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NOVEMBER 22, 2013

Interestingly, more than ½ of the companies surveyed do NOT have an integrated digital physical strategy so there is a lot of work ahead. The companies surveyed who are considered outperformers think that the members of their C-suite work well together. Leaders want to overhaul integration with customers using technological advances.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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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. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. Reps are on information overload.

Data 197

Data CRM Survey Study 197

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MAY 28, 2013

I’ll be posting more about the top findings of IBM’s annual Chief Marketing Officer survey. If you have not seen the survey results yet, take a look to hear about omni-channel shoppers and more. I liked hearing about how Dannon – the yogurt folks, are using big data and predictive analytics to own the yogurt market. .

Company 208

Company Film Study Lead Rank 208

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JULY 29, 2013

You can take the Grit Survey created by the University of Pennsylvania to get your Grit Score. The funny thing about it is that we really don’t know a lot on how you get or build grit. Three things you can do to learn about your level of grit and how to be more successful: . https://sasupenn.qualtrics.com/SE/?SID=SV_06f6QSOS2pZW9qR.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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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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DECEMBER 21, 2012

Changing customer needs and expectations was the top external force driving the biggest need for change in the survey respondents’ own companies. Universally, our heightened level of customer expectations are now an imperative. So what to do about it? 3) Deliver visible value at every touch point.

Hotels 196

Hotels Customer Lead Rank Lead Scoring 196

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AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”). 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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JANUARY 11, 2013

IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. No longer are smaller companies at a disadvantage when it comes to learning insights about how the sales team is spending its time, or how buyers are interacting with your company.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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DECEMBER 23, 2014

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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APRIL 29, 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. You leave disgruntled after making the effort to go there, waiting too long, and ultimately not getting helped. Click here to download the study.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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NOVEMBER 16, 2012

While you may or may not agree on every point of this survey, there is no question that: Sales people do not follow-up enough. I don’t know about you, but if I could help my company increase sales by just 10 or 20% it would be worth the effort to try. Creating a guideline for your team to follow can increase success of conversion.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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JANUARY 8, 2015

A survey was done by our friends at Vorsight about sales kickoff meetings. If you do nothing else, make your meeting focused around what is in it for THEM (your audience – sales reps, front line sales leaders, account teams, marketing, etc).

Inside Sales 120

Inside Sales Groups Twitter Survey 120

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JANUARY 25, 2013

” The Bridge Group, Inc, and Vorsight did a survey of almost 1000 sales people and created an e-book called Mythbusting Millennials – Separating Fact from Fiction for Managing Gen Y Sales Reps. It’s not unusual for a 22 or 23 year old to tell their sales leader, “OK, I did this job for a year.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

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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. You leave disgruntled after making the effort to go there, waiting too long, and ultimately not getting helped. Click here to download the study.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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DECEMBER 16, 2011

In a recent Gartner survey of social CRM vendor references, fewer than 60% were measuring for ROI.” ” Recommendations Based on the Survey, Sarner continues: “Define your social strategy in alliance with your CRM strategy. A social CRM strategy should benefit marketing, customer service, sales and e-commerce.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172