SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. The following insights are a primer for this in depth conversation. By investing in both in 2014, you will set yourself up for long term success. Resource Allocation. Hire slow and fire fast.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. As the following BMW case study illustrates, Social Selling impacts the entire organization. SBI’s 7th annual research tour has begun.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. Let’s see how this plays out against the likely growth investments and your personal plans for 2014. Without this value conversation guidance, how sure are you that your new sales reps will succeed?

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

DiscoverOrg Sales

DECEMBER 27, 2017

Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. Join the conversation in the comments!). TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email. STUDY] What Do B2B Buyers Want? Well done!!”.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

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 ). Talking too much or not talking enough. Not measuring ROI.

Social Media 147

Social Media Media B2B Marketing 147

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. We all know digital communication isn’t as personal or powerful as a live conversation.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Pointclear

MAY 7, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They may very well have had conversations with suppliers, peers, and internal departments, and by the time you talk with them, you don''t know this whole story. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Selling Essentials RapidLearning Center

JANUARY 11, 2022

One of these studies was done by researchers at NYU, Northwestern and Stanford. The other study came from two Canadian universities, Wilfred Laurier and Toronto. The study concluded that “the effect of high power appears to be reduced interpersonal sensitivity.”. Have routine “level-with-me” conversations.

How To 52

How To Remedy Journal Study 52

Zoominfo

FEBRUARY 28, 2018

In fact, a recent study revealed that every dollar spent on CRM implementation yields a return of as much as $8.71 Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Yet, studies show that most companies only analyze roughly 12% of the data they have ( source ). in sales revenue ( source ).

B2B 225

B2B Social Media CRM Social Selling 225

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. Finally, she embraces conversations with the CEO about strategy and goals. He studies the skills needed to execute in the field.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Selling Essentials RapidLearning Center

JULY 20, 2021

These psychological effects are described in a number of research studies. Afterward both groups were asked to perform certain social tasks: conversing with a partner, collaborating on a puzzle or helping a person who’d spilled something. 2014) Impact of Money on Emotional Expression. Psychological priming. Jiang, Y.,

Scale 59

Scale Journal Salary Groups 59

Sales Training Connection

JANUARY 15, 2014

In Carlson and Shu’s study , more claims were better – until the 4 th. If you want to read a brief summary of the study, you can find it in the New York Times.]. But, as is always the case, it’s wise to examine the study details. But the study was about B2C sales. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117

Sales Training Connection

JANUARY 29, 2014

Recently the TAS group in partnership with SalesforceWork.com published a study on how well things are going out there. To increase 2014 sales, one resolution every sales manager might consider is: remove roadblocks to free up more time for salespeople to sell. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Selling Essentials RapidLearning Center

OCTOBER 14, 2020

In one landmark study , Vohs and her collaborators performed a series of experiments in which participants were primed in various ways to think about money. The former were less likely to help others, or seat themselves farther away from those they’d been asked to converse with. Steering the conversation. Money-priming.

Journal 59

Journal Salary Study Research 59

Sales Training Connection

JUNE 25, 2014

Gallup studied 2,500 entrepreneurs to understand the actions and decisions that would answer that question. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. Sales managers – success. What do you think?

Sales Management 123

Sales Management Sales Leadership Promotion Study 123

Sales Training Connection

OCTOBER 6, 2014

The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. In average conversations, adults make eye contact between 30 and 60 percent of the time. But studies show that people should be making eye contact 60 to 70 percent of the time to create a sense of emotional connection. Do you really think marketing can qualify your leads?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SalesLoft

OCTOBER 22, 2019

It’s one of the pieces that I had planned on talking about a little bit further on in our conversation. I haven’t read this study that you’re describing. I’m going to Google it after this conversation. I love that you lead with some of the stats from the McKinsey study. Catie : Yes.

Account Based Marketing 49

Account Based Marketing Study Sales Leadership Google 49

Sales Training Connection

JULY 11, 2014

As it turns out – maybe a lot according to a recent study. Two types of motives were studied. As the study authors (Amy Wrzesniewski and Barry Schwartz) report: “The stronger their internal motives were to attend West Point, the more likely cadets were to graduate and become commissioned officers. ©2014 Sales Momentum, LLC.

