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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. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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APRIL 28, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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AUGUST 6, 2012

Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. You can download the study here. Reps are on information overload.

Data 197

Data CRM Survey Study 197

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DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here. Expand geo footprint (61%). 500 business owners and C-level executives of mid-sized businesses in the U.S. participated. 53% use Internet (VoIP) phone services. 13% are considering drones.

Hiring 198

Hiring Wireless Policies Travel 198

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JUNE 3, 2014

A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%. 2010 Demandgen study, done on behalf of Genius, said 2 out of 10 organizations make purchase decisions based on annual budget. Now 17% is great, but not a lot when you consider the investment.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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NOVEMBER 16, 2012

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.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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MAY 30, 2013

IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The study identified five areas marketers need to be thinking about: Understanding and engaging with customers. (I also found out that dealers can get in a lot of trouble if they treat you the way we were treated – lesson learned).

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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MAY 23, 2012

Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations. You can download IBM’s Global CMO Study.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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MARCH 1, 2013

There are a number of studies on how your attitude affects your health, well-being, and success. If you instead think that sales is just something you’re doing until the economy improves, or until you go to grad school – you won’t own the feeling those of us who love the sales profession feel.

Consumer 255

Consumer Outbound Study Positioning 255

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FEBRUARY 7, 2013

The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Either way, there is a lot of lost productivity among the noise and disturbances.

CRM 238

CRM Outbound Tools Study 238

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JULY 23, 2013

Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Even with billions of dollars being spent on training, the fact remains that hitting quota, depending on whose study you look at, is not a growing statistic universally. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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SEPTEMBER 6, 2012

You can read about IBM’s recent CMO study written about this year. It will be interesting to see how it is all executed, and with the case studies shown throughout the event, I am sure that everyone will be walking away with new ideas not just for the enterprise, but for smaller and mid-sized organizations everywhere.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

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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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SEPTEMBER 2, 2014

People were SO loyal to the cause, it was truly amazing and will surely be a Harvard Business School case study in the future about loyalty toward a strong leader. Usually employees complain about something for a while, then if it hits too hard in the wallet, we back off. Not in this case. Why did employees stand behind Artie T so fiercely?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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AUGUST 26, 2014

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. As social business author and speaker Jay Baer says, “The difference between helping and selling is just two letters – but those letters make all the difference.”. But where to start?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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JANUARY 13, 2014

Study the components of salespersonship. Find people who are the best at what they do and use them as examples. Learn what others in your industry are doing – this includes competitors as well as industry experts. Become an expert in communication, human psychology, change, and motivation.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

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APRIL 16, 2012

I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. (I’m leading that break-out session, and will post notes at a later time. What tools are helping the profession of selling? Interested in what is working?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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APRIL 16, 2012

I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. (I’m leading that break-out session, and will post notes at a later time. What tools are helping the profession of selling? Interested in what is working?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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JUNE 30, 2014

Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Do you have a well thought out process? Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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FEBRUARY 4, 2015

Studies for years have shown lack of adoption in companies or failed use. But sometimes these tools hinder our success. They overwhelm and often don’t get deployed correctly. For example take Salesforce.com which is the predominant CRM tool sales teams use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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MARCH 28, 2012

Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study. In fact, there is an International Customer Reference Community Conference coming to Boston in May.

B2B 169

B2B Customer Case Study Conference 169

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DECEMBER 23, 2014

See their whole study here. Reps using both smartphones and tablets to access their CRM were much more likely to realize specific benefits, with 50 percent saying this improved efficiency and productivity. We’ve only talked about phones, tablets, and CRM here.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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APRIL 5, 2014

Seligman spent years studying the relationship between positive attitudes and sales success. Research over the years has found that positive attitudes impact sales success. One of the pioneers of this research is Dr. Martin Seligman. He is known as the father of positive psychology.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

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SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. They talked with senior leaders about delighting customers and 80 percent said that working to exceed customer expectations means higher operational costs – it may be delightful but also expensive. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

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DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JULY 6, 2012

Study your favorite great athlete (in any sport), scientist, or inventor. If you are interacting with enough people, organizations, teams, boards, and deals, they will not all go your way. Learn from them.

How To 208

How To Sports B2B Study 208

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APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Trust is built over time – you need to nurture your relationships and earn more trust as you go. If you master this, you can truly shine in sales.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. . “Air Jordan,” as he used to be called said: “I’ve always believed that if you put in the work, the results will come.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

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FEBRUARY 9, 2015

In the webinar , my co-presenter, Alyssa Trentkamp talks about the multi-tasking study Velocify did which is very interesting for you to think about. The number 1 issue for sellers as I meet with them one-on-one is usually a tie between “can’t reach my buyer” and “I need to better manage my time.”

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

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MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”.

CRM 235

CRM Guidelines Data Compensation 235

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MARCH 28, 2014

Studies show that intrinsic motivation has a longer lasting effect on results, and that sales (as a whole) is not as motivated by money as individuals once were. Intrinsic motivation comes from within. It includes pride of doing a good job, mastery, competing with oneself, and personal satisfaction.

How To 200

How To Motivation Compensation Engineering 200

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MAY 10, 2013

Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. LinkedIn clearly has made some great moves, and continues to do so. That’s not to say it hasn’t been a rocky ride.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

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OCTOBER 10, 2013

The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Most of us in selling do not spend enough talk time with prospective buyers. That means many of us are wasting time doing other things, because after all, isn’t our job to sell?

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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JUNE 5, 2013

How refreshing in a world where a recent study showed that adults are making eye contact half as much as they should to build trust and build relationships. A long time Dale Carnegie fan, I loved how this book is described as a fresh take on the Carnegie classic, “How to Win Friends and Influence People.”

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219