Understanding the Sales Force

DECEMBER 16, 2016

I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. Because my topics are driven by the conversations I have with clients and prospective clients, my articles are a reflection of what CEO's and Sales Leaders care about. Here we go!

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Trends Pipeline Conversion Sales 120

HeavyHitter Sales

MAY 7, 2016

  CLICK HERE TO TAKE THE 2016 SALES PERSONA SURVEY.   Click Here to Read More Sales Organization Research Articles here. THE SALES COMPENSATION CONUNDRUM – Thirteen page report on how compensation impacts sales organization quality and performance.        

Survey 60

Survey Report Research Compensation 60

Partners in Excellence

JUNE 5, 2016

John Cousineau posted an article: A Field Guide To Thriving As A Sales Manager. Bits And Pieces — April 2, 2016 Losing Your Highest Performing Salesperson! Here are several: James Muir wrote: How To Rock As A Sales Manager. Matt Heinz had a Question and Answer About Sales Manager Survival Guide. No related posts.

Relationals 48

Relationals Sales Management Resources Account 48

The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

Decision Maker 45

Decision Maker ROI Survey Consumer 45

Understanding the Sales Force

DECEMBER 20, 2016

The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. The judges awarded my Blog, Understanding the Sales Force , with a Bronze medal for Top Sales & Marketing Blog of 2016. In addition, this article won the Bronze for Top Sales & Marketing Blog Post.

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Webinar Metrics Groups Objections Tools 120

The ROI Guy

JANUARY 4, 2016

As we look forward to a great 2016, what lessons can we learn from the past year? Here's a round-up of the top five most popular articles from the Alinean team, all with significant guidance for the New Year: 1) Death of a Salesman? Forrester says Yes (at least 1 in 5 at risk)! Why TCS is the new TCO.

Real Estate 45

Real Estate B2B Marketing ROI 45

Crunchbase

FEBRUARY 25, 2021

According to CEO Menker in a recent article in The New York Times , “the company is developing indexes to measure conditions like drought, floods, temperature and more.” Founded in 2016 by Denise Woodard , the idea for the company came after Denise’s daughter Vivienne was diagnosed with severe food allergies. million Seed Round on Jan.

Company 95

Company Automotive Sales Qualified Lead Software 95

DiscoverOrg Sales

FEBRUARY 2, 2017

That’s why 2016 saw DiscoverOrg double down on non-IT datasets. These new datasets, plus 106% growth in our Marketing dataset, generated an astonishing 371% increase in non-IT contacts in 2016. In late 2016, Gartner confirmed a widely held belief that CMOs are expected to spend more on technology than CIOs in 2017.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Sales and Marketing Management

JANUARY 31, 2016

Issue Date: 2016-02-01. Teaser: The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle. The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle.

Distribution 120

Distribution Channels Sales Enablement Report 120

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. After completing this one-day Work Session, students will: Learn how to develop and execute a Prospecting and Business Development Plan that will help them build their pipeline to optimum strength and achieve 2016 quota. Want to pump the pipeline for success in 2016?

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Zoominfo

AUGUST 21, 2020

In 2016, the UK Telegraph installed devices underneath desks that used heat and motion sensors to detect whether or not employees were there. These capabilities could be crucial in regaining consumers’ trust as things begin to slowly transition from behind the screen to in-person. But what will it do to their trust long-term?

Retail 205

Retail Scale Lead Rank Lead Scoring 205

The Sales Hunter

DECEMBER 23, 2016

I was struck by a study I just read, “Global Leadership 2015-2016 Study.” Here’s an excerpt from the article: The short answer: Leaders just aren’t ready to lead. ” What it says is really keeping CEOs up at night. You can read an overview at this link.

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Study Research Leads Marketing Qualified Lead 100

Zoominfo

JULY 1, 2019

In that article, we state the following, “A critical step toward a more inclusive work environment and equal rights for LGBTQ+ employees is simple— and it comes in the form of representation. In fact, of all advertisements run globally in 2016, only 47 of those advertisements featured lesbian, gay, or transgender people.

Advertising 188

Advertising Advertising Survey Scale 188

Understanding the Sales Force

OCTOBER 21, 2015

The 2016 MLB playoffs are in full swing so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting - at bats in pressure situations that usually occur late in the game - has been studied a lot in recent years.

Exact 120

Exact Study Hiring Sales 120

Understanding the Sales Force

FEBRUARY 7, 2017

By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. I read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello. Image Copyright honglouwawa.

Comparison 120

Comparison Course Consultative Selling Sales Forecasts 120

Sales and Marketing Management

MAY 3, 2018

Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call. According to a 2016 Reuters article, an online survey of 400 U.S. I would argue this belief is more about perception than reality. Consider opening the door with a “cold email” first.

Cold Calling 220

Cold Calling Survey Education Research 220

Steven Rosen

DECEMBER 9, 2015

STAR Results) has launched its global 2016 STAR Sales Manager Survey. Article: New Managers Want to Succeed! Article: Are You Leading Your Team to Defeat? 10, 2015 – Star Solutions That Achieve Results Inc. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

Survey 120

Survey Sales Management Study Report 120

Increase Sales

OCTOBER 5, 2016

I shared how by belonging to a community of like minded sales professionals I was able to amplify this recent LinkedIn Pulse article – Great Coaches Are Equal to Top Sales Performers. I published this article on Friday, September 30, 2016. On Monday I shared it within one community. 7 Comments.

