Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. In fact, studies show consumers are 64% likelier to purchase a product after watching an online video ( source ). Scientific studies show that humor and laughter lead to more inspiration and creativity. We say yes!

Marketing 164

Marketing B2B Lead Generation Social Media 164

Selling Essentials RapidLearning Center

JUNE 29, 2023

And that’s the real takeaway from this study. If you do feel threatened or stressed, recognize those feelings and make an effort not to make the kinds of “avoidant” gestures identified in the study: If you find yourself crossing your arms, uncross them. Other studies show that what we do affects how we think.

Study 52

Study Face-to-face Video Research 52

Mr. Inside Sales

DECEMBER 17, 2018

I thought you’d benefit from my most popular article I’ve published over the last two years. Study these and adapt them to your product or service and then use them to overcome the objection: “We’re all set.”. Note: There will not be a blog article next week on Christmas Day. The post Most Popular Article of the Last Two Years!

Decision Maker 137

Decision Maker Vendor Face-to-face Objections 137

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed.

Study 243

Study Sales Cycle Follow-up Account 243

InsideSales.com

SEPTEMBER 11, 2019

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. RELATED: Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research In this article: Creating Sales Best Practices Based on Sales Data Do Bonuses Enhance Sales Productivity?

Study 95

Study Research Forecasting Data 95

Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. Dan Caramanico alerted me to this dubious September 19, hbr.com article that explains their 5 Skills Every Salesperson Needs to Succeed. Why Do You Think Harvard Business Review Does This When it Comes to Sales?

Selling Skills 257

Selling Skills Hiring Study Sales Process 257

Adaptive Business Services

JANUARY 11, 2023

The post Electric Sign Sales Case Study – Hiring, Training, & CRM appeared first on Adaptive Business Services. As a result, she has been highly successful throughout her entire sign sales career. Maybe I can do the same for you? Please book a free 30-minute Zoom consultation with me if you would like to find out more.

Hiring 71

Hiring Case Study Study CRM 71

Nutshell

JUNE 5, 2020

To get your creative juices flowing, I’ve listed five surprising sales case studies to inspire your next “out-of-the-box” campaign. Sales case study takeaway : Whether you’re B2B, or B2C, the fact remains that you’re still B2H—Business to Human. Sales case study takeaway : Borrow reputation and breed familiarity.

Case Study 96

Case Study Paid Content Study Ideal Customer Profile 96

Sales Hacker

JULY 20, 2020

Stop writing case studies the old way ! Case studies like those can work. Today we’re learning a 7-step formula to make the best case studies your prospects have ever seen — case studies that connect to the reader, overcome objections, show what makes your product/service the best, and close the sale. Let’s dive in.

Case Study 109

Case Study Study Prospecting Top of Funnel 109

SBI Growth

FEBRUARY 12, 2013

Later in the article I share a tool to assist those currently in this dilemma. There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. No one ever wants to walk away from business. Q&A with Stefan Captijn from Genesys: 1) Can you briefly describe the opportunity?

Case Study 314

Case Study Study Travel Quota 314

HeavyHitter Sales

AUGUST 29, 2017

  I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published. Martin to receive future research articles.

Video 92

Video Trends Study Research 92

HeavyHitter Sales

OCTOBER 25, 2012

Here are the TOP 10 Heavy Hitter Sales Blog Articles as measured by number of times viewed. Personality Study of 1,000 Top Salespeople. Click Here for 25 More Articles.     1. Are Top Salespeople Born or Made? Seven Fascinating Facts About the Salesperson’s Mind. Why Did I Lose the Sale? ARE YOU A CLOSER?

Analysis 132

Analysis Study Software Software 132

Bigtincan

DECEMBER 13, 2020

Digital retail transformation case studies almost always focus on customer experiences (for example, providing iPads for in-store eCommerce, using augmented reality for product demos, etc.) but in this article we’re going to dive into the other — and equally important — side of digital retail transformation: the employee experience.

Case Study 52

Case Study Retail Study Examples 52

OutboundView

JANUARY 19, 2024

If so, this article is for you. In this article, we’ll walk through the changing landscape of how to organize SDR teams when selling to HR to get better results. Quick Case Study A client of ours ramped up to 6 full-time internal SDRs and an SDR manager over a six-month period. SDR teams are expensive and tough to manage.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Understanding the Sales Force

DECEMBER 13, 2012

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. Then, on Thursday, December 20, we'll post the winning article. The next series contains all I've written on sales process.

Hiring 163

Hiring Compensation Motivation Study 163

One of a Kind Sales

MARCH 2, 2021

articles about him and I realize that I should have been following him […]. The post Studying Larry King’s Interview Style Can Make Us Better Cold Callers appeared first on One of a Kind Sales. I knew he wore suspenders. But I had not really listened to him or watched his shows.

Study 50

Study Cold Calling Lead Generation Sales 50

Sales Hacker

OCTOBER 4, 2019

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. Keep reading for practical tips on how you can use your case studies to attract new prospects and convert existing prospects into paying customers. The value of a case study.

