Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. In 2015, an average of 5.4 Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Unless a buyer likes and trusts you, you won’t get the deal. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. A lot has changed since 2015, but we still have miles to go. Read “ Celebrating the Women on the Quarters 2023 ”) How to Win New Clients from Lost Deals I have been in B2B sales so long that I’ve probably forgotten more deals than I remember.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The new compensation plan aligns with your sales strategy. sales strategy Sales Leader sales execution Small Company Sales Leader Resources' Your team must execute the plan.

Compensation 296

Compensation Maximizer Resources Strategy 296

Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Selling Essentials RapidLearning Center

AUGUST 24, 2021

The Conference Executive Board, a consultancy on business best practices, surveyed 600 B2B buyers about their attitudes towards complex sales — i.e., sales where multiple buyers and influencers within the customer company have to agree before a deal can be concluded. A matter of risk.

Buyer 59

Buyer Face-to-face Survey Video 59

Sales and Marketing Management

JULY 22, 2015

Issue Date: 2015-07-01. Dustin Grosse, Chief Operating Officer of ClearSlide, a sales engagement platform that empowers sales teams to engage customers, recently shared his thoughts about the changing dynamics of buying, selling and managing the generation that is out to save the world. Author: Paul Nolan. read more

Buyer 120

Buyer B2B Promotion Up-Sell 120

The ROI Guy

APRIL 7, 2015

Can Your Sales Reps Handle these Four Key Buying Objections? The Buyer’s Journey or Hide and Seek? Three Big Takeaways from SiriusDecisions Sales Leadership Exchange Top 5 Content Marketing Trends You Need to Know for 2015 Get the book! Forrester says Yes (at least 1 in 5 at risk)!

Trends 63

Trends Sales Leadership Buyer Objections 63

The ROI Guy

JULY 15, 2015

We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. At the center of change is the fact that buyers have access to more and better information about you and your competitors then ever before. Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Hubspot Sales

MAY 5, 2020

In recent years, the job of a sales representative has developed into something similar to this type of role. How to Use a Teacher-Approved Framework for Your Sales Plan. Without further ado, here’s how to apply the concept of lesson plans to a sales scenario. Sales reps should use the same technique.

Education 79

Education Buyer ROI Survey 79

Selling Essentials RapidLearning Center

MARCH 17, 2021

In fact, according to scientific research, a well-told story affects both the brain and the body chemistry of potential buyers, putting them in the right frame of mind to buy from you. Obviously, these experiments have major implications for sales. 2015, January). But have you ever wondered why a good yarn is so persuasive?

Transportation 109

Transportation Closing Face-to-face Journal 109

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Pipeline

FEBRUARY 15, 2015

Sales Performance Summit. April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years. JOIN US AT. For Details Click Here.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. And if buyers change how they buy – salespeople need to change how they sell. How well are companies meeting the challenge?

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

The ROI Guy

DECEMBER 8, 2014

Only 59% of sales reps will achieve their quota this year, down sharply from 67% last year ? Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. Jill Konrath in her popular sales blog outlines a formula that heavily uses LinkedIn as a tool: [link].

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Sales and Marketing Management

APRIL 16, 2015

Issue Date: 2015-04-17. Teaser: Sales reps that understand what buyers know about products and services can respond more quickly and get the competitive edge. Research shows that up to half of sales go to the vendor that responds first. Research shows that up to half of sales go to the vendor that responds first.

Vendor 120

Vendor Competition Research Buyer 120

Sales and Marketing Management

JANUARY 29, 2015

Issue Date: 2015-01-30. Teaser: When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. Sales professionals who follow a proven sales process know how and when to engage the buyer into making commitments.

Sales Process 120

Sales Process Buyer Sales 120

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. people are involved in an average sale compared to an average of 5.4 Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online.

Buyer 49

Buyer Face-to-face Vendor Report 49

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. Buyers go online to find the products and services you offer – every day.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. Here are some tips for effectively using this critical sales tool. Here are some tips for effectively using this critical sales tool.

B2B 120

B2B Sales Tools Buyer Tools 120

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 . Learn More.

Journal 40

Journal Territories Groups Coaching 40

Sales and Marketing Management

MARCH 8, 2015

Issue Date: 2015-03-09. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Author: Eric Burns. read more'

Sales Enablement 120

Sales Enablement Video ROI Face-to-face 120

Sales and Marketing Management

JUNE 20, 2019

Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress. Today, the world of sales is once again shifting under our feet. One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. .

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Increase Sales

DECEMBER 31, 2015

One is okay, but any more than one is over kill and literally turns me off to this constant stream of “sales pitches.”. They are sales pitches first and foremost. Last chance marketing messages make price the primary motivation for buying even though top sales performers never allow price to be the fallback position. .

Marketing 70

Marketing Direct Mail Ideal Customer Profile Retail 70

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. people are involved in an average sale compared to an average of 5.4 Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online.

Buyer 49

Buyer Face-to-face Vendor Report 49

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Lead Rank 120

Lead Rank B2B Education Research 120

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Sales and Marketing Management

OCTOBER 19, 2015

Issue Date: 2015-10-19. Teaser: Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy. Here are a few major pricing strategy mistakes that could ruin your sales and what you should do instead. read more

ACT 120

ACT Software Software Sales Enablement 120

Steven Rosen

FEBRUARY 16, 2015

Announcing The Inaugural Toronto Sales Performance Summit. Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. Unlocking the potential of your sales force.

Conference 120

Conference How To Survey Sales Leadership 120

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index study concluded 52% of sales cycles result in “no decision” meaning that no vendor is awarded the business.

Research 92

Research Buyer Buying Cycle Vendor 92

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. But is it the best sales advice for modern reps? While the close is an important event within the sales process, there are many events long before the deal is closed that also require time, attention, and effort. Not necessarily.

Closing 144

Closing Decision Maker Top of Funnel Scale 144