

Customer 196

Customer Consumer Channels Customer Service 196

Pipeliner

MARCH 13, 2020

Additionally, 79% of knowledge workers in a global survey by PGI said they work from home, and 60% of remote workers in the survey said that if they could, they would leave their current job for a full-time remote position at the same pay rate.”. Now some of that is attributed to an aging population but Rick Palacios Jr.,

Benefit 98

Benefit Real Estate Survey Decision Maker 98

Allego

JANUARY 10, 2023

The aha moment happened during a client engagement in 2012, when Mark noticed that the company had purchased iPads for its entire sales force. Allego’s team is small but mighty, with high scores on employee satisfaction and engagement surveys. a leading sales and presentation training firm. Happy Employees. Here’s to the next 10 years!

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. We survey annually and ask marketers and sellers separately about their alignment sentiment. Advice to CMO for 2012: Focus on Sales Enablement Efficiencies. Social Media Mantra: Listen First. Then Speak. Good things will happen.

Marketing 247

Marketing Outbound Inbound Vendor 247

Increase Sales

JANUARY 23, 2014

According to this survey, 83% of the workers polled expressed the intention to actively seek new positions in 2014. Gallup in 2012 in its research suggested unproductive (unhappy) employees , those with hardened hearts, drain the U.S. This sounds like a lot of hardened hearts have been created in the workforce by leadership.

Coaching 126

Coaching Intent Survey Facebook 126

Increase Sales

JANUARY 10, 2012

Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Surveys from AirPlus reaffirm that human beings are human and are wired for personal, face to face interactions. has become quite prevalent.

Face-to-face 118

Face-to-face Meeting Social Media Survey 118

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

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

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. ” In examining the study by Manpower, two thirds of those surveyed had negative feelings about their jobs.

Sales Leadership 134

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

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.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

The ROI Guy

JANUARY 15, 2013

Sources: The Evolved CMO – Forrester 2012 - A Joint Research Project by Forrester Research CMO Group and Heidrick & Struggles – global survey of 200 CMOs Marketing Organization Design: The Sirius View - John Neeson , Managing Director and Co-Founder, Marilyn Reap Research Director, EECMO - May 2012 The End of Solution Sales – CEB 2012, survey of (..)

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. You get on the project and do an online research.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

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. Overall, it requires an understanding of the purchase process from the buyer's point of view. A turnaround in this area can boost the top line.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

OpenSymmetry

MAY 26, 2016

Responses were evaluated by the research team at Quantum Workplace. Winner of Advertising Age’s “The A-List” in January 2015, and the National Magazine Award for General Excellence in both 2014 and 2012. The 2016 Inc. Best Workplaces Awards assessed applicants on a collection of multiple choice, scaled, and open-ended items.

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

The ROI Guy

MAY 25, 2012

The joint study, by Gartner and Financial Executives Research Foundation (FERF), surveyed 255 CFOs to uncover IT investment sentiment and decision making practices, uncovering that as economic uncertainty continues, CFOs are gaining more control. To explore how Value Marketing and Selling tools could make a difference, click here.

Report 82

Report Survey Influencer Study 82

The ROI Guy

MAY 17, 2012

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO. To learn more about the need and value selling and marketing strategies for improving IT engagements, click here.

Decision Maker 75

Decision Maker ROI Survey Analysis 75

The ROI Guy

SEPTEMBER 19, 2011

This according to new research, The Considered Purchase Decision , a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect. The survey reveals that machinery and equipment-intensive indus­tries (e.g.,

B2B 88

B2B Buyer Comparison Survey 88

The ROI Guy

JULY 11, 2012

The better forecast was boosted by enterprise spending on public cloud services, projected to more than double over the next four years, from $109 billion in 2012 to $207 billion by 2016. Public cloud spending grew 20% in 2012, up from $91 billion just last year.

Forecasting 77

Forecasting Telecommunications Scale Enterprise 77

Pointclear

JULY 26, 2012

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

MJ Hoffman

APRIL 22, 2019

Who’s left since I last surveyed the account? According to HubSpot Research , the majority of salespeople with five-plus years of experience say that when they find something works, they don’t change it. To avoid this fate, use a multi-threaded approach. Who’s joined? Who’s gotten a promotion? Who’s moved teams?”. That’s an issue.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

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. If you look back five years there were about two dozen colleges offering certified programs in Sales – in 2012 that number is closer to 50. ©2012 Sales Horizons, LLC.

Education 98

Education Course Benefit Knowledge Base 98

The ROI Guy

FEBRUARY 5, 2013

An alarming 43% of today’s enterprise IT investments are not delivering on their business potential , this according to Gartner’s Executive Programs latest research.

ROI 72

ROI Enterprise Enterprise Survey 72

A Sales Guy

OCTOBER 17, 2012

What does this survey tell you about 2013? Optimism among large-company CFOs plunged again in the third quarter, as company financial performance expectations were scaled back amid renewed concerns about global economic conditions, according to Deloitte’s most recent CFO Signals survey. About the Survey. More Findings.

Hiring 110

Hiring Health Care Scale Survey 110

Partners in Excellence

AUGUST 18, 2014

Let’s look at some data: Research shows buyers are a minimum of 57% of the through their buying process before engaging sales people. [i]. 77% of B2B buyers indicate they do not talk with a sales person until they have completed independent research. i] CEB Evolution Of Digital Marketing, 2012. [ii]

Marketing 93

Marketing SAP B2B Survey 93