Pointclear

MAY 28, 2014

A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market. B2B Marketing B2B Sales B2B Growth Strategy'

Study 196

Study B2B Vendor Report 196

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Their research sub-divided B players into 4 groups: Former A players. Enter 2013 with a plan to get the most out of your talent.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. The top fear of HR leaders for 2012 was finding or developing leaders. If your company isn’t looking for sales leadership today, just wait. Leverage them as you can.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Have the Rep do research on a topic they struggle with and report back to you what best practices they learned. If historical performance was used to set the new quotas, expect status quo. Register here.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

SEPTEMBER 2, 2012

From the moment a customer identifies their problem, conducts research (when and where), identifies requirements, evaluates options, resolves concerns and makes a decision. Perform qualitative outward in research. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Pointclear

JULY 25, 2013

6 Marketing Trends to Watch in 2013: New Research. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs.

Trends 200

Trends B2B PointClear Marketing 200

Understanding the Sales Force

APRIL 15, 2013

c) Copyright 2013 Dave Kurlan' That''s probably why OMG has earned the Gold Medal for Top Sales Assessment Tool from TopSalesWorld for two years running. For more on the differences between Assessments and which ones are the most predictive, see this series of articles. (c)

Research 291

Research Insurance Insurance Face-to-face 291

Increase Sales

MARCH 18, 2013

Many sales training coaching programs are based upon sales research. So many times by ignoring what is around us because we have embraced the research embedded in sales training coaching programs we, as salespeople, lose our own unique competitive advantage. One example of sales research would be those still popular sales scripts.

Research 138

Research Coaching Webinar Metrics Facebook 138

SBI Growth

OCTOBER 25, 2012

Register here for our Making the Number Research to learn where the biggest time sinks are). Register for our research tour here to get this tool). Should I spend the time to fix it? And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? It is definitely worth the effort.

Hiring 310

Hiring Travel Territories Face-to-face 310

The Pipeline

JANUARY 31, 2022

In this role, Mr. Rosenberg develops research and advises customers on the strategy, people, process, technology, and tactics across their sales and marketing that are required to drive repeatable, scalable growth. As you do, consider, what to me is the critical statement of the episode: “The human still makes the jump=shot!”

Sales Methodology 173

Sales Methodology Segment Trends Research 173

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

SBI Growth

APRIL 3, 2013

Step 2: Product features are drafted and prioritized based on audience research. Based on research, identify the questions your customer is asking himself at each stage. Is your product manager creating content the same way they did back in the 80’s. Step 1: Subject matter expertise is captured into product descriptions.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Corporate Visions

SEPTEMBER 20, 2018

But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. But more important than opinion and hunch is the research about what makes for a truly remarkable conversation in a remote meeting environment. Get the research article: The Next Best Thing to Being There.

Research 40

Research Sales Meeting Meeting Journal 40

Anthony Cole Training

MARCH 19, 2013

The research they shared indicated that only 50% of the FAs in only 30% of the banks are doing ONE financial plan a month. Her interviews and research about women buyers revealed the following: Women don’t feel listened to. Here are some of the speakers, their thoughts and my translation of those to sales, selling and sales management.

Hiring 198

Hiring Banking Survey Conference 198

SBI Growth

NOVEMBER 20, 2012

My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. While 57%, plan to do more buyer research.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

The ROI Guy

NOVEMBER 1, 2012

At the annual Gartner Symposium, the world's most important gathering of CIOs and senior IT executives in our hometown of Orlando, new and important IT spending research and trends are always presented. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. However, when the researchers repeated the test and placed a pro-environment sticker on the same higher-first-cost lamp, sales among conservatives plummeted.

Face-to-face 76

Face-to-face Prospecting Study Research 76

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

The ROI Guy

OCTOBER 12, 2012

Many executives are evaluating how tablets can be used to drive a much-needed boost in selling effectiveness for 2013. Click here for a Free eBook , delivering the research and best practice advice you need to develop a winning mobile-powered selling strategy for 2013.

eBook 68

eBook Research Revenue Strategy 68

The ROI Guy

JANUARY 7, 2014

Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014? How well prepared are you to meet your 2014 sales and marketing goals?

Research 65

Research Decision Maker Intent Sales Cycle 65

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. The research review ends soon, but there is still limited availability. Discover insights and market trends from SBI’s research in 2013.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

Sales and Marketing Management

DECEMBER 16, 2013

Issue Date: 2013-12-13. Proof that most customer communication (content and sales conversations) is ineffective can be seen in over a decade of research that reveals less than 50% of companies' marketing and sales communications are relevant to their customers and less than 30% of marketing content is relevant to customer-facing teams.

Face-to-face 245

Face-to-face Marketing Research Conversion 245

The ROI Guy

FEBRUARY 5, 2014

The empowered buyer of today is leveraging the Internet, social media and peer groups to investigate opportunities, investigate potential solutions and research your and your competitors products. How to Turn a Big Sales Challenge from Trick to Treat - Jim Ninivaggi, SiriusDecisions, October 2013.

Research 81

Research Social Media ROI Discount 81

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

DECEMBER 2, 2012

How will you be different in 2013 with your selling efforts? In order to improve in 2013, you need to know where to focus your efforts. Well for starters: Call prep time (include research or prospecting time). Just one more step towards capitalizing on your time and executing a successful 2013. Are you wasting your time?

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

Mindtickle

AUGUST 2, 2018

Aberdeen Group, a Harte-Hanks Company and a global thought leader in business research, has been at the forefront of exhaustive cutting-edge business research in the area of New Employee Orientation. Not surprisingly, both Google and Facebook appear in the Best companies to work for in 2013 list. Employee engagement.

Hiring 40

Hiring Research Strategy Harte Hanks 40

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. Decrease research time. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Sign up here for SBI’s 7 th Annual Research Presentation to learn what they’re doing differently and why. Get a copy of the LinkedIn Profile Review Guide when you sign-up for the Research Presentation.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Mindtickle

MARCH 12, 2016

Aberdeen Group, a Harte-Hanks Company and a global thought leader in business research, has been at the forefront of exhaustive cutting-edge business research in the area of New Employee Orientation. Not surprisingly, both Google and Facebook appear in the Best companies to work for in 2013 list. Employee engagement.

Hiring 52

Hiring Research Strategy Harte Hanks 52

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Your sales team needs this from you to make your product launch in 2013 successful. It’s easy to pick on Research in Motion these days. 2013 is around the corner.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Perform these customer/prospect research activities. This may require some research on where your buyers spend time. It went up. Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321