Trending Sources


HeavyHitter Sales

BE A PART OF SALES RESEARCH HISTORY.   Noted sales researcher Steve W. Martin from the University of Southern California Marshall Business School would like to invite you to participate in a first-of-its-kind sales research project on the attributes, attitudes, and actions of salespeople, sales leaders, and pre-sales support engineers.        

New Research Reveals the Personality of Top Salespeople

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review.   CLICK HERE TO READ THE REPORT AND TAKE THE SALES PERSONA TEST. Steve is a noted sales researcher and the author of the “Heavy Hitter” series of books on the human nature of complex sales.   This Steve W.   FOCUS. But they are also motivated by status and recognition.   Steve W.

Sales Acceleration Technology Spending: Special Report

The Sales Insider

Sales Acceleration Technology sales acceleration sales acceleration technology Sales Research Sales acceleration technology has transformed the B2B sales world. That much is indisputable. It’s obvious every time you chat with a customer on your website, make a video call, or sign an electronic contract. These innovations make remote selling more convenient for both buyer and seller.

Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

Since we received a number of comments, we thought a further exploration of the topic was warranted.  We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site.  Inside sales. Traffic was highest just before and during lunchtime for the buyers.

New ESR Report and Upcoming Webinar: The State of Sales and Purchasing

Dave Stein's Blog

This Thursday, November 29, ESR will publish a report which provides an enlightening look at the state of sales and purchasing. Our sponsor for this report is BayGroup International , a leading sales performance improvement provider with deep experience in improving effectiveness on both sides of the negotiation table. ESR’s report will be available for sale on Thursday for $99.

[Report] Social Selling Increases Sales Revenue

A Sales Guy

The Social Media and Sales Quota Report will be released this week and boy are the findings interesting. The report will be available by weeks end, but I wanted to give this community first peak. The most compelling insight from the report is that in 2012,  72.6% of sales people using social media out performed their peers not using social media. It’s almost here.

Salesfusion ranked highly in latest report by Industry analyst David Raab


Why Partner With SalesFUSION. [/one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Batman had Robin… You have SalesFUSION.

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. We have created a complimentary report for you which will help you to understand how to get the most out of LinkedIn as a business tool. Or is it because you have yet to be convinced of the real value of the site?

Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. The first presumption underlying this theory is that people can first of all obtain, and second of all truly understand, the breadth and depth of B2B offerings by doing online research. Source: [link] ).

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Because all of the salespeople worked for the same company, they reported to that one company''s sales management team, further skewing the results; The author incorrectly classified the ten traits as personality traits but some of them are actually behavioral styles. Understanding the Sales Force by Dave Kurlan Two articles caught my attention today.

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research.  In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). In this morning’s email I received the following unsolicited email with at least four marketing mistakes because of poor research. Credit link] name.

What’s Your Win Rate and How Do You Stack Up to Top Performers? [New Research]

The Sales Insider

For the Top-Performing Sales Organization Benchmark Report, the RAIN Group Center for Sales Research studied what the Top-Performing Sales Organizations—companies that [.]. Driving your win rate higher can be the single biggest factor to beating your sales goals. Even small improvements can lead to millions of dollars in new revenue, without adding any new sales headcount.

Study 29

Hoovers and LinkedIn Team Up to Make Prospect Research Easier

Sales and Management Blog

have yet to see a purchased leads list—no matter the price or the promises–that didn’t require a good deal of additional research of the names provided.  Hoovers is seeking to give an answer to both of the above situations—a research tool to help fill out the names and phone numbers on a leads list and the search ability to construct a list from scratch. OK, so you can do a lot of research of those companies on that expensive list you bought or you can create a list of your own. . also suspect like more sellers you find that difficult and very time consuming. Title.

Please Let's Stop Selling Buggy Whips

Increase Sales

The Danger Report authorized by the National Association of Realtors supports this movement away from real estate agents. This report revealed the number one danger at 100% in residential real estate is the incompetence of real estate agents. Do your research specific to your ideal customer. These are today’s buggy whips. First, stop selling listings as a sold home. 

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

Here is an update on what’s coming from ESR over the next few months: Research on Negotiation. Anyone who completes the survey will be entitled to a copy of the final report when it is published.  Inspiring Buyers to Buy (Even When They Weren’t Thinking of Buying)  During this one-hour webinar, ES Research Group, Inc. During this one-hour webinar, ES Research Group, Inc.

