Trending Sources

LinkedIn Study Women In Sales

Score More Sales

This week, LinkedIn shared some statistics in its study women in sales. Koka Sexton of LinkedIn posted his thoughts about helping to push this conversation further. Jill started asking sales conference leaders over 10 years ago to have more women sales experts on the main stage – it often fell on deaf ears and the conversation itself got misunderstood. Read his post here.

Study 109

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

What’s happening during sales conversations, and why deals fail to close, may both have something to do with the curse of knowledge. Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game. The results of the study were astonishing. Something is clearly going wrong in the process of communicating value.

Study 151

Study: Think duplicate leads are all bad? Think again.


New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads. Our study also found that it isn’t enough to just know whether a lead is a duplicate or not.

Study 115

SaaS Case Study: Improving Conversions by 12% with Fewer Form Fields

Software Business Blog

“Less is more,” the old adage goes, and we’ve confirmed that less can be way more when it comes to cart conversion rates. Avangate recently ran some split tests on the Checkout page that increased conversion rates by an impressive 12%. And all it took to make such a big difference was eliminating a few fields on the Billing form. Tweet. We call the latter our “Short Form”.  .

Anatomy of a Lost Sale: Case Study

Sharon Drew Morgan

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Conversations that might have proved fruitful end up inadvertently annoying buyers, miss real prospects, and only connect with those having the same assumptions and biases. Sounds great, right? DIALOGUE. Bill: Hey Sharon Drew. Maybe.

New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success   was just released this week. In the study, some key conclusions came from their analysis of data from 3.5 93% of all converted leads from this study happened by 6 phone calls. Combining emails with phone calls yields more lead conversion.

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted. To right the ship (pun intended), he hired a new head of sales. Chris immediately took action. Why not?

Avangate Spring ‘16 Release: Maximize Revenue Growth with Conversion & Retention Enhancements

Software Business Blog

The new Adobe Analytics conversion reports provide insights into your top converting markets and payment methods, monthly conversion rate, and shopping cart traffic. Avangate offers a range of solutions to boost your conversion rate, created with retention in mind at every stage of the commerce lifecycle. Grow with the Power of Data. Monthly Business Reviews.

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

Sharon Drew Morgan

If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts. Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working is a post from: How they are done, however, determines their success.

Sales Hacks and How to Improve Your Lead Follow Up Conversions

Understanding the Sales Force

This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from , emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information have previously written about how important it is to quickly and consistently follow up on inbound leads.

Marketing Automation: Lessons from 4 case studies

B2B Lead Blog

Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. To help illustrate how some of your peers are utilizing marketing automation, in this B2B Lead Roundtable Blog post, I’m sharing four MarketingSherpa case studies that cover everything from how automation improved lead gen to how that tech directly impacted the bottom line. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. In this case study, Managed Maintenance Inc. Scalability.

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

When we took the consultative approach, it was easy to get decision makers to participate in the conversation. Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. secret experiment.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Blog

Does this sound like you or someone you know? I’m going to share 10 levers you can use to improve your lead conversion right now: 1. Shorten Numerous studies show that swift follow-ups increase conversion. Improve your lead qualification  process to increase “sales ready” lead conversion rates. Knowing when to provide a case study versus a technical white paper versus a product demo can make a huge difference in converting a lead to a sale.  . 5.  By focusing more on the best prospects, your conversion rates will rise. 8. Improve Use your manners.

How to Increase Your Conversion Rate by 10 Percent. At least.

Software Business Blog

What’s killing your conversion rates? By pinpointing and optimizing those areas, you can dramatically, and often quickly, improve your conversion rates throughout your buyer journey. Here’s what you can do to optimize your cart conversion by at least 10 percent. The winning scenario increased conversions by 5.5 percent higher conversion rate.

The Best Sales Books You’ve Never Heard Of… Some Webinars and an Important Study

Dave Stein's Blog

In this webinar, Mike Schultz, President of RAIN Group and co-author of the Wall Street Journal bestselling Rainmaking Conversations, will cover how sales managers and company leaders can help their sales teams inspire buyers to buy even when they weren’t thinking of buying. In my Sales and Marketing Management  magazine column this month, I write about sales books. Greg Alexander, et.