Strategy 152

Strategy B2C Twitter LinkedIn 152

Steven Rosen

DECEMBER 9, 2015

STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. Article: New Managers Want to Succeed! Article: Are You Leading Your Team to Defeat? 10, 2015 – Star Solutions That Achieve Results Inc. Participants will receive a free copy of the final findings report – valued at $250. ==. Are You Helping Them?

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. Article: New Managers Want to Succeed! Article: Are You Leading Your Team to Defeat? 10, 2015 – Star Solutions That Achieve Results Inc. Participants will receive a free copy of the final findings report – valued at $250. ==. Are You Helping Them?

Survey 120

Survey Sales Management Study Report 120

No More Cold Calling

JULY 13, 2017

In our 2016 Sales Enablement Optimization Study, we found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates for forecast deals could be improved even more, by 28%. My Favorite Metric: Referrals. Measuring referral activities is simple.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Zoominfo

AUGUST 30, 2022

Adopted in 2016 and enacted in 2018, the GDPR was created to improve data collection, processing, and usage. Lawful Basis Requirement (Article 6): The GDPR lists six lawful bases under which data may be processed, including consent and legitimate interests. What is the GDPR?

Campaigns 130

Campaigns Data Account Based Marketing Consumer 130

SugarCRM

MARCH 4, 2016

As we approach the end of the first quarter, it’s exciting to see some of the 2016 marketing predictions and trends from the top B2B marketers—including what our own CMO, Malinda Wilkinson shared—start to unfold. The post 2016 Marketing Predictions Start to Unfold appeared first on Salesfusion. Marketing Insights.

Marketing 20

Marketing Trends B2B Tools 20

Zoominfo

AUGUST 31, 2020

In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details. The 33-year average tenure of companies on the S&P 500 in 1964 narrowed to 24 years by 2016 and is forecast to shrink to just 12 years by 2027,” according to research from Innosight, a business strategy consultant.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

DiscoverOrg Sales

FEBRUARY 10, 2017

Below are highlights from the original article. In November, 2016, DiscoverOrg and Smart Selling Tools decided to find out. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools.

Revenue 120

Revenue Survey Report Tools 120

The Brooks Group

NOVEMBER 23, 2015

Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016. Check out or revisit these popular posts to keep your team focused towards new business in 2016. Learn More. 13 Winning Questions.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

DECEMBER 11, 2020

Additionally, diversity-themed executive roles have been on the rise in companies since at least 2000, but made a noticeable jump in 2016, ZoomInfo data shows. As you either prepare to switch positions or even re-enter the workforce, think about the questions in this article and research your potential new employers based on the data.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Selling Essentials RapidLearning Center

NOVEMBER 29, 2022

These communication signals are important in different ways at different times, as pointed out in an article on the website of Officevibe, an online employee collaboration platform. This post is based in part on the following research article: Hess, U. 2016) Nonverbal Communication. In: Howard S.

Training 52

Training Face-to-face Report Course 52

Increase Sales

JANUARY 2, 2016

This business data revealed the majority of downloads approximately 90% were articles from my website and the remaining 10% from this blog. In yesterday’s posting , I shared the top downloads during the first quarter of 2015 from my website analytics. Today, I am sharing the top viewed blog postings in January of 2015.

Data 70

Data Real Estate How To Comparison 70

Bernadette McClelland

FEBRUARY 18, 2018

If her name is not familiar, then let me tell you a story, to put this article into perspective. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. Minneapolis.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Sales and Marketing Management

DECEMBER 17, 2018

Teams excel at high-speed interactions, and they are especially successful when they are diverse in role and gender [Rock & Grant, “ Diverse Teams Feel Less Comfortable ” HBR 2016]. In a 1996 article on the Kohler effect [“ Social compensation and the Kohler effect ,” Stroebe, et. Organize the team to maximize effectiveness.

Incentives 149

Incentives Incentive Compensation ROI 149

Sales and Marketing Management

MAY 1, 2017

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. With that said, more often I find myself frustrated when I see a new article about how Millennials are lazy or entitled.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Increase Sales

DECEMBER 26, 2016

With so much dependent upon successfully achieving 2017 business growth (fill in the year or quarter), then doesn’t it make sense to deep dive as to what limited 2016 sales quotas? In a recent LinkedIn Pulse article, David Brock looks at the dramatic loss of dollars because of these poor retaining processes. Strategic Plan?

Quota 118

Quota Hiring Hubspot Coaching 118

Zoominfo

APRIL 8, 2018

In 2016, 36% of Fortune 500 companies had a public blog ( source ). Blog articles with images get 94% more views ( source ). Just over half (51%) of business owners report that content management is “very important” or “absolutely critical” to creating a cohesive buyer journey ( source ). Blogging and SEO Statistics: 10.

Lead Rank 201

Lead Rank Lead Scoring Lead Generation B2B 201

No More Cold Calling

OCTOBER 13, 2016

In 1916, The New York Times published an article that posed the question, “Are salesmen needless?” The article included a marketing expert’s explanation for why societal changes would render the door-to-door salesman obsolete: “Advertising is producing better results than the old method of personal solicitation.”. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Hubspot Sales

JANUARY 9, 2023

This could be an article, video, press release, case study or something similar. Editor's note: This article was originally published in September 2016 and has been updated for comprehensiveness. This is a great option if you've done a bit of prep before your meeting.

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Follow-up Nonprofit Social Media Travel 108