The Center for Sales Strategy

DECEMBER 20, 2021

If your company is going to stay relevant, you have to understand the trends of sales data for 2022. Learning the data and staying on top of the trends will allow you to make the most of your sales and marketing strategy and, ultimately, will lead you towards success in 2022.

Trends 121

Trends Consumer Research Data 121

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Current Sales Compensation Benchmarks.

Compensation 81

Compensation Salary Incentives Incentive 81

Understanding the Sales Force

FEBRUARY 20, 2018

I received two pieces of bad news about some horrible statistics. The other piece of bad news relates to my award-winning sales training company, Kurlan & Associates. But these statistics are very misleading. The first is about my award-winning Blog. Let me explain why.

ACT 178

ACT Relationals Opportunity Closing 178

Zoominfo

MAY 19, 2017

Sales and marketing alignment should be one of your organization’s top priorities. Check out these 20 sales and marketing statistics: Sales and Marketing Alignment Statistics Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates ( source ).

Marketing 130

Marketing Lead Rank Lead Scoring Buyer Persona 130

Mindtickle

SEPTEMBER 6, 2023

With increasingly knowledgeable buyers, complex buying committees, and remote selling, today’s sales reps must elevate their expertise in order to win deals. Although certain sales professionals may believe they possess the complete skill set required to seal any deal, there’s always room for growth. Mindtickle can help.

Selling Skills 52

Selling Skills B2B Buyer Training 52

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

The Center for Sales Strategy

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Social Selling 108

Social Selling Social Media Benefit B2B 108

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Score More Sales

JULY 31, 2013

As a sales leader I used to have to hire sales people. I found out some interesting things over time and wanted to share my statistics in hopes that you who “listen to your gut only” could most likely improve results. We were WRONG half of the time, and we were all very successful as former sales reps ourselves.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Xactly

JANUARY 3, 2019

Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. When used properly, statistics should tell a story. 10 Sales Statistics for Better Planning.

Handbook 99

Handbook Territories Compensation Incentives 99

Grant Cardone

APRIL 22, 2024

As Q1 comes to a close, the statistics are rolling in. One such example is Apple sales being overtaken by South Korean competitor, Samsung. Numbers Don’t Lie… Believe it or […] The post Samsung Overtakes Apple As Sales Drop appeared first on GCTV. And, industry titans are proving to have chips in their armor.

Industry 110

Industry Examples Sales Closing 110

Gong.io

DECEMBER 14, 2021

Sales emails are easy. Here are 7 sales email statistics that will help you win more deals. We review millions of calls, emails, and other sales interactions for all of these sales stats. Sales Email Statistic #1: For cold emails, longer is better. You’ve done it your entire life. You’ve got this.

ROI 62

ROI Negotiation Sales Cycle Buyer 62

KO Advantage Group

JANUARY 17, 2020

Statistics and research are the differences between sales programs that get results, and those that just make the student "feel good". But when I was in corporate sales one of the things I hated the most was being taught techniques and "tips and tricks" that had no backing! 80% of Sales Require 5 Follow-ups.

Call-back 87

Call-back Follow-up Sales Cycle Retail 87

Close

SEPTEMBER 12, 2022

Use the data provided by cold calling statistics to gain incredible insight and maximize your sales calls.

Cold Calling 52

Cold Calling Maximizer Data Sales 52

Sales and Marketing Management

MARCH 25, 2024

A recent survey of Sales & Marketing Management readers showed a significant percentage of them use gift cards to motivate their employees to complete training. A closer look at the statistics. The post Gift Cards Motivate Skills Building appeared first on Sales & Marketing Management.

Motivation 156

Motivation Survey Training Marketing 156

Close

NOVEMBER 15, 2022

And sometimes, it takes 53 cold, hard sales statistics. Sometimes, it takes the cold, harsh truth to burst your cozy bubble.

Sales 59

Sales B2B 59

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. These tools are designed to assess and predict, providing a scientific basis for forecasting a sales candidate’s success. They help identify cultural fit, manage different sales approaches, and offer developmental feedback.

Hiring 156

Hiring Forecasting Exercises Retention 156

Mindtickle

JANUARY 19, 2023

In 2023, many sales organizations will focus on measuring and improving sales productivity. But first… What is sales productivity? Simply put, sales productivity is how efficient and effective your sales reps are at hitting a variety of revenue milestones and goals. Forrester’s 2021 B2B Buying Study ).

