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OCTOBER 1, 2013

Worse yet by not including my first name he has demonstrated he has not down any research outside of paying for a list of names. I did some quick LinkedIn research and found his name in my first effort. Marketing email marketing increase sales LinkedIn research permission based marketing relationship selling sales leads'

Marketing 169

Marketing Email Marketing Small Business Small Business 169

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SEPTEMBER 8, 2016

Isn’t it amazing with all the resources at the disposal of B2B and B2C salespeople, so many still fail to do any to adequate research on incoming sales leads or sales referrals? This research allows them to tailor their sales message. Doing the research is another sales behavior shared by top sales performers.

Real Estate 70

Real Estate Referrals Decision Maker B2C 70

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MARCH 14, 2014

If only… Kurlan & Associates revealed extensive sales research with the conclusion that 3 out of 4 sales representatives are clueless. The only problem with this thorough research is Kurlan & Associates failed to address the number one reason why small business salespeople “suck! Commitment. Responsibility.

Small Business 130

Small Business Small Business Lead Rank Skype 130

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JULY 1, 2017

Sales and marketing research can be interesting and provide some insight as what not to do. Of course, the word feelings does not appear in the research yet when discussing reactions to what bothers consumers most respective to brand advertising feelings are behind all of these responses such as: False, misleading or phony advertising.

Marketing 134

Marketing Advertising Advertising Small Business 134

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MARCH 27, 2013

Every day is filled with new marketing research especially with the ongoing influence of mobile technology. According to a report on cross-screen engagement released by Microsoft Advertising, Flamingo Research and Ipsos, there appear now to be four common multi-screen pathways to potential customers or consumers.

Sage 125

Sage Marketing Small Business Small Business 125

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JUNE 18, 2015

Sales research suggests at least 4 contacts are required to make a sale. Sales research has always been part of marketing specific to ideal customer , market place, etc. In the real estate industry, the main research is around the listing price of comparable homes in the area. ” This is also true with marketing.

Real Estate 70

Real Estate Ideal Customer Profile Industry Direct Mail 70

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MARCH 14, 2014

Lately for my own small business sales research I have been responding to these unsolicited marketing and sales messages with this question: Do I know you? small business executive coaching increase sales marketing and sales permission based marketing sales research small businesses talent management consulting' Share on Facebook.

Small Business 118

Small Business Small Business Research Coaching 118

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OCTOBER 7, 2016

Then add in the availability of additional research such as 8 to 9 out of 10 homes are not sold by the listing agent, but by a realtor not associated with the listing agent. Finally, savvy home owners from their own research and engage in marketing their homes without the benefit of a realtor. Fourth, learn how to sell.

Real Estate 145

Real Estate Commission Social Media Report 145

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JUNE 16, 2016

Sales research suggests the super majority of earned sales (estimated as high as 80%) happened after multiple contacts, usually more than three. This same research also suggests the majority of salespeople (estimated as high as 80%) stop after three contacts.

Sales Qualified Lead 70

Sales Qualified Lead Leads Marketing Qualified Lead Churn 70

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NOVEMBER 12, 2016

Additionally, this sharing has saved me incredible amount of time because I do not have to research to find the best solutions. Read a book, take a class, do some research and your sales leads just might be more willing to know and trust you. Share on Facebook.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

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MAY 16, 2016

Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds. Did you wonder why during a sales conversation your sales lead appeared to be off in La La Land?

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

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OCTOBER 26, 2015

Some recent marketing research by Spong is now revealing what I have said for years: Value is created by the buyer not the seller. This research also suggests as buyers age, their beliefs about brand attributes also increases. There is a lot of spin in sales about value creation.

Lead Rank 70

Lead Rank Lead Scoring Small Business Small Business 70

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JUNE 29, 2017

Some interesting research suggests small businesses prefer social media over email marketing. In marketing and sales research conducted by Ripl (mobile application software provider), revealed the following: 55% for Facebook. Probably the best and most overlooked reason is these small businesses lack a well researched strategic plan.

Social Media 96

Social Media Small Business Small Business Media 96

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AUGUST 30, 2017

Today I download some sales enablement research for an article I was writing. Now here was the perfect opportunity to do some further research before responding. All this being busy becomes an excuse not to do any additional research. Email Automation Reality. What triggered your interest in this paper? Share on Facebook.

Sales Qualified Lead 95

Sales Qualified Lead Influencer Study Follow-up 95

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MAY 1, 2017

This morning I read some interesting research from the Gallup organization on performance appraisals. I believe this research could easily be extended to sales performance appraisals. In his research, Spranger identified six core values he found in every person which he Spranger believed motivated human beings.

Motivation 91

Motivation Research Facebook Sales Leadership 91

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AUGUST 22, 2014

However some research from Contact Monkey suggests when it comes to email subject lines nothing wins the open email rate. This research about nothing being better than something came from analyzing over 30 million emails sent through Outlook and Gmail. I wonder how many of those marketing firms will share this research?

Small Business 161

Small Business Small Business Constant Contact Facebook 161

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MARCH 10, 2014

Researchers at MIT discovered these critical facts about how people process visual images: The brain through the eyes takes 13 milliseconds to process a visual (picture). The research from MIT is aligned to research through the Aberdeen Group that reveals visual story telling leads to: 15% shorter average sales cycle.

Marketing 138

Marketing Sales Cycle Facebook Google 138

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NOVEMBER 25, 2013

Mail Chimp just released some research specific to words in email marketing headlines and the results are indeed interesting. There was quite of bit insightful information within this research on email marketing. Invest the time to do your research so that your email marketing efforts will deliver the best results.

