Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years. Traditionally, sales professionals have only looked at CRM data to identify opportunities and risks.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. To better manage spending and risk, finance is playing a more active role in most purchase decisions, this according to a recent study by CFO Magazine. corporate executives.

ROI 79

ROI Vendor Survey Proposal 79

BrainShark

OCTOBER 31, 2012

This October, the myBrainshark newsletter gives you an opportunity to be a part of history—by spending 5-8 minutes participating in Dr. Carmen Taran’s study on audience PowerPoint slide retention. What a treat!

Retention 62

Retention Study Opportunity 62

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012.

Case Study 70

Case Study Comparison Decision Maker ROI 70

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

Score More Sales

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. Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Increase Opportunities.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. How do your sales reps track sales opportunities? This is a big opportunity to fix in 2013 and there has never been a better time with more resources at a lower cost than now.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 28, 2013

Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times. Marketing Study Update. Procurement Study. It was fascinating to hear about the new procurement study benchmarking top Chief Procurement Officers.

Company 208

Company Film Study Lead Rank 208

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. Turn post-sales support and client consulting into referral opportunities. How do you achieve that?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Selling Essentials RapidLearning Center

NOVEMBER 4, 2020

If you gloss over it, you’ve lost an opportunity to coach the person and hold them accountable. Nope, at least not according to an experimental study from the University of California-Berkeley on how messaging influences motivation. They spent an average of 33% more time studying, and performed 6% better. Forgiveness.

Lead Rank 105

Lead Rank How To Study Motivation 105

Partners in Excellence

SEPTEMBER 17, 2020

Many organizations are very imbalanced in terms of diversity of the employee base with people of color, different nationalities, and genders having lower paid jobs (for similar roles), and fewer opportunities for advancement. Study after study shows more diverse organizations perform significantly better than those that aren’t.

Hiring 119

Hiring Government Face-to-face Survey 119

Score More Sales

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. Increase Opportunities. Financially it pays off for companies to do this. times Gross Profit growth and 2.4

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Selling Essentials RapidLearning Center

JULY 12, 2022

In one study , researchers from the University of Michigan Business School investigated a real-world case — a large IT company where some teams performed much better than others — and found that positive communication contributes to high performance. High performance. Let’s look at some of that research. Life or death.

Positioning 52

Positioning Study Construction Groups 52

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). You shouldn’t invent super-specific alternatives to these titles, but you should use your job description as an opportunity to tell the candidate what kind of impact they will make.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Score More Sales

APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. When will you put focus on this in order to grow your sales opportunities? Where do you fit as a sales professional? This Webinar Might Help: .

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. They provide fantastic technology-based solutions, have great leadership teams, and offer high growth rate career opportunity environments! It’s a phenomenal success story and 2012 annual revenues were up 63%.

Company 152

Company Analytics Enterprise Enterprise 152

Jeffrey Gitomer

JUNE 2, 2011

KEY ACTION TO TAKE: Study your words and actions. Study your reputation. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Do they deserve respect? Does it deserve respect? Do they want to listen to you?

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

No More Cold Calling

MAY 30, 2013

Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. The report states: “When there is a sufficient quantity of leads, sales can find enough opportunities to reach the targeted goal. Click here to read more.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Carew International

MAY 16, 2019

The loss of just one top-performing sales team member can cost an organization more than $1 million in lost opportunities, time/resources needed to fill an open position and ramp-up time for a new sales professional. ’ This is up significantly from 51% of employees who felt this way in 2012.

Sales Leadership 68

Sales Leadership Loyalty Lead Rank Lead Scoring 68

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). Failing to understand the differences between platforms.

Social Media 147

Social Media Media B2B Marketing 147

No More Cold Calling

NOVEMBER 26, 2012

Susan understands that when we network effectively (as she teaches in her seven books), we build strong connections, increase sales, and easily identify referral opportunities. As more people circumvent face–to- face opportunities , those who capitalize on them will stand out from the crowd in both their professional and social lives.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

Jeffrey Gitomer

JANUARY 6, 2012

Gitomer | January 6, 2012 | Leave a Comment. Actually I started studying sales in 1972. When the opportunity to write about sales appeared, I jumped on it. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved.

Hiring 226

Hiring Social Media Loyalty Journal 226

Score More Sales

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. Increase Opportunities. LinkedIn clearly has made some great moves, and continues to do so. That’s not to say it hasn’t been a rocky ride. Expand Your Pipeline.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

SBI Growth

AUGUST 29, 2013

True Story: I recently had the opportunity to interview a regional VP of sales for a Fortune 100 company. In 2012 the trend was 62%. If you invite a potential opportunity, they’ll have you in mind from the start. To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Score More Sales

SEPTEMBER 6, 2012

Mid-market organizations, somewhat resistant or reluctant to further explore social selling have a huge opportunity ahead of them. You can read about IBM’s recent CMO study written about this year. We are seeing this happen in smaller B2B companies as a great business equalizer.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

The Accidental Negotiator

FEBRUARY 16, 2024

Abe was re-elected as Prime Minister of Japan in 2012 on the promise of reviving Japan’s long-stagnant economy. Abe took the opportunity to implement a new 3% tax on consumer purchases. If we study how he made this happen, we can make the same thing happen in our next negotiation. That’s when everything fell apart for him.

Negotiation 52

Negotiation Consumer Lead Rank Lead Scoring 52

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). You shouldn’t invent super-specific alternatives to these titles, but you should use your job description as an opportunity to tell the candidate what kind of impact they will make.

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100

Jeffrey Gitomer

MARCH 7, 2012

Gitomer | March 7, 2012 | Leave a Comment. HINT: Those are your biggest mistakes to include, improve, and study. Why aren’t you seizing the opportunity to engage more intellectually and emotionally? There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Pointclear

OCTOBER 2, 2012

In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? Smart, nimble companies will be building Inside Sales departments capable of developing and closing opportunities. Note: If you study history, this fact alone should concern you. If you’re like most of the CSOs we’ve interviewed, chances are you feel better about this year.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

SBI Growth

AUGUST 19, 2012

Content marketing has gone from a nice-to-have to a must-have in 2012. Here are some findings from the above case study: 1- We filled out a form on each site. Their job is to turn leads into opportunities. Some of you, especially CEOs of growth companies, have yet to recognize the magnitude of this fact.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

Sales Training Connection

OCTOBER 22, 2012

The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. The studies indicated the factor most important in making a go/no-go decision was the potential for greatness versus what someone had already achieved. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104