Trending Sources

Lumping Small Business into Big Business Research

Increase Sales

The majority of business research is with the larger firms of 100 employees or more that comprise less than 1% of US businesses. Firms with under 100 employees account for over 99% of all US businesses and yet critical data from current business research for them is rarely published or easy to find. Credit of all US businesses. Share on Facebook.

Research: A Critical Selling Process

Dave Stein's Blog

Research comes in two modes: customer and competitor. Research isn’t an event—it’s a process. Research is a critical component for winning in today’s hyper-competitive, noisy, and busy markets. Research sales process owler Steve AndersenDepending on whom you sell to and who your competitors are, one may be more critical for winning than the other, but both are essential, nevertheless. And that process can only be effective and efficient when it’s supported by a sales rep who has the skills to employ accurate and relevant data. I reviewed Owler. This is a skill.

How High Growth Companies Conduct Market Research

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. New research shows that this “assumptionitis” is a condition both buyers and sellers suffer from, and it’s far more common than you might think. For example, the research shows more than 70% of buyers ask a friend or colleague for a recommendation. Bridging these gaps to win more business.

The Power of Observation in Selling Goes Beyond Sales Research

Increase Sales

Many sales training coaching programs are based upon sales research. So many times by ignoring what is around us because we have embraced the research embedded in sales training coaching programs we, as salespeople, lose our own unique competitive advantage. One example of sales research would be those still popular sales scripts. Share on Facebook.

Dead Trees, Sales Pipelines & Loss Aversion [Research]

Jill Konrath's Fresh Sales Strategies Blog

A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried. Buyer Insights Working Smarter

New Research Reveals the Personality of Top Salespeople

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review. 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.   What are the personal attributes, attitudes, and actions that influence personal sales productivity?   FOCUS.   CAREER ORIENTATION.

Sales Teams Investing in Predictive Analytics, Salesforce Research Shows

The Sales Insider

When Salesforce Research asked 2,300 global sales leaders which new technologies they plan to adopt in the next 12 to 18 months, predictive analytics emerged as the clear winner with a projected growth rate of 135%. Sales teams are investing in data science to gain a competitive edge, the Salesforce research showed. Predictive Analytics Sales Analytics salesforce research

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research


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?

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research. Ask individuals to comment on key findings discovered earlier in the research process. Look for themes in the feedback.

Social Research: Pillar Three of Strategic B2B Social Selling


With social selling, intelligent social research allows you to effectively target the right organizations and engage people at the right time with insight and context. Social research enables you to create a hypothesis of value and an engagement strategy to overcome the competition (including ‘do nothing’ / status quo competition). Research and planning is how […].

Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

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. Recently we published a blog on the emerging importance of inside sales in the B2B market. Quickness Matters. The results were telling. Activity Varies by Day of the Week.

Research Shows Who the Most Accurate Sales Forecasters Are

HeavyHitter Sales

MARTIN SALES RESEARCH ARTICLES              Who are the most accurate sales forecasters, and what separates them from the least reliable? I recently conducted a study of the forecasting habits of more than 350 business-to-business salespeople and sales managers to answer this question.    Forecasting accuracy varies during the year.

New Perspectives On Sales Success – Research From RAIN Group

Buyer Insights

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

Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Don’t forget free tools like Google Alerts and Twitter for research.

Important Research on Email That Impacts Your Sales Productivity

Jill Konrath's Fresh Sales Strategies Blog

I don’t know about you, but I get a little twitchy when I see unread messages in my inbox. In fact, I often get an overwhelming compulsion to stop everything and check them out immediately

How to do Market Research: A Step by Step Guide

Sales Benchmark Index

Market research provides a deep understanding of your market, accounts, buyers and users. But do you understand how to do market research inside your company? Market Research VideoIt’s a critical piece to your organization’s strategy. Watch here as we demonstrate both its importance.

Only 2% of Sales Leaders Maximizing Sales Data, Domo Research Reveals

The Sales Insider

Sales Data Domo researchDo you get your sales data exactly how and when you want it? Does your organization deliver it to you in real time, on mobile devices, in a format that’s easy to use? Is your sales data timely, relevant and actionable? If you answered yes to all of these questions, you can count yourself in [.].

Realtors Is Sales Lead Research Part of Your Marketing Plan?

Increase Sales

To achieve this purpose works far better when some time is invested in researching sales leads either inbound or outbound. Researching sales leads takes very little time thanks to the Internet. Then seeing the discrepancy between the names, a competent salesperson probably would undertake additional research using these keywords of “Advanced Systems” Leanne Hoaglund.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

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. A big win for your sales team would be to find more prospective customers and start listening to what they are saying. Read it. Do general search on the web.

