SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Our research shows that Julie is not alone. Training dollars are being misallocated. By signing up for our 7th annual Research Tour your team can learn why. Her sales manager knew her potential and sent her to a weeklong sales training.

Training 293

Training Top of Funnel Hiring Hotels 293

Increase Sales

MARCH 18, 2013

Many sales training coaching programs are based upon sales research. Sales Training Coaching Tip: Active listening is observing how people communicate. One example of sales research would be those still popular sales scripts. Join others for this FREE webinar, Only April Fools Sell on Value on April 4, 2013.

Research 138

Research Coaching Webinar Metrics Facebook 138

SBI Growth

MAY 29, 2013

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

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. Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Her interviews and research about women buyers revealed the following: Women don’t feel listened to.

Hiring 198

Hiring Banking Survey Conference 198

SBI Growth

APRIL 3, 2013

Step 2: Product features are drafted and prioritized based on audience research. Formal training materials. 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. Rinse and Repeat. Internal pre-launch announcements.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

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. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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 Sales 132

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. 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. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

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. You’ll be training. You can go here to learn more.

Hiring 303

Hiring Trends Call-back Research 303

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

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

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. Trained the sales force and channel partners on the new product. Trained the sales force and channel partners on the new product. This is very different than product training.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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

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

Selling Essentials RapidLearning Center

NOVEMBER 28, 2023

Researchers call this phenomenon “the curse of knowledge.” And it’s a big training and development challenge in all organizations. From pieces to the whole The problem, according to research, isn’t just that experts know too much. Choosing your spots So when should you use near-peer training? So what can be done to help?

Study 52

Study Groups Lead Rank Lead Scoring 52

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. Train your team on areas of deficiency. This may require some research on where your buyers spend time.

Resources 321

Resources Networking Face-to-face Quota 321

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

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

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. Recent research revealed that the average cost is approximately $3,000 per person. It will help you balance Q4.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

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. Retention of employees is critical because hiring employees and training them to contribute directly to business costs.

Hiring 40

Hiring Research Strategy Harte Hanks 40

Score More Sales

MARCH 18, 2014

[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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. Retention of employees is critical because hiring employees and training them to contribute directly to business costs.

Hiring 52

Hiring Research Strategy Harte Hanks 52

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

Score More Sales

OCTOBER 4, 2013

For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding. It supports the notion that growing revenues in a company is not done just by bringing in sales training and hoping the reps will adapt.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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 Lead Rank Lead Scoring 71

Score More Sales

FEBRUARY 28, 2014

On Monday, March 3, I will be shaving my head for cancer research. Yes, it’s true. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. Let’s rock it with some great hats – and help some great causes. Thank you all for your support!

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Score More Sales

NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. It takes time to build trust. What do you think about the importance of trust?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

MARCH 4, 2014

million dollars for cancer research yesterday due to all of the people who decided to participate. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1 ” They did.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

SBI Growth

JULY 23, 2013

SBI’s 7th annual research tour has begun. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. It is a risk mitigator, branding engine and market research mechanism. They are ordering complex market research. Sales reps are trained to spread messages quickly.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Sales and Marketing Management

MARCH 29, 2019

Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. Rather than watch the AI conversation run past you, dive into it, get excited about the possibilities, and imagine how it can work for your industry.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! Organizing and scheduling product training sessions. The research they conducted will help build a compensation plan that enables a successful product launch. Amongst the research performed by strategy and marketing should be buyer-based research.

Compensation 244

Compensation Incentives Incentive Penetration 244

Score More Sales

AUGUST 16, 2013

ES Research just posted three new webinars for sales leaders – about sales talent, connecting sales to marketing better, and one with LinkedIn on 5 Ways to Close More Business with LinkedIn’s Sales Masters. Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day.

Travel 205

Travel Incentives Incentive Lead Rank 205

Understanding the Sales Force

FEBRUARY 5, 2013

Pink points to research showing that extroverts and introverts are not as successful in sales as ambiverts, the people in the middle of the scale between both extremes. Our research at Objective Management Group (OMG) would support this "discovery". Our research doesn't support that!

Scale 255

Scale Study Research Webinar Metrics 255

SBI Growth

OCTOBER 4, 2012

For example, use the money that was allocated for employee training or continuing education to bring on a sales consultant that will complete the job alongside your sales team. You’re faced today with some projects you need to get completed going into 2013. Have questions about effective budgeting, or proper employee training?

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267