Customer Centric Selling

NOVEMBER 25, 2014

The consensus was that IBM salespeople lost the ability to have conversations about business issues with non-IT executives. I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Old selling habits linger.

Hiring 81

Hiring Buying Cycle Education Software 81

Gong.io

MARCH 11, 2021

The above are 3 actual headlines from Gong case studies. When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. Not scalable. Not time-saving.

Churn 62

Churn Customer Hiring Case Study 62

Vendor Neutral

JUNE 10, 2021

HubSpot reported from a recent study that “5% of meeting attendees remember statistics, while a whopping 63% recall stories.” On the first discovery call, it is a conversation and NOT a presentation. EDT) to learn exactly what makes a sales presentation engaging and able to drive a successful customer conversation.

Buyer 59

Buyer Constant Contact Call-back Energy 59

Hubspot Sales

MARCH 23, 2018

One study tried to figure out how to increase room service tips for waiters in hotels. In one study about fundraising, the researchers told average donors that they were in fact among the highest donors. Packaging the product as a solution instead of just a commodity or service also increases the likelihood of conversion.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Consultative selling is often regarded as one of the most effective sales strategies.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Hubspot Sales

JULY 13, 2023

Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. Expensive Pricing Of salespeople, 22% think that AI is expensive , while 28% of sales leaders reported AI tools had returned a negative ROI, according to a HubSpot study. As for the US, there is no federal privacy law yet.

Data 74

Data Hiring Guidelines Lead Rank 74

Crunchbase

DECEMBER 6, 2021

Although no number of lead prospecting tools can replace the value of the personal touch of relationship building, taking advantage of modern sales prospecting software is an easy way to cut down on tedious and repetitious tasks so you can close more deals. For instance, software can be used to search and manage a prospect list.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. The difference is that you do it online through focused useful content and active participation in social media conversations. Interestingly, among the B2B companies surveyed in the Forrester study, there is a decreasing resistance to social selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. In many cases, the desktop version of a software tool is much more robust in its features and ability to do things because of the greater processing power. Like what you’ve read? Get more sales tips in your inbox.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Your Sales Management Guru

SEPTEMBER 28, 2015

Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. The study takes on four questions that every sales and marketing employee deals with on a daily basis: How does the speed of follow-up affect the results? Russ Davidson.

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

Crunchbase

MARCH 1, 2023

Bahar Gunes Scigaj Head of Revenue and Co-Founder, TalentGrid As co-founder of TalentGrid, Bahar Gunes Scigaj led the successful global expansion of her company, opening up new opportunities for software developers in Turkey and Eastern Europe. Building a sales function from the bottom up, she drove 5x growth in 2022.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

DocSend

MARCH 10, 2019

A recent study from CEB and Google found that only 14 % of B2B buyers see any real difference between vendors and value that difference enough to pay for it. Let’s pretend that we work for Acme Corp and Acme Corp sells infrastructure software. Now they need to know how to leverage that intel in conversations with prospects.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. Latest technology such as AI-enabled chatbots and live chat software with co-browsing features make it a breeze to connect with your buyers at various points on their customer journey. Source: Temkin Group. Not at all. .

Influencer 63

Influencer B2B Customer B2C 63

Sales Hacker

APRIL 24, 2018

Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. A study by Censuswide and Geckoboard shows that metric-driven companies are more than twice as likely to hit their goals. 3) Use Existing Data to Help Sales Conversations.

Data 53

Data Hiring Margin Demand Generation Targets 53

DocSend

MARCH 10, 2019

A recent study from CEB and Google found that only 14 % of B2B buyers see any real difference between vendors and value that difference enough to pay for it. Let’s pretend that we work for Acme Corp and Acme Corp sells infrastructure software. Now they need to know how to leverage that intel in conversations with prospects.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

Tony Hughes

MARCH 7, 2018

In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? If you're a CXO reading this or you know one that has purchased million dollar enterprise software sight unseen, please comment. I would love a case study, perhaps I'm wrong (but I doubt it.)

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Step one: study your competitors. Build out concise case studies with testimonials from your happiest reference customers.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Tony Hughes

FEBRUARY 20, 2018

Comments are gold, go add those profiles; study those people and interact meaningfully. Keep LinkedIn open 60 to 90 hours per week on mobile LI and in a browser tab to study patterns and improve your content pattern recognition. Give software companies and third parties permission (with authorship) to r epurpose and remix your content.

LinkedIn 66

LinkedIn Ideal Customer Profile Twitter Hiring 66

Sales Hacker

FEBRUARY 1, 2021

We’re talking with Callie Moriarty, an enterprise account executive at 6 River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. And without further ado, let’s listen to my conversation with Callie Moriarty. Head to outreach.io/saleshacker. saleshacker.

Enterprise 68

Enterprise Enterprise Hiring Follow-up 68

Close.io

SEPTEMBER 4, 2019

This could be your sales CRM , an Excel doc, Google Sheets, customer service software, or some other sales management tool. Step 4: Connect your sales management software to your dashboard. Conversion. Average conversion time. Create a quick list of all your sales metrics and their source to work off of. Number of demos.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Allego

MARCH 9, 2023

With that software, tablets became the hot new sales coaching device. Yuchun Lee, CEO and Co-founder, Allego And back in 2015, we realized the seller needs not just learning, but also how to leverage content effectively in their communication with buyers. The traditional learning method just doesn’t work.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Sales Hacker

NOVEMBER 12, 2018

lir Sela, the founder, actually bootstrapped the business all the way up to 2015 before taking a dime of capital. It was a little bit of an “aha” moment and took the time to really study the category in the industry as a whole and was blown away by a handful of things. So that initial conversation is really about these benefits.

Scale 63

Scale Company Lead Rank Small Business 63

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

NOVEMBER 10, 2020

It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. It’s the leading RFP response software trusted by more than 800 high performing organizations across North America. And then 2015, we did 4.7

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Sales Hacker

MARCH 1, 2021

This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Think about it: if someone has seen your name elsewhere, or has had a previous conversation with you, they already trust you. Thankfully, with the help of marketing automation software, we can automate a lot of our work.

Data 121

Data Social Media Scale Follow-up 121