DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. Watch the video here, or read through the conversation below. We want to put tools and technologies in place that make it so we don’t have to work hard.”

Company 120

Company Conversion Outbound Video 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. It was this book that was the focus of a recent conversation I had with Josiane, below are exerpts of that conversation. Some people are quick studies, but not everyone.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 66

Scale Sales Enablement Case Study Hiring 66

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? A modern selling strategy requires modern sales tools, such as sales enablement technology.

How To 80

How To Quota Sales Enablement Survey 80

Jeff Davis

NOVEMBER 22, 2017

What the CMO CAN bring to the table In a March 2015 study authored by Laura Ramos at Forrester Research, B2B CMOs where asked what was the most important thing they could do to help sales succeed. The top five based on the study were as follows: Increase the productivity of customer/opportunity acquisition.

Marketing 48

Marketing Sales Qualified Lead Margin Study 48

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here. Alex Jaffe, Director of Sales Enablement, Procore.

Scale 40

Scale Sales Enablement Case Study Study 40

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here. Alex Jaffe, Director of Sales Enablement, Procore.

Scale 40

Scale Sales Enablement Case Study Study 40

Hubspot Sales

AUGUST 21, 2023

This is where your CRM and their behavior on your website can be valuable tools. This can be in the form of a testimonial, case study, or exciting statistic. I'm wondering if you might be open to an initial conversation to gauge a fit? You'll also want to introduce a case study at this point. Push your value proposition.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. In the Real World Back in 2015, Amazon used AI to collect resumes for hiring purposes.

Data 74

Data Hiring Guidelines Lead Rank 74

Close.io

DECEMBER 3, 2019

Whether you’re a seasoned professional or completely new to sales, the following books will provide techniques and tips for improving the conversion rate of your cold calling efforts. The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. Gap Selling. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

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. Highlighting certain words or phrases is an effective communication tool that helps you convey your message better.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

InsideSales.com

JUNE 12, 2020

In place of “management by walking around”–digital tools, instrumentation, and metrics. Of course, the buyer will need to rally their own buying committee and orchestrate larger conversations to make big purchases, but these are meetings that can be done just as easily over a video conference. CRM–not optional.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

SalesLoft

AUGUST 18, 2016

Take email alone: In 2015, the number of emails sent and received per day total over 205 billion. The crew at Telenet and Ovation Sales Group did a study in just 2007 and found that it took 3.68 Keep in mind that their same study also found that the sales process has become 22% longer than years past. DOWNLOAD THE EBOOK TODAY.

Customer 52

Customer eBook Call-back Cold Calling 52

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

The ROI Guy

JANUARY 13, 2016

As a result, customer’s expectations for value conversations, and moreover, for quantifiable value have also increased proportionally. Just as the research shows the increased demand and importance of ROI, so too it shows that most organizations struggle delivering the right ROI content and tools to their sales teams and channel partners.

ROI 56

ROI Decision Maker Case Study Face-to-face 56

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. Sales reps use an average of six enablement tools , according to Sales for Life. Obviously how many and what exact tools are going to vary from company to company. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

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

Fill the Funnel

SEPTEMBER 24, 2015

Danny Iny has spent considerable time studying and deploying his findings in courses that are achieving tremendous acceptance from his students. If you would like to listen and watch to future interviews and conversations like this, follow Miles Austin on Blab.im.

Training 48

Training Top of Funnel Funnel Course 48

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

MEDDIC

MARCH 11, 2022

If you spend a few minutes searching the web and aggregate results of studies by CSO Insights; HBR, Forrester, and other sources, you will notice the decline of sales quota attainment: 2014: 63% 2015: 57% 2016: 50% 2017: 53% 2018: 50% 2019: 43%. In the past year alone, many conversations on LinkedIn have mentioned this challenge.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Sales Hacker

JANUARY 15, 2020

The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. A conversation has to start in order for a sale to take place. Leverage relevant success stories and case studies to build social proof in your outreach. Prospect to start a conversation.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Partners in Excellence

APRIL 7, 2021

Where we should be having deeper engagement and conversations, we never dive into the details. seconds in 2015 (and additional research shows it at about 8 seconds in 2020). It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations.

Social Media 57

Social Media Media Microsoft Sports 57

Lessonly

JULY 8, 2020

Gender Parity at Lessonly 2015-Present. In this Zoom conversation, we started by talking about where we’re all working from (we’re all four in Indianapolis!), We’re working together to make Lessonly the strongest, most intuitive, helpful tool it can be for our customers, and a company our employees are proud to work for.

Groups 47

Groups Exercises Call-back Intent 47

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

Allego

APRIL 27, 2018

Top performing companies actively capture institutional knowledge from seasoned reps for newer generations of sellers twice as often as underperforming companies do, according to a 2015 study by Aberdeen Research. They walk into your office and report the whole conversation play by play. Conduct interviews during key events.

Video 48

Video Retail Banking Report 48

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. A Harvard Business Review study found that companies using AI were able to increase leads by 50%.

Marketing 40

Marketing Retention Analytics Lead Rank 40

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

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. A study by the American Marketing Association found that companies using live chat witnessed a 20% increase in conversions as compared to companies who don’t. . Source: Temkin Group. Co-Browsing.

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

Your Sales Management Guru

APRIL 20, 2016

Remember, A level salespeople probably don’t need this kind of sales mapping, but you can move a C level salesperson to a B level by providing tools, guidance and process to follow. Submit Findings to prospect along with appropriate Case Study. How you define a sales process is important. Create Findings Document in CRM.

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Growbots

MAY 22, 2018

According to a study Google did in 2015, 70% of B2B buyers are watching videos throughout their path to purchase. When SDRs are trying to build a relationship with their prospects, sending helpful insights (study cases, infographics etc.) Word of mouth is a powerful tool that not nearly enough SDRs use to their advantage.

Face-to-face 40

Face-to-face How To Lead Rank Lead Scoring 40

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

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. Now they need to know how to leverage that intel in conversations with prospects. This post was originally published on December 10, 2015.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

Close.io

SEPTEMBER 4, 2019

A sales dashboard is a tool used to provide a quick, visual representation of your most important sales data so your team can make good decisions faster. You might think we’d start with picking the right sales dashboard tool. Sales dashboards are living tools; just because you set them up doesn’t mean they’ll be good forever.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

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. Now they need to know how to leverage that intel in conversations with prospects. This post was originally published on December 10, 2015.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

Allego

MARCH 9, 2023

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. I’m studying it, but I don’t have all the answers, and we’re going to do the best we can to get through this.”

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

The ROI Guy

MAY 19, 2015

There was plenty of content, conversations and cowboy hats. According to the study, more than half the time, rep involvement starts at the beginning of the buyer’s journey. Provide portable tools that facilitate the conversation. During the call.

Marketing 73

Marketing B2B Proposal Call-back 73