Trending Sources

Pipeliner CRM Case Study: Whole Harvest Foods


The post Pipeliner CRM Case Study: Whole Harvest Foods appeared first on Pipeliner CRM Blog. Our Case Studies About Whole Harvest Foods Whole Harvest foods produces the nation’s first naturally-processed line of no trans-fat commercial cooking oil produced without blends or harsh chemicals. The company’s refinery is located in Warsaw, North Carolina, with [.]

Pipeliner CRM Case Study: S. Sterling Company


The post Pipeliner CRM Case Study: S. Our Case StudiesSterling Company of Atlanta, Georgia is a sales and distribution firm representing electrical component suppliers to U.S. vehicle and equipment manufacturers throughout a 14-state region including the South, Southeast, and Midwest. Clients include Airstream, Volvo Construction Equipment, Blue Bird Body Co., […].

Why Smart Sales Reps Should Study Sales Techniques


The post Why Smart Sales Reps Should Study Sales Techniques appeared first on Pipeliner CRM Blog. Selling is a tough job… The challenging global economy, change in consumer buying habits and the shift towards customer-centric selling, has made sales a very challenging profession. So what can give you the edge? For sure, experience is a huge factor. Sales Effectiveness Sales Methodology

Study 193

Stunning Study Reveals Secrets to Increasing Sales by Up to 49%


Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study). This study is one [.] The post Stunning Study Reveals Secrets to Increasing Sales by Up to 49% appeared first on Pipeliner CRM Blog. Sales Management

Study 200

Can Case Studies Help Your Business?

Fill the Funnel

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud. The case study then would prove the case for using her services. Why Use Case Studies?

Study: Think duplicate leads are all bad? Think again.


New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads. Our study also found that it isn’t enough to just know whether a lead is a duplicate or not.

Study 115

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014? This question doesn’t get asked that often. And it should. Download the Social Selling Guide for Leaders. Use it.

Stunning Study Reveals How to Increase Sales by 29-49%


Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Sales Process Sales Leads

Study 99

Two Cold Call Case Studies

Sharon Drew Morgan

Two Cold Call Case Studies is a post from: C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’]. SDM: Do you know if that’s my correct name? C: I do know. It’s your name. SDM: Really? Are you absolutely certain? C: I am. C: Wait. Seriously.

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

This case study is a great example f or those who think that Desire and Commitment are enough, for those who think that strong salespeople will succeed, even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. They only made 800 attempts.

Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence. This study is flawed simply by including the word "potential". But there are not.

Study 47

Sports, Crowdsourcing, and Analytics: A Case Study

Brian Vellmure

The post Sports, Crowdsourcing, and Analytics: A Case Study appeared first on Value Creator. This year, the Sacramento Kings crowdsourced intelligence about who they should take in the 2014 NBA draft. Grantland created two well done videos (embedded below) that chronicle the process of leveraging relatively obscure talent to make what turned out to be a $4.7 How much value can be quantified?

Anatomy of a Lost Sale: Case Study

Sharon Drew Morgan

Anatomy of a Lost Sale: Case Study is a post from: I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Here is recent dialogue with a potential partner that gives a terrific example of possibility lost. Sounds great, right? DIALOGUE. Bill: Hey Sharon Drew. SDM: Sure.

New Social Selling Case Study

Sales Benchmark Index

Here is a new social selling case study we wrote for you. Case Studies Social Selling Referrals

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. Specifically – when to walk away from an opportunity. He wrote us about a coworker who recently went through this. stefancaptijn. for 2013.

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales. use overused terms like “synergy” over-inflate possible results using the seller’s products or services. write five paragraph e-mails (he hits the delete button).

Study 62

New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5 93% of all converted leads from this study happened by 6 phone calls. And furthermore, each minute you wait decreases your chances of ever converting them.

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted. To right the ship (pun intended), he hired a new head of sales. Chris immediately took action. Why not?

Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

The beauty of this case study is that Market Sense was able to isolate the relative effectiveness of individual findings, something that hasn’t been done since the mid-80''s! This kind of story doesn''t happen every day. One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. Normal. false.

Deloitte Study Identifies as No. 1 in Social Selling

The Sales Insider

The social engagement experts at Insightpool conducted a study of the Deloitte Technology Fast 500 companies to see how well they use “social currency.” You can see the full report here: Social Currency Study. ranked No. 1 overall based on an in-depth analysis of our Twitter activity. How did we end up at the [.].

Study 57

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website. You must read the article in order to understand the following questions. Integration is key. That''s a day.

Study 48

Winning the RFP business: a case study

Sharon Drew Morgan

Winning the RFP business: a case study is a post from: Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects as part of their proposal responses.

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

Sharon Drew Morgan

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working is a post from: I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. Using current cold calling techniques, cold callers don’t recognize that the call is meant for them to get their own needs met. C: Hello, Sharon? C: I am.