Case Study 81

Case Study Study How To Real Estate 81

No More Cold Calling

JANUARY 27, 2022

For example, a recent LinkedIn/Forrester study found that, when compared to their peers, sales organizations with leading diversity and inclusion practices have: 3% higher sales forecasts. That’s just one of many studies that have been conducted in recent years, clearly illustrating the benefits of diversity in the workplace.

Research 257

Research Benefit Hiring Demographics 257

Understanding the Sales Force

OCTOBER 28, 2013

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process.

Case Study 220

Case Study Study Decision Maker Inbound 220

HeavyHitter Sales

APRIL 7, 2013

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business.

Study 146

Study B2B Penetration Lead Rank 146

Sales Hacker

APRIL 9, 2020

Here’s a case study that will show you how it’s done in a real life situation. This step involves studying both the company and CEO’s brand to understand what is working and what is not. The post Increase LinkedIn Engagement by 86% in 2 Weeks (Case Study) appeared first on Sales Hacker. What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

SBI Growth

FEBRUARY 26, 2019

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money. Geographic growth opportunity Industry/Vertical market.

Segment 204

Segment Study Analysis Marketing 204

Sales and Marketing Management

APRIL 12, 2019

Duhigg cites a study from the 1970s by James Averill, a University of Massachusetts psychology professor, in which Averill surveyed the residents of Greenfield, Mass., More than two-thirds of those on the receiving end of Averill’s anger study said they came to realize their own faults. Can anger motivate?

Face-to-face 240

Face-to-face Journal Study Construction 240

No More Cold Calling

APRIL 11, 2019

I was shocked when I read about LRN’s State of Moral Research study. Dov Seidman, founder and CEO of LRN Corporation, summarizes the results in his recent article, “Employees Feel Businesses Are Lacking Moral Leadership.” Read Seidman’s article and find out. And they’re definitely more effective.

Cold Calling 328

Cold Calling Exercises Study Research 328

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. One of the things we studied is the impact of Social Selling. We discovered that.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Fill the Funnel

APRIL 3, 2015

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud. Why Use Case Studies? That is, a problem is presented.

Case Study 48

Case Study Study Top of Funnel Engineering 48

SBI Growth

JULY 18, 2013

The below article about P&O’s comp plan was posted on July 8 th here. If you are thinking about a comp plan redesign, here are dozens of articles that may help. If you do, you will thrive in this transparent world. Here is a rule of thumb to follow: Before changing the comp plan, always ask yourself: “ What will the fallout be? ”.

Case Study 266

Case Study Study Commission Company 266

HeavyHitter Sales

JULY 1, 2011

Personality Study of 1,000 Top Salespeople-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about the Seven Personality Traits of Top Salespeople. Other Articles That Might Interest You: Harvard Business Review Sales Articles by Steve W. Posted at 09:49 AM | Permalink.

Study 163

Study Lead Rank Lead Scoring Penetration 163

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues.

Journal 173

Journal Case Study Study Up-Sell 173

Understanding the Sales Force

JUNE 4, 2018

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. In this study, even I was surprised by what I found!

Data 233

Data Study LinkedIn Sales 233

Steven Rosen

JANUARY 14, 2024

Summary Video Article: Title: “Building an Execution Framework for Sales Success.” This article will explore the importance of execution in sales and provide a simple yet powerful framework for achieving execution excellence. Self-awareness is essential in understanding and overcoming resistance to planning and execution.

Video 156

Video Competition Coaching Strategy 156

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. 63 spot for that metric.

Salary 207

Salary Study Travel Report 207

Adaptive Business Services

OCTOBER 18, 2017

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. For some time now I have been curating “Ultimate Guide” articles. The post 2017 Social Selling App and Article Roundup #6 appeared first on Social Sales Training & Strategies.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

Sales Hacker

MAY 10, 2021

The post SaaS Case Study: How Customer Support Can Assist Sales Initiatives appeared first on Sales Hacker. They should also share other customer data like expectations set during the sales process. Bringing both teams on the same page can help you boost your revenue and create stronger relationships with your client.

Case Study 62

Case Study Study Top of Funnel Churn 62

No More Cold Calling

DECEMBER 29, 2017

Those adoptive businesses can build stronger employee engagement with the company’s goals, according to a study sponsored by Humana and The Economist Intelligence Unit (EIU). The Humana/EIU study also confirmed that stress remains a severe health problem in the workplace. This article was first published on Entrepreneur.

Company 0

Company Survey Study Promotion 0

No More Cold Calling

JANUARY 9, 2020

For example, in a global study of more than 1,000 sales managers, Vantage Point found, “75% of sales managers had fewer than 49% of their salespeople on target.”. For more on how to refocus sales manager priorities and boost quota attainment, read the rest of her article. million per manager. million per manager.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. As creative people, we looked at how we could get even the minimal amount of studying done, with much less work. It cut into my time socializing, drinking beer, partying and sports.

Analysis 107

Analysis Study Education Sports 107