Research Confirms Texting Realities in Inside Sales

Productivity and Motivational Tips for Inside Sale

The post Research Confirms Texting Realities in Inside Sales appeared first on TeleSmart Communications. According to a new study conducted by Harris Poll on behalf of OneReach, 81% of people in the U.S. are frustrated with having to sit through a phone call or computer session with a service or sales rep, while 64% say they would prefer to handle it by text messaging. Customer 2.0;

Why I Don’t Trust The Research

The Sales Blog

Why I Don’t Trust The Research is a post from: The Sales Blog | S. Sales research shows one part of a picture. The people that did the research in both cases are good and thoughtful people. But the research doesn’t jive. Sales research is sometimes conducted by surveying sales managers. That research gives you some insight into what sales managers see, hear, and feel. Other sales research is conducted by surveying customers. Still other research studies the entire sales organization. Use the Research. Anthony Iannarino.

[Video] Savvy Salespeople Do Prospect Research

Jill Konrath's Fresh Sales Strategies Blog

Prior to meeting, they've often researched your company. Question: How much prospect research do you do when working on a sales opportunity? Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you're selling? There's a good reason for it. They've been online doing their homework. They know about your products & services. Seriously.

3 Reasons Your Company Should Be Conducting Original Research

The Sales Insider

Upon arrival at, I was asked to learn the company’s operations as quickly as possible and then to conduct full-time research on company and industry-level questions. Inside Sales Thought Leaders corporate thought leadership industry research Sales Best Practices At that time, the company had about 200 employees.

Compelling Research About How To Sell Effectively Today

Jill Konrath's Fresh Sales Strategies Blog

His groundbreaking research at CEB has totally changed how we talk about sales in the past few years. In our conversation, Brent shared the results of CEB''s most recent research -- and what that means to salespeople. I recently interviewed Brent Adamson, co-author of one of my favorite sales books, The Challenger Sale.

What Type of Sales Forecaster Are You? Research Reveals the Art and Science of Forecasting

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review.     CLICK HERE TO READ THE ENTIRE RESEARCH REPORT            This Steve W.   Predicting the future is difficult, if not near impossible. However, salespeople and their managers are asked to forecast the future all the time.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Sales Tips: Know the Difference Between Buyers - and Researchers. For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B buying decisions are made : Product/offering research and evaluation. Image courtesy of Stock Images at to warrant expenditures.

Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing

Issue Date: 2015-08-07. Author: Lana Klein. Teaser: Innovation is the driving force of growth, but many new product ideas fail in the marketplace, leaving a trail of wasted time and resources. Sometimes the product idea is good but is poorly communicated. Sometimes, the idea is not that good from the start or lacks proper validation before a go-to-market strategy is crafted. read more

Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. SPOILER ALERT : Click here if you would like to take the actual test that was given to study participants prior to reviewing the research results below.     Words are not simply the flat, black-and-white letters as depicted in the dictionary.

Sales Organization Performance Gap: Research on Key Attributes That Separate High-Performing From Underperforming Sales Organizations

HeavyHitter Sales

Martin, well-known sales author and sales organization researcher, set out to find. The resulting research, The Sales Organization Performance Gap, provides detailed insights on the characteristics of high-performing sales organizations, quota analysis measurements, and key sales performance metrics.   The answer to this question is exactly what Steve W.

Brain Research and Buying: The Link to Increase Sales

Increase Sales

Now technology and brain research now reveal how those buying decisions are made. As a sales professional not to understand the ramifications of this brain research is simply silly. Additionally, books such as A Seat at the Table support brain research allowing you to work with the buying brain of your potential customers or prospects instead of working against it.

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.

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. When styles and traits are combined, they become qualities.

Market Research: Guide your Business Strategy to Win

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology

Hoovers and LinkedIn Team Up to Make Prospect Research Easier

Sales and Management Blog

I 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. . I also suspect like more sellers you find that difficult and very time consuming.

Learn to Focus On What You Can Control in Sales Communication

Increase Sales

Sales research suggests sales leads via email get cold very quickly, in 15 minutes. Human beings have short (8 seconds) as revealed through research by Microsoft. Sales Communication inbound email sales lead sales comunication sales lead sales research voice mailFunny thing about human behavior is we humans have a tendency to focus on what we cannot control. Response time.


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.        

A New Perspective On Researching The Competition

MTD Sales Training

One thing that salespeople have to do in abundance is to research the competition. Know The Enemy competitive research how to beat the competition set yourself apart from competition But there is another mindset that you can work on that will offer a different perspective on things. Most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

The Importance of Marketplace Research

Sell More and Work Less

Before you do any finalizing of your territory plans, do you have a concrete and thorough understanding of the market you’re looking to enter? By having a proper understanding of the target market, you are able to make your decisions based on solid facts and not just what you believe the facts to be. I […]. Observations from the real World Sales Success in the Trenches

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