4 Fascinating Sales Research Studies You Should Know by Heart

The Sales Insider

Want to know what makes a high-performing sales team? Science offers valuable insights for sales leaders at companies of all sizes. Here are the key findings from four fascinating sales research papers, covering: Sales compensation and bonuses Personality traits of top performers Key performance indicators Performance goals vs. learning goals 1) Do Bonuses Enhance Sales [.].

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. No Decision. Stalled Sales Cycles. Product Commoditization.

Study 35

Study: What CEOs Really Think About Customer Experience

The 1to1 Media Blog

While some past studies have revealed a disconnect between the quality of the customer experiences the CEO believes a company delivers to its customers and what customers' actual perceptions are, a recent survey of CEOs finds that many chief executives view customer experience as the most effective opportunity for obtaining a competitive advantage. As the leader of the company, the CEO often sees himself or herself as the person who is ultimately responsible for the customer experience. There’s more… To read the rest of this blog posting click here or visit

Study 34

Marketing Automation: Lessons from 4 case studies

B2B Lead Blog

To help illustrate how some of your peers are utilizing marketing automation, in this B2B Lead Roundtable Blog post, I’m sharing four MarketingSherpa case studies that cover everything from how automation improved lead gen to how that tech directly impacted the bottom line. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Case Study #2 – Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads. In this case study, Managed Maintenance Inc. Scalability. Results?

20.5 Attitude Gems For You To Read And Study | Jeffrey Gitomer.

Jeffrey Gitomer's Sales Blog

Attitude Gems For You To Read And Study. attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

Study 43

Seven Things You Need to Study to Boost Your Sales

The Sales Heretic

The top people in every profession got there by studying. Raw talent and intelligence will only take you so far. Whether you’re talking about doctors, athletes, lawyers, business leaders, artists, writers or teachers, the best are committed to continual learning. The same is true for salespeople. If you want to join the ranks of the [.].

Study 27

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. What have I really been doing? A secret experiment. What if I was wrong about what I''ve been writing? Want to know what happened?

ITSMA Professional Services and Solutions 2013 Brand Tracking Study


According to ITSMA’s research , while there are professional services and solution providers with unaided awareness in the market (IBM – 52% of respondents, Accenture – 25%, HP – 22%) there were literally scores of other vendors mentioned when 466 business and IT executives were interviewed about services providers in September – November, 2013.

Study 48

A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix. SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix.

For VisioneersPartner, Pipeliner CRM Is the Perfect Fit


Our Case Studies VisioneersPartner (@VPAustria) is a sales consulting, implementation, and training company headquartered in Vienna, Austria, and servicing Europe and North America. A Pipeliner CRM partner, the company has several unique value propositions that set it apart from other sales consultancies. “We

[Case Study] Using Email Marketing To Win Corporate Clients

Ian Brodie

In this case study I explore with Adrian how he signed up those large corporates for his regular emails, and what he puts in them to get the attention of busy executives and to build the credibility needed to secure meetings and win projects. The post [Case Study] Using Email Marketing To Win Corporate Clients appeared first on Get More Clients: Proven Strategies to Attract and Win Clients.

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

And a new study from International Data Corporation and LinkedIn , surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. The study reveals just how important your sales teams’ social media profiles are at a crucial moment in the sales cycle: the close. Social media is definitely the new reality in inside sales. Trends Talk LinkedIn Group. Customer 2.0;

PK Companies Serve the Oil and Gas Industry with a New Kind of Pipeline — Pipeliner CRM!


Our Case Studies About PK Companies PK Companies is the parent company of three individual companies: PK Industrial, PK Safety and PK Technology. The parent company is formally referred to as PK-STI—each of the last 3 letters standing for Safety, Technology and Industrial. The companies offer solutions to the oil and gas industry. PK Industrial deals with application [.] The post PK Companies Serve the Oil and Gas Industry with a New Kind of Pipeline — Pipeliner CRM! appeared first on Pipeliner CRM Blog.

IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post. Study customer imperative rings particularly true.

Study 65

Gain More Credibility with a Customer Case Study

Vertical Response

Another option, or in addition to the tactics I just mentioned, is to develop testimonials and case studies featuring your best customers. But what goes into writing a convincing case study? The goal of a case study is to show potential customers how you’ve helped other clients in real life. At its most basic, a case study presents a problem and a solution.

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Blog

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. If you only have a few minutes, this post provides highlights from each case study. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. What were the results?

Pipeliner CRM for Manufacturing: Tiger Coatings Aligns Sales and Marketing and Tames Document Chaos


Our Case Studies About Tiger Coatings Tiger Coatings fabricates powder coatings for a broad variety of applications: automotive, industrial, furniture, electronics, retail, appliances, and many more. A “powder coating” is applied as a free-flowing dry powder applied usually over metal, with numerous advantages over conventional liquid paint, including a hard finish that is more robust.