The Single Biggest Challenge to Hiring Sales People

Dave Stein's Blog

Any sales manager or sales VP who doesn’t have a proven method to identify particular candidates’ lies, exaggerations, and misrepresentations is destined to have a very difficult time building a stable and high-performing team. A Bit of Background did research on the subject of lying a while back. number of other firms have done similar research. Period.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

Reports of the Death of the Salesperson Are Greatly Exaggerated. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. RT @Renbor: "Reports of the Death of the Salesperson Are Greatly Exaggerated" #guestpost by @funnelholic [link] #Sales #B2B.

Sales Compensation Impacts Performance-New Research

HeavyHitter Sales

  Exciting New Sales Organization Research!   OTHER INTERESTING SALES ORGANIZATION RESEARCH: READ THE SALES ORGANIZATION PERFORMANCE GAP RESEARCH REPORT. READ THE LANDMARK SALES ORGANIZATION STRUCTURE AND TRENDS REPORT.   How Compensation Impacts Sales Organization Quality and Performance. This study explores the answer to that question.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

ES Research worked with Mike on a special project for his last company, so we got to know him a bit better. Our research indicates that 85% of sales training doesn’t impact performance for long. Hiring Interview Measurement Methodology Presentations Research sales process social mediaWhat’s been your approach to get those results? But done well, it can have a major impact.

Social Media Pays Off Big for Over 1,000 Marketers Reporting 150% ROI or More

B2B Lead Blog

The official verdict from MarketingSherpa has just arrived, in the form of their third annual B2B Social Marke ti ng Benchmark Report. compelling aspect of this report is that it compiles the survey responses of thousands of marketers – 3,342 to be exact – in more than 150 charts and analyses. Nonetheless, I am still impressed by social media’s rapid monetization.

Search Spies: Increase your conversions immediately by using these two awesome tools for competitive research

Software Business Blog

Competitive Keyword Research Tools. One of my favorite tools for competitive keyword research, SEMRush is very user friendly and intuitive. Domain Research. You can also access the top 200 organic keywords report for the analyzed domain and of course information about potential ads/traffic buyers. Advertising Research. Competitor Research. Keyword Research.

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

DiscoverOrg Sales

After analyzing, processing, and summarizing survey responses, the same advice I had received over a decade ago emerged as the overarching theme for the report—high growth companies do hard things. Get the full report: 2017 Growth Drivers Report: Unlock the Sales and Marketing Secrets of High Revenue Growth. According to TOPO’s 2016 Sales Development Report, outbound SDR teams set an average of 18.2 If you’d like access to the complete Sales Development Benchmark Report, contact TOPO for more information on joining their Sales Development Practice. But, 4.2

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

And Forrester Research’s findings show that “78% of executive buyers claim salespeople do not have relevant examples or case studies to share with them.” An, study on sales acceleration reports US companies currently employ 5.62 This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

Why “User Adoption” is the Best Indicator of Success

Smart Selling Tools

Our research specifically investigated: Who controls the budget (Marketing, Sales, IT, Executive office?). As someone who is contemplating the acquisition of sales tools, you should ask every vendor you talk with about their reported rate of adoption. Everyone who registers to attend, will get a copy of the survey report findings.

Sales 66

Sales Tips: Dig Deeper on Your Competitors with Win Loss

Customer Centric Selling

State of Win Loss Research Highlights Increased Competition. In our annual State of Win Loss research, Primary Intelligence asks Win Loss managers to share details about their Win Loss initiatives, including their perceptions of the incidence of competition in their markets. Highlight the uniqueness of Win Loss information compared to secondary research that everyone else sees.

10 Winning Ways to Keep up with Industry Trends

Vertical Response

Blogs and news sites will also often analyze key statistics and research that’s relevant for your industry, and break it down into bite-size chunks, in a form you can understand. 5. Small Business Marketing business research Circa industry research industry trends small business marketing prefer print. Others prefer to consume magazines and journals in bite-size chunks.

Webinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

B2B Lead Blog

16:18 – Higher-ticket items require more research before calling the customer. The more you research, the less you will have to dial. Dave reports fax pulls seven times better than email. Tweet Since 2007, has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. million.

