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JUNE 18, 2018

Using research from 9,000 sales managers and their sales teams, the findings are grim.

Coaching 161

Coaching Data Sales Coaching Research 161

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JULY 22, 2014

Buyers can get exhaustive research done and have the upper hand now in communication with sellers like us. But before you get too depressed about the state of the power of buyers, think again – sellers have as much of a chance at research as our buyers do. How Many Sales Research Tools Are There?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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JANUARY 16, 2017

Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk.

Influencer 120

Influencer Research Sales Tools 120

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SEPTEMBER 11, 2012

They found you online, after lots of research. It was a flurry of activity, but… You never found out what all they were researching. They seem to have a lot of other potential business. There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more.

Opportunity 214

Opportunity B2B Research Pipeline 214

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MARCH 26, 2014

This one tip can cut the time from research to conversation dramatically. Bottom line - even though I have massive options for research, I need to get out there and talk to people. Additionally, I will find strategic partners in financial services who can refer me to those they are aware of.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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FEBRUARY 27, 2017

Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. Recently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time.

Buyer 120

Buyer Groups Research Opportunity 120

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. Understanding: Think of research, above, for industry and competitive information. People we know in midmarket companies tend to do what works – until it doesn’t work so well any more.

Social Media 233

Social Media B2B Strategy Media 233

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. It takes time to build trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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OCTOBER 1, 2012

4) Get good at prospect research. 14) Block time into research / e-mail / calling. 16) Also consider having a “Research Saturday” where you get a lot of research done at once – ready for Monday AM. 4) Get good at prospect research. 14) Block time into research / e-mail / calling.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

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MAY 21, 2012

Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. It is OK to call people you don’t know.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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AUGUST 28, 2014

Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”). Just as I searched for great mobile sites for webinar services, you can begin your research into mobile too. So why is your website not optimized for viewing on a mobile device?

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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SEPTEMBER 29, 2014

Time you spent doing “research” because you really are reluctant to get on the phone. Time you spent doing “research” because you are not clear on who your buyers really are. Think about it? Time you spent going after a deal you never really qualified and won’t get.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

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APRIL 5, 2014

Research over the years has found that positive attitudes impact sales success. One of the pioneers of this research is Dr. Martin Seligman. I don’t know Jack, but I have read his Chicken Soup book series over the years and like his approach. It really fits for sales professionals and those running a sales team.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

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APRIL 29, 2014

Most of us expect a call within 24 hours, and earlier research has proven that leads coming to your website should be followed up within one minute (yep, that’s right) in order to receive the maximum success. Research shows that responding to an inquiry within one hour improves your probably of converting a lead to closed business by 36%.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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JUNE 25, 2013

Because you cannot get your time back – time wasted surfing to do “research” – you know what I mean – you go to look up something about a company you are interested in and then get sidetracked. Use blocks of time to do research and blocks of time to make calls. Or do you work a well-defined plan? Maximize it by working smarter.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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JANUARY 31, 2014

Use the timer on your smart phone to time yourself doing specific tasks, like research or adminstrivia. When prospecting, do research in chunks of time rather than going back and forth with calling. Micro Sales Productivity Tips. Have a macro routine that opens the same programs in your browser (if you use a PC) each morning.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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OCTOBER 4, 2013

DemandMetric conducted research to learn more about the topic. What is helpful about this research is that they separate those that are more effective at it than those companies who are not, and it really shows some best practices your organization can look into if you want to improve the ability to create more sales at your organization.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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AUGUST 6, 2012

82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Our research shows that there is a need for new tools to help reps find the needle int he haystack. Reps are on information overload. ” The Big Data revolution is here.

Data 197

Data CRM Survey Study 197

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NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. By embracing new ways to sell, it has opened doors and yes, even grown sales pipelines for clients all over North America.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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AUGUST 17, 2012

Stop wasting time on too much research. You need to research, but you have got to learn how to do it more efficiently. No matter the title, if you were hired to bring in sales and grow revenues in the company this post is for you. Sell something today. Start making phone calls.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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MARCH 1, 2013

A study done by Harvard Business School and University of British Columbia researchers asked people about their lives, and found: Those who say life is short and hard are more likely to expect bad things to happen to them, even though they are no more likely to have experienced these things in the past than folks who say life is long and easy.

Consumer 255

Consumer Outbound Study Positioning 255

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MARCH 28, 2014

There are tools like never before and today’s sellers have the opportunity to do some research at home. I always did a percentage of my sales research at home – even before the internet. Today it is about using data you have access to and systems to put into place for successful business building.

How To 200

How To Motivation Compensation Engineering 200

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OCTOBER 13, 2014

I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer!

Vendor 204

Vendor Influencer Segment Twitter 204

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MARCH 18, 2014

[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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APRIL 27, 2014

Jaspar Weir, Co-founder and President, Taskus reminded the attendees of how expensive SDRs (Sales Development Reps) can be – especially if they are spending too much time doing research. Find ways to leverage all the non-selling tasks , such are research, to outsourced team members.

Revenue 232

Revenue Outsourcing Services PipelineDeals Scale 232

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AUGUST 16, 2013

ES Research just posted three new webinars for sales leaders – about sales talent, connecting sales to marketing better, and one with LinkedIn on 5 Ways to Close More Business with LinkedIn’s Sales Masters. Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

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JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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MARCH 4, 2014

million dollars for cancer research yesterday due to all of the people who decided to participate. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1 ” They did.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

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FEBRUARY 28, 2014

On Monday, March 3, I will be shaving my head for cancer research. Yes, it’s true. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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NOVEMBER 6, 2014

OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. See their free assessment offer in exchange for your basic info and a greeting from Dave here.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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SEPTEMBER 5, 2012

Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience.

How To 284

How To B2B Intent Inside Sales 284

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JULY 19, 2014

If you didn’t participate and still want to do something, please find your local cancer research center and get INVOLVED. I hope the woman receiving that hat feels it’s boldness. So hat’s off to everyone – and thank you for participating.

Ideal Customer Profile 187

Ideal Customer Profile Twitter Inside Sales Google 187

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JANUARY 4, 2013

It’s not about who you dialed anymore, or who you researched online – it’s about ACTION. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224