I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. We have some research to indicate that’s true, and that the statement’s directionally correct. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Does that figure depend on the type of solution? Do you see this changing? MORE >>

courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions. big win for your sales team would be to find more prospective customers and start listening to what they are saying. Here are three simple ideas to help you get started. Read it. MORE >>

New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. 'Selling has entered a new more dynamic era. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling MORE >>

Today is one of those days that we really take pride in at Leads360 because we were able to release new research into the wild. Download our new mortgage industry research. New Leads360 Research Study Highlights Surprising Gaps in Responsiveness; 74% of Lenders Fail to Respond to Prospective Customers Promptly. This  research shows that there is a very clear opportunity for lenders to improve their customer responsiveness, originate more loans and better serve their customers, their communities and their shareholders.” JPMorgan Chase Bank, N.A. Bancorp. MORE >>

Hiring Leadership Research HR ChallyThe skills and traits for success in a sales management position overlap but are very different for success in a direct selling role.  That means that if that salesrep, no matter how well they have performed, does not possess the specific skills and traits required for success in that management job, they are likely going to fail. Here’s a fact for you:  Scott Hudson, Vice President-Sales and Marketing at HR Chally, tells me that, “85% of sales superstars fail in sales management.” asked whether Lou was qualified.  Fast forward.  MORE >>