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Understanding the Sales Force

NOVEMBER 22, 2021

You would have to return to the 1980's to see those things and when it comes to their operations, some sales organizations are still in the 1980's. For example, check out these statistics from OMG's evaluations of 30,000 sales teams and more than two million salespeople. Or a car that didn't have anti-lock brakes?

Groups 344

Groups Objections Report Examples 344

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 64

Sales Enablement Strategy Hiring Collateral 64

Sales and Marketing Management

AUGUST 9, 2022

A survey or more than 100 B2B marketing managers revealed some telling statistics on the importance of their channel partnership strategies. The post Channel Partnerships by the Numbers appeared first on Sales & Marketing Management.

Channels 326

Channels Survey B2B Strategy 326

Understanding the Sales Force

NOVEMBER 10, 2023

The statistics showed that as a result of human trafficking, more children are enslaved today than when slavery was legal! And “We don’t know what we don’t know about sales” is a true statement in most companies. It’s no wonder the average tenure of a Sales Leader is only 18 months.

Company 212

Company Hiring Scale Forecasting 212

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Using my process and tools, 92% of the salespeople our clients hire will rise to the top half of their sales teams.

Hiring 193

Hiring How To Decision Maker Guarantee 193

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 203

Hiring Top of Funnel Company Funnel 203

Xactly

SEPTEMBER 9, 2019

The average sales turnover rate is increasing and is a problem every organization faces. Here are six key statistics you need to know about rep attrition.

Face-to-face 51

Face-to-face Sales Sales Coaching Motivation 51

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 52

Sales Enablement Strategy Hiring Collateral 52

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 52

Sales Enablement Strategy Hiring Collateral 52

Sales 2.0

MAY 30, 2023

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. The traditional sales model is robotic. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

The Center for Sales Strategy

JUNE 7, 2019

> 75 Key Sales Statistics That'll Help You Sell Smarter in 2019 — Hubspot. Every time we think we've gotten a grip on the weird, wonderful world of sales, we learn something new that forces us to change our perspective and question our beliefs. Luckily, not all sales-related data will bum you out. THE MOST CERTAIN WAY.

Hubspot 59

Hubspot Motivation Relationals Up-Sell 59

Grant Cardone

FEBRUARY 9, 2024

Doing sales calls can seem like a huge challenge, especially since you’re not directly face-to-face with your buyer. Before The Sales Call Statistically speaking, when […] The post Do THIS Before Sales Calls appeared first on GCTV. In reality, finding that out is much easier than you think.

Face-to-face 95

Face-to-face Guarantee Buyer Sales 95

HeavyHitter Sales

MAY 25, 2017

A sales mentor’s sales intuition has been honed by many years of customer calls; therefore, their judgment is respected and advice highly sought after. However, in a typical sales organization, role modeling occurs very informally and irregularly. Your sales manager can make your life enjoyable, tolerable or miserable.

Sales Management 74

Sales Management Field Sales Inside Sales Research 74

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. Source: Selling Signals Based on these statistics the answer is: Sales managers are not sales coaching!

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

The Center for Sales Strategy

AUGUST 31, 2023

You finally built a great sales team! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8 With those terrifying statistics in mind, let’s discuss ways to keep your top talent happy and wanting to be long-term employees. You did it! And then… someone quits. Maybe more than one. What happened?!

Sales Talent 125

Sales Talent LinkedIn Report Competition 125

BrainShark

MAY 2, 2019

As new research is published on the sales profession, we’re faced with new data about what it takes for today’s reps to succeed.

Face-to-face 134

Face-to-face Research Data Sales 134

Steven Rosen

NOVEMBER 7, 2023

Top sales coaches have the power to supercharge a team’s performance. Research suggests that the best sales coaches can drive 19% more sales than those who are less effective coaches. Yet, despite these promising numbers, many sales managers remain disengaged from the coaching process.

Coaching 156

Coaching Sales Management Sales Coaching Motivation 156

G2Crowd - Sales Blog

JANUARY 11, 2021

You were banking on your sales team to increase business growth, and it fell short. You can’t seem to figure out why.

Sales Enablement 103

Sales Enablement Banking Sales 103

Understanding the Sales Force

JULY 22, 2020

Steve Taback and I started our respective sales training firms at the same time back in 1985. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. the other version of OMG this time) Was he asking me to do some research on sales assessment statistics ?

Motivation 251

Motivation Data Groups Objections 251