Study 64

A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing

While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers. Issue Date: 2014-07-23. Read about the fix. Read about the fix. read more

Book Review: The Challenger Sale: Taking Control of the Customer Conversation

Sales and Management Blog

Matthew Dixon and Brent Adamson in their new book , The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin: 2011) challenge traditional sales theory at its very core. The Challenger Sale is based on a study of over 6,000 sales reps from across the globe and “representing every major industry, geography, and go-to-market model.”  The study is based on a survey of forty-five rep attributes which include attitudes, skills and behaviors, activities, and knowledge. Not buying it? Well, they have some pretty good support—Neil Rackham for one. 

How to Boost Conversion Rates: What Your SaaS Business Needs To Know About Omnichannnel Commerce

Software Business Blog

Delivering that experience can boost conversion rates. While much of the conversation around omnichannel revolves around uniting in-store and digital experiences, the concept is just as important for B2B SaaS companies. According to a recent Forrester study , “B2B buying expectations already mirror consumer demand for omnichannel options and flexibility.”

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

And a  new study from International Data Corporation and LinkedIn , surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. The study reveals just how important your sales teams’ social media profiles are at a crucial moment in the sales cycle: the close. You can follow me on  Twitter,  connect on LinkedIn, and join the conversation on  Inside Sales 2.0

5 Coupon Conversion and Retention Best Practices for Sustainable Growth

Software Business Blog

Promotions continue to drive engagement for omnichannel commerce, offering the extra nudge that increases conversion and retention rates to power growth for your business. Even with conversion rate, multivariate testing and purchase funnel optimizations, you still lose the vast majority of potential shoppers through cart abandonment. Abandoned cart recovery. Best practice.

IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post. Study customer imperative rings particularly true.

Study 67

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Blog

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. If you only have a few minutes, this post provides highlights from each case study. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. What were the results?

A technology case study: implementing what the customer wants

Sharon Drew Morgan

continued: “Imagine where we’d be now if you had started our conversation with ‘ What would you have if you had all of your wishes and dreams, and a computer could do everything that your brain would like to do?’ Help Buyers Choose the Buying Decision Team: a case study. Winning the RFP business: a case study. FIRST SIGNS OF TROUBLE. bizniche).

21 Of The Best Resources For Improving Your Website Conversions

Ian Brodie

Since then I’ve had a few people ask about other resources to learn about conversion rate optimisation. So here’s my list of the best resources for improving conversions on your website with a special focus on increasing email optins. If you want to dive deep into conversion rate optimisation, there are a few “heavyweight” resources you should bookmark.

Study Proves Why Your Salespeople Love Living in No-Po Land

Productivity and Motivational Tips for Inside Sale

The biggest reason is the fear that they won’t be able to hold their weight talking at the higher level. A new study from Corporate Visions confirm this. It turns out that most salespeople are not prepared to have high-value conversations : 26% feel unprepared when demonstrating financial justification. 24% feel unprepared  during executive conversations.

A Sales Floor Designed with Motivation in Mind: New Studies on Motivational Workplaces

Productivity and Motivational Tips for Inside Sale

The study’s authors noted that workstations within 20 to 25 feet of walls with windows saw the most benefit. Studies also show strong anxiety-relief associated with light, air, and trees , so the more open and removed your office seems from your urban surroundings, the better. You can follow me on  Twitter,  connect on  LinkedIn,  and join the conversation on  Inside Sales 2.0

5 Ways to Tune-up Your Website's Conversion Rate to Drive More Leads

Sales Benchmark Index

The true focus is to optimize your website to increase your lead generation conversion rate. Here are 5 Ways to tune-up your website's conversion rate to drive more leads. First, benchmark your current website conversion rate and then try these things to increase it. 1 ) – Audit the content on your website. Is the content of quality? Are you tracking your competitors’ keywords?

PBTO36: Why Giving a Damn is Underrated and Caring is a Competitive Advantage with Bernadette Jiwa

Mukesh Gupta

In this conversation, we dig deep into her latest book – Meaningful. You can find all the case studies that she mentions here. In this conversation, Marketing Podcast Bernadette Jiwa Brand Story Telling Branding Care Case Studies Give a Damn Meaningful Shoes of Prey Story Strategy Blueprint The Art of TellingYou can reach here on Twitter @BernadetteJiwa.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review.   Conversely, 90 percent were categorized as experiencing infrequent or occasional sadness. Conversely, top salespeople take command of the sales cycle process in order to control their own destiny. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts. Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012.

