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NOVEMBER 16, 2012

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. I hope they see this research.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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JUNE 30, 2014

Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Assess everyone through metrics and conversations. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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MARCH 28, 2012

Now there is community and conversations all around the topic of Customer Reference. Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study. A lot has changed.

B2B 169

B2B Customer Case Study Conference 169

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DECEMBER 23, 2014

See their whole study here. This conversation continues with more about other mobile tools in a future post. Sales content management was most-cited as a regularly used feature (37 percent), even ahead of reviewing and inputting contact information (31 percent). We’ve only talked about phones, tablets, and CRM here.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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OCTOBER 10, 2013

The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. What if you were in that 35% and just wanted to get 5% MORE conversations in each day – what would you do? Review (step 3) .

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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JUNE 5, 2013

Later in the day, I was able to interview her one-on-one, and found that the three conversations – keynote, smaller group, and then direct gave a great overview of this important storyteller who is a beacon in a sea of business people needing help understanding the care, value, and potential of their networks.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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SEPTEMBER 26, 2012

In addition to hearing the wisdom of Karen Wickre from Twitter posted previously , I enjoyed two social media experts who really stood out, advising anyone in contact about the power of opening up two-way conversation in your organization. Rubin cited a study by Zuberance that said for every advocate you have, they bring you 3 customers.

Marketing 197

Marketing Social Media Banking Consumer 197

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DECEMBER 7, 2012

The study was researched by Leads360. Buyers want to speak with someone who can hold a business conversation and offer ROI information, not just someone with a pulse and a heartbeat. Recently there was a report published on converting B2B sales leads into deals that we blogged about.

Leads360 225

Leads360 Closing Inbound Outbound 225

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APRIL 10, 2013

Bob shared research from their 2013 Inside Sales study. The study showed that the two biggest challenges for those leading inside sales teams are finding and hiring enough good inside sales reps, and then giving them a good on-boarding process so that they are productive and happy in the position. look inward for change].

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197