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Best time to ask for a referral? Listen for warm words from your buyer

Selling Essentials RapidLearning Center

And if you assume they are, you may miss great opportunities to ask for referrals that can come up at any point. A study into the habits of business-to-business buyers sheds more light on the question. The blog post and Rapid Learning video module are based on the following research study: Johnson-Busbin, J.

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To boost performance, focus on the positive

Selling Essentials RapidLearning Center

One study looked at more than 2,000 managers and found that 86% of managers who focused on enhancing strengths led above-average teams – against 45% for those who focused on improving weaknesses. To answer that question, another study looked at what would happen if a strength-based training strategy were applied to low-performing teams.

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LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. 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. Increase Opportunities. It is professional. LinkedIn clearly has made some great moves, and continues to do so.

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Metrics to Drive Lead Generation Performance

Pointclear

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Here are select highlights from this study. Marketing strategies improve with better insight into lead conversion to opportunities, sales and revenue.

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4 Ways to Use Insights for More Effective ABM

Sales and Marketing Management

SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. This public-facing event provides an opportunity for you to strike up a conversation with prospects, not just broadcast content about your services.

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The ‘mom jeans’ of sales tactics: 3 old-school strategies that still work

Nutshell

I’m willing to bet you’re already confused, and images of Tina Fey in the 2003 SNL skit are dancing through your head. As long as the door was open, they had an opportunity to complete their sales pitch. This particular tactic goes back to a 1975 study conducted by Robert Cialdini , but the method still proves applicable today.

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Marine Instruments: Optimizing Customer Service

SugarCRM

Established in 2003, Marine Instruments is an industry leading company in the development of electronic equipment for the marine environment. As a result, they were unable to spot possible opportunities. Download our case study here.