The Center for Sales Strategy

JUNE 15, 2021

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects. Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number.

Research 123

Research Prospecting Decision Maker Maximizer 123

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The Company’s Twitter Account.

Research 127

Research Prospecting Face-to-face Twitter 127

SBI Growth

AUGUST 4, 2020

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” ” CEOs with sales experience grow revenue.

Maximizer 174

Maximizer Enterprise Enterprise Research 174

Zoominfo

FEBRUARY 5, 2018

To achieve success in the B2B sales world, this is a rule you must live by. Now, if you’re a sales rep, this statistic might leave you scratching your head. Prepare for your sales conversations with better prospect research. Prepare for your sales conversations with better prospect research.

Research 113

Research Prospecting Face-to-face B2B 113

Alice Heiman

MARCH 2, 2022

Every CEO should consider doing 3 rd party Voice of the Customer research. Voice of the customer research is more than just sending out a customer survey or asking for a review. In it, we discuss everything that CEOs need to know to get started with voice of the customer research. Click to tweet. Dive in now! About Our Guest.

Research 118

Research Customer Survey Retention 118

Zoominfo

FEBRUARY 5, 2018

To achieve success in the B2B sales world, this is a rule you must live by. Now, if you’re a sales rep, this statistic might leave you scratching your head. Prepare for your sales conversations with better sales prospect research. Prepare for your sales conversations with better sales prospect research.

Research 100

Research Prospecting Face-to-face Remedy 100

Sales Hacker

DECEMBER 7, 2020

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. The audience.

Research 89

Research Sales Process Lead Rank Lead Scoring 89

Mereo

MARCH 28, 2024

Building relationships in sales offers a myriad of benefits. Learn the ins and outs of this philosophy and how to put it into practice with the Complete Sales Organizational Guide to Seek to Serve, Not to Sell eBook.

Research 41

Research Face-to-face Decision Maker Buyer 41

Sales Hacker

MARCH 24, 2022

The post New Research: All Sales Teams that Forecast Accurately Use this Approach appeared first on Sales Hacker. Tired of being in the hot seat trying to explain your forecast to management? Join these experts to learn the do’s and don’t of laser accurate forecasting.

Forecasting 88

Forecasting Research Sales Revenue 88

Selling Energy

JULY 28, 2022

Before you meet with a new prospect, the one thing you absolutely must do is background research. I’ve written several blogs on research techniques, and the topic is important enough (and vast enough) to warrant further discussion.

Research 73

Research Meeting Sales Prospecting 73

Emissary

DECEMBER 6, 2023

Description: Position your teams better with Emissary’s sales intelligence insights, the account research tool that quickly delivers meaningful insights.

Research 52

Research Account Software Software 52

Emissary

DECEMBER 6, 2023

Description: Position your teams better with Emissary’s sales intelligence insights, the account research tool that quickly delivers meaningful insights.

Research 52

Research Account Software Software 52

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch , and ultimately, close deals. Top Research Tools for B2B Sales Reps 1.

Research 100

Research B2B Tools Company 100

Sales Hacker

MARCH 18, 2022

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. The post RESEARCH REVEAL: Top Mistakes Causing Sales Teams To Waste Valuable Leads in 2022 appeared first on Sales Hacker. What were are their other top challenges?

Research 98

Research Leads Marketing Qualified Lead Sales 98

Sandler Training

AUGUST 19, 2020

The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out. The post Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings appeared first on Sandler Training.

Research 107

Research Survey Training Sales 107

Sandler Training

JULY 14, 2021

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. The post Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021 appeared first on Sandler Training.

Survey 72

Survey Research Industry Training 72

Selling Energy

JULY 14, 2023

Many salespeople think that the sale ends when they collect their commission. Sales professionals are smart enough to know that extending the sales process to include a post-installation follow-up call yields tremendous benefits. Consider the following scenario…

Segment 72

Segment Research Commission Follow-up 72

InsideSales.com

SEPTEMBER 11, 2019

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. RELATED: Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research In this article: Creating Sales Best Practices Based on Sales Data Do Bonuses Enhance Sales Productivity?

Study 95

Study Research Forecasting Data 95

RAIN Group

APRIL 8, 2020

It’s never been more important for your sales organization to be firing on all thrusters. As buyers are tightening their purse strings and uncertainty in both health and economic spheres are plaguing companies, you need an optimized sales organization.

Research 89

Research Study Sales Goal Buyer 89

Selling Energy

NOVEMBER 22, 2019

Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, talk to people within the company. Jeffrey Gitomer mentions that one of the best ways to get information about a company is to talk to the sales department because sales people love to talk.

Research 52

Research Sales Meeting Company 52

Understanding the Sales Force

AUGUST 2, 2017

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. They used vocabulary that I had to look up!

Research 159

Research Journal Training Sales 159

Sales Hacker

JANUARY 12, 2023

How many sales tools did you consider in 2022? That’s why we asked more than 1,000 Sales Hacker community members about their experience with 60+ tools across 7 categories. You’ll learn: The sales technologies most likely to power you past your revenue targets. How many did you buy?

Research 52

Research Revenue Study Sales Technology 52

Janek Performance Group

MARCH 22, 2022

With today’s post-pandemic challenges, it is essential sales organization hire and retain the best people. That’s why Janek Performance Group and SellingPower are conducting a survey on Finding, Onboarding, and Retaining Top Sales Talent. A core tenet of sales is understanding challenges and finding solutions.

Sales Talent 62

Sales Talent Research Hiring Survey 62

Tenbound

JUNE 10, 2020

Thanks to Covid-19, everything’s changed, and that includes Sales Development. How has Sales Development changed over the last three months? We teamed up with RevOps Squared to research. But while everyone is trying to adapt, what has been the actual impact? What can we expect in the near future?

Research 69

Research Report Sales 69

Allego

MARCH 18, 2021

Virtual selling has turned the sales industry upside down—and the effects will be felt for years to come. New Allego research shows that 62% of sales professionals say they’ve lost a deal because they couldn’t meet in-person with a buyer. B2B sales are very different now than they were one year ago.

Sales Coaching 62

Sales Coaching Research Coaching Hiring 62

RAIN Group

JULY 24, 2019

Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look. Here are a few ways you can use major social media sites for sales research. And yet, they don't.

Social Media 79

Social Media Research Media How To 79

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. A survey of 330 U.S.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Allego

MAY 12, 2022

If you’re involved in recruiting, interviewing, and onboarding new sales reps, you know how challenging it is these days. While onboarding remains a lengthy, costly, and stressful process for both sales leaders and new hires, new Allego research shows. And only 60% of sales hires will stay with the company at least six months.

Hiring 62

Hiring Research Report Travel 62

Highspot

MARCH 3, 2022

For the last two years, virtual sales calls have prevailed. A key component of high-performing sales enablement teams is the ability to drive change at scale, and the shift to virtual forward meeting types has tested companies’ abilities to adapt without falling behind. The Research Takeaways. Avoid Hybrid Presentations.

Research 52

Research Buyer Face-to-face Decision Maker 52

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. We have some research to indicate that’s true, and that the statement’s directionally correct.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253