Email Marketing 144

Email Marketing Marketing Small Business Small Business 144

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JANUARY 25, 2017

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. Also this message could be placed on each page of the website where sales leads can send an web response request.

Inbound 70

Inbound Microsoft Guarantee Outbound 70

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AUGUST 16, 2013

The LinkedIn free account membership provides a plethora of research opportunities especially with the updated LinkedIn Contacts section. The paid membership enhances that research and gives you even more.

LinkedIn 138

LinkedIn Facebook Education Research 138

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AUGUST 28, 2015

This email marketing and time management research also suggested that 30% of those surveyed check their email in the morning while still in bed. Email marketing agencies are probably in a dither over this time management research. Credit www.picjumbo.com. With email not going away, this opens more opportunities.

Small Business 70

Small Business Small Business Email Marketing Ideal Customer Profile 70

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JUNE 18, 2014

Some new research by The Economist Intelligence Unit suggests senior managers, in many instances the decision makers you need to convince, describe their decision making style as “data-driven.” This research is valuable for those selling to small businesses as well as those involved in complex sales.

Decision Maker 150

Decision Maker Survey Influencer Sales Center 150

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DECEMBER 26, 2016

However if we believe sales research that 44% of salespeople have an 80% probability they won’t close the sale (Hubspot), then maybe there is something else missing? Without a well researched and yes time consuming strategic plan, SMB owners, sales managers and salespeople are engaged in the role of Captain Wing It.

Quota 118

Quota Hiring Hubspot Coaching 118

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MAY 19, 2014

From this same research, there are three (3) major topic areas: Important issues (27%). Research on company’s industry (16%). Am I sharing research about my industry that my audience would find helpful? What your customers do not want to read is any blatant selling of your solutions (products or services).

Social Media 130

Social Media Channels Media Facebook 130

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JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. Possibly this inability to clearly articulate value may help to explain why 99% of sales leads do not convert per research by Forrester.

Lead Rank 78

Lead Rank Lead Scoring Decision Maker LinkedIn 78

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MAY 22, 2014

Doing the math especially for a complex sale is time consuming and requires a lot of fact finding research about the company probably even before you step through the door or even make that first phone call. When you complete your research you will end up with the following figures for your prospect’s company: Total Revenue $$$.

Forecasting 138

Forecasting ROI Facebook Research 138

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JUNE 6, 2014

Research continues to poor that provide pathways to sustainable small business growth and yet small business owners, sales managers and even C Suite executives continue to stick their heads in the sand dune. Then there is the ongoing research from Gallup about choosing candidates with natural talents. Source: Gallup).

Hiring 128

Hiring Small Business Small Business Energy 128

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DECEMBER 22, 2017

Business research continues to reveal many executions fail. Then time is invested in clarifying or confirming the research. Yet how much time is wasted in redoing what didn’t work? What different increase sales leadership results could have been achieved with some better planning?

Sales Leadership 88

Sales Leadership Facebook Research Follow-up 88

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SEPTEMBER 19, 2016

Sales research of key executive decision makers revealed they believed only 1 out of 3 salespeople could confidently engage in value articulation. If key decision makers want salespeople to articulate the value of their solutions, then it makes sense to go with the sales research.

Lead Rank 70

Lead Rank Lead Scoring Decision Maker Strategy 70

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NOVEMBER 9, 2013

.” Keeping her cool, she used her brain not to overreact but to demonstrate she had done her research and was just attempting to learn were there any additional challenges. Engaging in industry or company specific research is an example of pushing one’s brain.

Small Business 146

Small Business Small Business Intent Vendor 146

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OCTOBER 14, 2013

The findings are indeed fascinating since the marketing research combined traditional methods with Implicit Association. This melding of the two types of research potentially provide incredible insight as to what we think we say we like and what we actually think. For example here are three marketing secrets from this study. #1

Prospecting 151

Prospecting Marketing Microsoft Google 151

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NOVEMBER 11, 2013

According to some research by Ken Blanchard Company, 54% of managers only use one of the four management leadership styles when working with their direct reports: Directing. This research goes on and reveals the following about the use of these management leadership styles: 25% use two of these four successfully. Supporting.

Sales Management 152

Sales Management Small Business Small Business Coaching 152

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JULY 6, 2014

Then new research suggested those basic emotions are only 4 and the others are learned or developed from cultural interactions. ” Emotional intelligence through ongoing research is a key indicator of leadership. For years, scientists believe there existed only six or seven basic emotions.

Facebook 147

Facebook Research 147

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JULY 3, 2014

Research after research on human productivity suggests internal motivation will always exceed external motivation. This is again confirmed in the buying behavior research provided by the author of, buy•ology. #3 Current brain research continues to demonstrate that the emotional self is far stronger than the logical self.

Motivation 130

Motivation Government Research Energy 130

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JULY 24, 2017

Sales research continues to suggest very few people can earn the sale on the first contact. #2 More and more sales research is being complied about the importance of emotions and how those emotions (emotional intelligence) are connected to the brain (neuro science). 2 – People Buy First on Emotions, Justified by Logic.

Facebook 88

Facebook Research Buyer Closing 88

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FEBRUARY 1, 2017

A recent report released by Salesforce Research of 300 small business owners revealed most small business owners rely on outdated and manual processes such as email and spreadsheets to store customer information. This reliance on outdated processes is further wasting their limited time. This wasted time translates to one hour per week.

Hiring 70

Hiring Small Business Small Business Decision Maker 70

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NOVEMBER 14, 2016

Other research supports the act of committing something to writing increases the odds that it will be achieved. Research by Gail Matthews at Dominican University has proven strategies for effective goal achievement must be actionable. Actionable.

Motivation 70

Motivation ACT Facebook Research 70