Sales Tips: Why Phone Interviews Are Effective in Collecting Customer Insights

Customer Centric Selling

lead Primary Intelligence’s new Research & Development division. I was tasked with developing new solutions that allow our clients to understand and act on the insights we gather through our Win Loss and Customer Experience programs. NPS is reported as an aggregate score, which means you have a single number acting as a leading indicator for customer spend and growth. It’s true.

3 Deadly Sales Forecasting Mistakes (And How to Avoid Them)

The Sales Insider

Credible research [.]. sales forecasting sales pipeline reviews sales reportingIn many organizations, sales forecasting is almost a completely manual process run on spreadsheets. That means the sales leader has to chase down individual reps for information, manually merge all the data, and painstakingly validate it.

Sales Leaders Bullish on 2016 Growth [Infographic]

The Sales Insider debuted its quarterly Business Growth Index research report in March, revealing sales confidence and providing insight into the speculated “tech bubble,” which may be more bluster than reality. Research sales growth sales leaders sales opportunities

The Impact of Social Selling on Revenue

Igniting Sales Transformation

In our Social Media and Sales Quota report, our research did clearly show that sellers who use social media as an integrated part of their selling activities did close deals. If you want a copy of the full report, sign up to receive our eNews (in the right hand sidebar) and you’ll be able to download the report immediately. This infographic shares the highlights.

Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

Want to read more about the latest research from Primary Intelligence? sales tips selling tips sales process sales approach selling process crm sales technique sales tip selling technique selling approach customer experience win loss win loss reports cxSales Tips: Is Your Customer Experience Program Driving Metrics or Revenue? By Jessica Bledsoe, Primary Intelligence. If no, it’s 0%.

25 Insanely Interesting People I Came Across in 2014

Mukesh Gupta

If you are interested in Innovation and creativity as a topic, you should check out his Report 103 newsletter. The more I researched about him the more intrigued I became. One of the goals that i had for 2014 was to discover new people and learn from new sources. must say that I was fortunate enough to discover these people online and learn so much from them.

Stop Whining, Start Leading Your Small Business

Increase Sales

If only… Kurlan & Associates revealed extensive sales research with the conclusion that 3 out of 4 sales representatives are clueless. This report also lists 4 key characteristics of good salespeople for small businesses to large ones. small business 5 star model leadership Sales sales management sales research sales training and development Desire. Commitment.

Would You Pay for Better Customer Service? - Think customers: The.

The 1to1 Media Blog

GfK Research. New research shows the benefits of delivering such valuable customer experiences. RightNow Technologies has released the results of the companys annual Customer Experience Impact (CEI) Report, which shows that delivering exceptional customer experiences is essential for brand growth and competitive differentiation. The report, conducted online by Harris Interactive on behalf of RightNow, interviewed 2,291 U.S. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Books.

The Missing Link in Customer Centricity: An Engaged and.

The 1to1 Media Blog

GfK Research. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness.

Industry Buzz – July 2016

Software Business Blog

Check out this insightful research to discover where the industry has been and where it’s headed next. Based on reviews from hundreds of professionals from companies of all sizes, the G2Crowd 2016 Spring Report will help you compare the best ecommerce platforms out there, so get your copy now! Hi sellers! Before that, a little fun! How does an 18% revenue uplift sound?

Sales lead volume drops 30% on Fridays


Recent research from Leads360 looking  at the activities of more than 2,000 sales reps and the leads assigned to them during a six month period, revealed that the volume of leads distributed throughout the week is relatively constant day-to-day Monday through Thursday, but that there’s a surprising drop in total volume starting on Fridays. Sundays are by far the slowest day of the week.

How to Get Comments: Building an Online Community Through Social Media (Part 1)

The Sales Insider

Best Practices Blogging Cool Ideas How To's Inside Sales Best Practices Inside Sales Tips Lead Nurturing Reporting Research Sales Tips 10 tips for social media Better Sales Management building social community Google Inside Sales Ken Krogue Sales Best Practices sales blog Social MediaHow you interact socially online can help or harm you. In this two part blog series I’m going to focus on the method to ask for comment and leave comments in order to build following on your blog. Social media Read more.

Sales 17

How to Keep Your Eye on the Competition

Sales Benchmark Index

This finding is a result of SBI’s 8 th Annual Research Report. You can get a copy of the report and sign up for a workshop here. In our report, there are 6 reasons why you might have the wrong sales strategy. A recent SBI post shared that 78% of sales strategies are hopeless. The #1 reason: Your sales strategy is the same as your competitors.