Study 23

Coaching My Team is Harder Than I Thought! A Coach the Coach Conversation

Keith Rosen

But a possibility that goes unfulfilled is still a possibility, for you continually co-create new possibilities throughout a conversation that neither you or your direct report saw before. Not, “The act of instilling my expectations into the conversation and driving my own personal agenda.”. It hasn’t been created, nor formulated when you start a conversation. In the future.

“My job is to start a conversation”

Sharon Drew Morgan

if you and he start a conversation and reveal your true needs and he can hear you as you want to be heard, if he can maintain a ‘nurture’ relationship during the time it takes you to be ready to buy, if you feel really heard, if you believe he truly cares about you and you trust him, that you’ll buy from him. “My job is to start a conversation,” he said.

Five Tips To Increase Your Conversions This Holiday Season


So how do you go about capturing their attention and providing the best experience for your holiday shoppers to drive conversions, fast? Entering the conversation that is already going on in their head is always a good idea. Sure you want to increase conversions, but you can also look at increasing your average order size. We’re racing towards Christmas—FAST. For example….

PBTO18: In Conversation with Howard Moskowitz and Stephen Rappaport

Mukesh Gupta

He is best known for the detailed study he made of the types of  spaghetti sauce  and horizontal segmentation. Most important learnings from the conversation: Market Segmentation: . Once brands understand the mindsets of their customers and tailor their messaging accordingly, the conversion rates can at times even double. Dr. Howard Moskowitz. Stephen Rappaport.

Three Killer Headline Formulas That Could Skyrocket Your Conversion Rates…


Recently I had an interesting conversation with one of our GKIC copywriters about how she cut down her writing time by 75 percent and skyrocketed conversion literally overnight. About six months into her intense study as a copywriter (dedicating about 20 hours a week learning her craft) she was still spending hours and hours just to write a headline for a salesletter. (A headline is like the hook at the beginning of a story. It captures a reader’s attention and gets them to read farther into the promotion.). But then something happened that changed everything for her.

Infographic: How to use SMS to win love, leads, revenue


As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. recently released Leads360 study titled, Text Messaging for Better Sales Conversion , found conversion gains as high as 328 percent when using text messaging appropriately in the sales process.

Unica 131

Learn How to Double Call Volume and Drive Higher Conversion Rates

The Sales Insider

Auto Dialer Best Practices How To's Inside Sales Inside Sales Best Practices Inside Sales Tips Act On Software Act-On case study double call volume increase conversion rate marketing automation Sales Automation solutionSince January 2011, when Act-On Software implemented the solution, the company has experienced revenue growth of 269 percent year after year. Not to mention, they also experienced growth of over 50 percent quarter after quarter. To say that’s impressive Read more.

6 Ways to keep your thinking fresh

Mukesh Gupta

You would be even better off, if you include a lot of variety in your consumption habits and are not restricted to your own field of study or operation. Conversing. There is nothing that is better than having a cup of hot coffee/tea and a stimulating conversation with someone you respect and admire. Realising. Exposing. Thinking. Retreating. Teaching.

John Carlton’s “Bar Room Conversation” Marketing Tip

Ian Brodie

Rather than just describe your ideal client, you write down the conversation they would have with a barman if they’d come in to a bar at the end of a tough day ready to unload their problems. The Authority Formula – A Marketing Case Study. John Carlton’s “Bar Room Conversation” Marketing Tip is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results. News barroom conversation copywriting John Carlton pen pictureToday I learnt an enhanced version of this technique. John’s method is simple.

Industry Buzz – March 2015

Software Business Blog

Avangate is very excited to announce its Spring Release ’15, which introduces major enhancements for optimizing conversion rates – fueling customer acquisition at the top, all the way to improving renewals, boosting key metrics such as authorization rate, renewal rate and ultimately, serving to maximize customer value. Considered a Conversion Rate Optimization Project and were wondering if it’s worth the investment? Telestream got a ten-fold return on their investment and a 26% increase in conversion rate. Not bad, right?

How to Conduct Great Interviews for Even Greater Content

Vertical Response

Whether you’re interviewing thought leaders or highlighting successful clients, interviewing or featuring others can build trust, credibility and authority for your brand, and allow you to contribute to an ongoing conversation. Provide client case studies. And of course, you can always check out the VerticalResponse case studies. ?“Now, What do I do?’ All rights reserved.