Mereo

MARCH 31, 2022

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more buyers can increase profits from 25-95% and increase your selling success rate to 60-70%. The key takeaway from these studies? When you help your buyers win — your selling organization wins too.

Retention 36

Retention Buyer Face-to-face Survey 36

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s not selling. Get Referrals.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Alice Heiman

SEPTEMBER 20, 2023

Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Spencer’s insights shed light on the challenges of prospecting and discovery, where traditional modes of communication still reign supreme. Why, because it’s hard.

Hiring 84

Hiring Groups Demographics Lead Rank 84

Crunchbase

MAY 11, 2023

As it’s become easier to connect with people over video chat and more common for employees to work from home, video prospecting has emerged as an invaluable strategy for sales teams. By using video to engage with prospects, you can make your outreach more personalized, showcase your product in new ways and stand out from the competition.

Account Based Marketing 52

Account Based Marketing Video Prospecting Top of Funnel 52

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

BuzzBoard

APRIL 12, 2024

This trust tends to sustain the relationship over the long term, resulting in increased client retention. In short, this method aims to disrupt the prospect’s current thinking and demonstrate fresh, innovative solutions for the prospect to better compete in their field.

Consultative Selling 59

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 59

Pointclear

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S.

Media 233

Media Direct Mail netFactor Trade Show 233

Sales and Marketing Management

JUNE 20, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results.

Vendor 166

Vendor Hiring Discount Retention 166

Zoominfo

FEBRUARY 3, 2022

In a study by Qualtrics , 62% of respondents said that businesses need to care more about them. The study also found that after a positive customer experience, consumers are 3.5 Making continuous improvements to your support offerings, not just during a sales or marketing push, is key to customer retention.

Customer 100

Customer Loyalty Consumer Survey 100

The Brooks Group

JULY 23, 2018

That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. New research reveals just how critical it is for the Service department to be included in this alignment as well. . times greater annual increase in customer retention rates (11.4%

Customer Service 56

Customer Service Research Revenue Customer 56

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. Case studies. Retention and Advocacy Stage. But that’s not all.

Collateral 103

Collateral Case Study Retention Hubspot 103

Allego

OCTOBER 17, 2023

Poorly trained sales reps hurt an organization’s bottom line with inefficient processes, difficulties connecting with prospects and challenges in closing deals. Studies have shown this approach boosts retention. Research demonstrates this approach’s effectiveness. Just-in-time learning also supports long-term retention.

Hiring 71

Hiring Training Retention Coaching 71

CloserIQ

JUNE 19, 2018

It very well could be converting, hitting quota, retention, qualifying, or any of the other 724 tasks you have to juggle each and every day. That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)? Probably not.

Prospecting 81

Prospecting Scale Sales Qualified Lead Decision Maker 81

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

LeadFuze

JULY 23, 2023

According to industry studies, businesses that effectively identify and cater to their target audience see significantly higher conversion rates. Qualtrics’ article on types of market research provides deeper understanding here. This process requires meticulous research, testing, and analysis of various data points.

Demographics 52

Demographics Marketing Segment Social Media 52

Highspot

APRIL 14, 2020

And more than half feel that provocative messages — what companies use when communicating with net new prospects — are still applicable in a renewal scenario. But research proves otherwise. The buying psychology between prospects and customers is 180-degrees different.

Customer 83

Customer Face-to-face Buyer Study 83

Zoominfo

APRIL 17, 2019

Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. These are as follows: Top of the funnel: Prospects enter the sales funnel but are still in the “pre-awareness” and “awareness” stages of their buying journey. Why is the sales funnel outdated?

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Mindtickle

APRIL 23, 2024

Sales coaching According to research from the Sales Management Association, companies that provide effective sales coaching can see a 16.7% Yet, recent research found that 34% of sales organizations cite inaccurate forecasts and limited predictability in the business as one of their top challenges. revenue increase.

Sales Management 52

Sales Management Training Hiring How To 52

Hubspot Sales

MARCH 13, 2018

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. If you rely on the same prospecting methods and never try anything new, you’ll miss out on valuable opportunities.

Outsourcing Services 102

Outsourcing Services Prospecting Ideal Customer Profile Sales Qualified Lead 102

Zoominfo

JANUARY 19, 2022

A Deloitte study of consumer behavior and data utilization asked respondents to rate a series of scenarios on a scale of creepy to helpful. The study reveals that marketing efforts that focus on brand relationships are viewed as more helpful than in-depth tracking and create a better customer experience. It’s estimated that U.S.

Trends 100

Trends Marketing Lead Rank Lead Scoring 100

Janek Performance Group

MARCH 6, 2024

In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. However, Gartner research shows there’s room for improvement. Consider the following from the LinkedIn/Forrester study : Sales teams that actively practice D&I have an average lead-to-conversion rate of 54 percent.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Zoominfo

MAY 20, 2018

A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas ( source ): Customer retention rate: 60% vs. 48%. Step 5: Analyze results.

Analysis 223

Analysis B2B Hiring How To 223

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Encouraging Best Practices : If you find that your most active sales reps are also your most successful, you can study their habits and strategies to develop best practices for the rest of your team. For example, a smaller number of well-researched, personalized outreach efforts might yield better results than a larger number of generic ones.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Janek Performance Group

MARCH 8, 2023

The Illusion of Competence is a psychological theory that researchers Asher Koriat and UCLA cognitive psychologist Robert Bjork proposed. This is why we can read a chapter, highlight segments, only to re-read the chapter the following day and fail to recall the material studied.

Study 62

Study Motivation Research Call-back 62

SalesHandy

SEPTEMBER 3, 2020

So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case studies of top-notch industries that can help you in building the best data-driven sales strategies for your business. Sales prospecting statistics.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. Stronger employee retention Another benefit of sales coaching is improved employee engagement and retention.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. pricing page, case studies).

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Mindtickle

JANUARY 19, 2023

To build an effective strategy and plan to support it, you need to take a look at research focused on different parts of it. We’ve also included some recommendations for how to use this research to inform your own plan. Forrester’s 2021 B2B Buying Study ). Forrester’s 2021 B2B Buying Study ). Upland ). Upland ).

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Smooth Sale

OCTOBER 10, 2022

Solid marketing is crucial to convince your prospects to sign up for your offerings. Customer retention. Moreover, rather than just focusing on the product features, go deeper into the outcomes and benefits that your prospects will get. Both your prospects and existing clients can know all about your announced updates.

Lead Rank 78

Lead Rank Lead Scoring Strategy Account Based Marketing 78

Sales Hacker

MARCH 5, 2021

As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. Speaking of research, buyers will not skimp on it.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). Posting exclusively about products.

Social Media 147

Social Media Media B2B Marketing 147

Smooth Sale

SEPTEMBER 7, 2023

The goal is to honestly verbalize what our prospective clientele desires from a service such as ours to uncover how we may best serve them well. Ensuring everything is in sync with the theme, including priorities and values, plus the dedication to research, trial and error, you will stand a far better chance of succeeding.

Hiring 110

Hiring Lead Rank Lead Scoring Networking 110

Corporate Visions

MAY 22, 2019

Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.” A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Smooth Sale

APRIL 8, 2023

Invest in Research & Development Investing in research and development is essential to stay ahead of the competition. Research potential export markets and determine what it would take to ship products there – you may need to adjust production processes or meet packaging requirements.

Harvest 78

Harvest Social Media Hiring Media 78

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. The goals: deliver a seamless experience for the prospect or customer, increase conversion rates, and ultimately boost revenue. The disconnect between marketing and sales is an age-old story.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130