Motivation 103

Motivation Compensation Study Coaching 103

Pipeliner

FEBRUARY 22, 2020

However, a 2014 Gallup poll confirmed what many experts have long suspected. The full report, available for download on Gallup’s website, was the result of an ongoing study of the consumer market from 2008 through 2014. The Business Approach. Encourage Photos. Shares don’t have to be happenstance.

Social Media 81

Social Media Media Consumer Survey 81

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. The Bluteau DeVenny research study involved respondents in a variety of organizations and companies across generations. ©2014 Sales Momentum ®. We came across two pieces about generational differences.

Sales Management 114

Sales Management Study Coaching Survey 114

Keith Rosen

JULY 30, 2020

January 28-29, 2014. While you may not remember nor have known about this storm, you may remember what you were taught in elementary school when studying science. Coaching happens in every conversation. One more qualifying question during a prospecting conversation. This was the first story I heard. Atlanta, Georgia.

Coaching 157

Coaching Scale Call-back Collateral 157

The ROI Guy

JANUARY 26, 2015

Based on who is being engaged, Sales reps should be guided, based intelligently on the prospect’s role, industry, location, size and challenges, to the right value messaging, storytelling, insights, case studies and financial justification. And on-going coaching and sharing of best practices by the community is key.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. In average conversations, adults make eye contact between 30 and 60 percent of the time, according to communications analytics company Quantified Impressions.

Fashion 120

Fashion Twitter Small Business Small Business 120

Sales Training Connection

FEBRUARY 12, 2014

So you are not going to find cause and effect RIO studies. The entire study is definitely worth a read but here are some of the key findings: How satisfied were the companies with their sales training ? The study used the percentage achieving or exceeding quota as a metric to assess sales team performance. Performance results.

Training 108

Training Quota Study Report 108

Sales Training Connection

NOVEMBER 21, 2014

A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. The study goes on to report six soft skills most often cited as critical to success. ©2014 Sales Momentum ®.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. According to Mark Arman of L.E.K.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Sales Training Connection

JUNE 9, 2014

According to a Corporate Executive Board study , as many as 25% of high-potential employees plan on leaving their jobs within a year. The CEB study shared these techniques that sales managers can use to better the odds: Ensure that work is stimulating and meaningful. ©2014 Sales Momentum, LLC.

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

Sales Training Connection

JUNE 6, 2014

According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. ©2014 Sales Momentum, LLC.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

FEBRUARY 5, 2014

Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. Although the study focused on the business world in general, we thought several of the ideas were particularly important for how innovation can be infused into to the selling function. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Miller Heiman Group

OCTOBER 17, 2019

Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. In 2014, the Journal of Personal Selling and Sales Management reviewed and critiqued the Challenger model, arguing that the approach had “inherent empirical and conceptual limitations that actually represent fatal flaws.”.

Customer 51

Customer Face-to-face Scale Journal 51

Bernadette McClelland

JANUARY 19, 2017

And what about the person who takes their time with decisions, questions everything to the point of annoyance, is really cautious about that next step and brings an element of doubt and personal opinion to the conversation to the point that we feel like giving up because it seems too hard? The ‘yes, man’. The Sycophantic.

Scale 150

Scale Journal Decision Maker Fashion 150

Showpad

NOVEMBER 17, 2019

It’s hard to summarize such an abundance of inspiring presentations, conversations, and moments, but I’ll try my best. I made my first contact with the company at a sales event in Belgium hosted by Minds & More back in 2014. TRANSFORM 2019: Fueled by passion, engagement, learning, sharing, and lots of Showpad customers.

Sales Enablement 81

Sales Enablement Top of Funnel Analytics Study 81

Sales Training Connection

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

SBI

JUNE 4, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? We aim to equip reps for the type of dynamic, contextual and value-added conversations that customers demand when they engage with a rep. Studies show that this level of contextual selling can boost win rates by up to 25%.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Sales Training Connection

DECEMBER 3, 2014

For example, the Brainshark study reported that 48% of the training professionals felt the content of the training was not engaging enough. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®. . We suspect worse news.

Training 99

Training Survey Sales Coaching Report 99