Steven Rosen

DECEMBER 3, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. I believe that the best and most rewarding way I can achieve my mission is by coaching, training, mentoring and transforming sales managers into STAR sales coaches, thereby elevating their careers, income, and professional success.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

DiscoverOrg Sales

DECEMBER 4, 2017

. “Align all your efforts to what really matters, which is how your potential customers approach challenges, make buying decisions, and implement or use your products and services,” says Tamara Schenk , research director at CSO Insights. 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

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. For complex B2B offerings, research is done mostly by non-Key Players wanting to learn about offerings without sellers influencing their requirements.

Research 92

Research Buyer Buying Cycle Vendor 92

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer. So what are some things a company can do right now to do a better job getting ready for 2015? Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

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 .

Journal 40

Journal Territories Groups Coaching 40

Chorus.ai

SEPTEMBER 24, 2020

Vice President of Research Raphael (Rafi) Cohen leads our in-house Data and Research team that produces the underlying intelligence that drives every feature in the Chorus.ai He’s been with the company since 2015 and was previously Director of Innovation and Data Science. Raphael Cohen, VP of Research, Chorus.

Research 48

Research Lead Rank Call-back Analytics 48

Score More Sales

AUGUST 28, 2014

Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”). We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Janek Performance Group

OCTOBER 4, 2022

My reply is, you trained them to talk to prospects and trust them to do that. It would make sense to provide some training and give them the ability to leverage their network for the company. It allows you to identify the top skills in your industry based on the title and see the change since 2015.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Vendor Neutral

JULY 30, 2021

Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. He founded Interpose in 1993 and sold it to Gartner in 1998.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Sales Training Connection

DECEMBER 12, 2014

Recently Ian Altman published a Forbes article entitled – Top 10 Business Trends that will Drive Success in 2015. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Not only will companies need more inside reps, but they will also need people well trained in the products and services they sell, people who can talk and engage prospects without a script. Given these forces, here’s what we anticipate.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Increase Sales

MAY 16, 2016

Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds. In 2015, this dropped to 8 seconds. Goldfish have an attention span of 9 seconds.

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). LinkedIn is the most powerful research, connection and engagement platform on the face of the planet for B2B selling.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

CRM 82

CRM Strategy Customer Epiphany 82

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes. The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Score More Sales

JANUARY 8, 2015

Instead of full focus on new products and training for new products / services, be sure to make time for sales skills development. Unless everyone is at 100% quota, which is highly unlikely, have time for coaching and training. For more detail and data, check out the Annual Sales Kickoff Meeting Research e-book.

Twitter 120

Twitter Inside Sales Groups Survey 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. A recognized consulting, she has designed and delivered coaching, and training solutions for world class companies such as companies, including Cisco, Autodesk, Citrix Systems, Adobe, and others.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Zoominfo

NOVEMBER 1, 2022

Dave noted that Bain research of past recessions showed a stark difference in the fates of businesses that remained assertive in a slow economy, compared to those that took a more conservative approach. Training and onboarding in a virtual environment has created plenty of obstacles, especially for new sales reps.

Hiring 100

Hiring Intent Data Intent Scale 100

Increase Sales

AUGUST 12, 2016

This morning I received some sales research about customer trends in the financial industry. Source Nielsen 2015 Financial Channel Track) One out of three people still want that human touch. This particular industry along with many retail businesses has been greatly affected by technology and the changing demographics of customers.

ACT 70

ACT Face-to-face Demographics Direct Mail 70

Hubspot Sales

JULY 13, 2023

Since it requires a solid understanding of current AI technologies, sales reps should also be trained on how to use AI, troubleshoot issues, and detect when AI is underperforming. For example, a face recognition system can be trained to detect white faces more quickly than their darker counterparts.

Data 74

Data Hiring Guidelines Lead Rank 74

Selling Essentials RapidLearning Center

SEPTEMBER 12, 2018

A recent research paper has collected and analyzed the findings of multiple studies to answer those questions. The research. The meta-analysis was conducted by several researchers in the United Kingdom. By every measure, workplace coaching significantly improves training outcomes for employees.

Study 68

Study Coaching Analysis Face-to-face 68

The ROI Guy

NOVEMBER 16, 2016

According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor. The Bottom Line If your sales reps immediately jump to features and price you are not alone, but the research proves you will be less than effective, losing more deals than ever to “do nothing” and the competition.

Closing 77

Closing ROI Survey Discount 77

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Heavy training to ensure the technology was fully adopted. “My Research shows that responding within the first five minutes increases the likelihood of conversion by a factor of 10.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. During the last 6 months we have researched what major issues people are facing in their organizations. A critical success factor for 2015. What was the number the 1 challenge? Prospecting.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

No More Cold Calling

OCTOBER 30, 2016

They’ve also researched what our competitors have to offer. In 2015, 43.6 Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Selling Essentials RapidLearning Center

OCTOBER 4, 2019

But there is a growing body of research that demonstrates that the effects of mindfulness aren’t just wishful thinking. To answer this question, a team of researchers across multiple universities, including Harvard Medical School, looked at the body of research to date on mindfulness in the workplace. The research .

Trends 40

Trends Exercises Study Research 40

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. This opportunity gave me a huge amount of experience and training that has impacted how I think about building teams and how I think about coaching and communicating with people.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Click here for part 1 , part 2 , part 3 , and part 4 ).

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Bridge the Success Gap. Desired outcomes vary by persona within large organizations.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Sales Evangelist

JULY 2, 2021

Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. More research. This course is brought to you in part by the TSE Sales Certified Training Program , a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. A brief TSE history.

Conference 40

Conference Call-back Survey Outbound 40

Sales Evangelist

JULY 2, 2021

Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. More research. This course is brought to you in part by the TSE Sales Certified Training Program , a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. A brief TSE history.

Conference 40

Conference Call-back Survey Outbound 40

Sales Evangelist

JULY 2, 2021

Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig. More research. This course is brought to you in part by the TSE Sales Certified Training Program , a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. A brief TSE history.

Conference 40

Conference Outbound Call-back Survey 40

Sales Training Connection

JANUARY 26, 2015

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC.

Scale 50

Scale Face-to-face Study Call-back 50