HeavyHitter Sales

JULY 1, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Personality Study of 1,000 Top Salespeople-Harvard Business Review. They are action oriented and unafraid to call high in their accounts or courageously cold call new prospects. February 2012. Heavy Hitter Sales Blog. Recent Posts.

Study 163

Study Lead Rank Lead Scoring Penetration 163

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

AUGUST 6, 2012

Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. Sales reps are searching as many as 15 different data sources for information on customers and prospects. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study.

Data 197

Data CRM Survey Study 197

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

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 05, 2012. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” prospecting.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Hopefully they learn something from it. Ace out the competition.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Sales Hacker

OCTOBER 13, 2022

And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. The good news is that most prospects want to tell someone about what’s causing them problems and want to know that someone cares enough to listen. Then with your prospects’ needs and wants.

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

SBI Growth

NOVEMBER 23, 2012

Download a time study tool at this event. Technical product fact sheets and manuals your prospects don’t care about. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). It is non-selling time. The more time you spend not selling, the more you lose.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. 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. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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 Texting: A new frontier in sales.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. prospecting. Archives Select Month March 2012. February 2012. January 2012. Client List. Testimonials.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Pointclear

MAY 2, 2013

Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. "Do whatever it takes to get them anything they need." Via Young Entrepreneur Council. Ready to triple your sales pipeline? Via OpenView Blog.

Hiring 174

Hiring PointClear B2B Outbound 174

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 28, 2012. Always be improving your sales prospecting and sales closing processes. Anyone who wants to be good at something needs to be willing to study their craft. Copyright 2012, Mark Hunter “The Sales Hunter.”

System 160

System Motivation Training Hiring 160

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. Prospect buy differently today. Content marketing has gone from a nice-to-have to a must-have in 2012. Pose as a prospect.

Demand Generation Agencies 257

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

Jeffrey Gitomer

MARCH 7, 2012

Gitomer | March 7, 2012 | Leave a Comment. HINT: Those are your biggest mistakes to include, improve, and study. Blaming the prospect for your issues. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Raleigh, NC.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

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

The Sales Hunter

JUNE 20, 2012

I don’t have studies to back up my theory about the 75 characters or less figure, but based on my own experience and watching others, I know that people use their smart phone to delete emails and their laptops to read emails. If this is helpful to you, I encourage you to buy my complete Sales Prospecting Program.

Selling Skills 192

Selling Skills Study Prospecting Motivation 192

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. The storm clouds have passed.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. He advises: “Make friends first, do business last.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 30, 2012. I studied the local marketplace. Related posts: Sales Prospecting: Office Phone or Cell Phone? prospecting. Archives Select Month March 2012. February 2012. January 2012. Client List. Testimonials.

Motivation 155

Motivation Real Estate Hiring Construction 155

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. Spring is also a great time to up your game and make the pitches that get your sales prospects on base. percent higher than last year, with plans for 12.2-percent

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

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. Take a look today at the new channels on LinkedIn Today - it is easier now to learn what your customers and prospective customers are thinking and reading about.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

No More Cold Calling

NOVEMBER 26, 2012

Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate. In a recent 2010 study of 863 C-suite executives sponsored by the Economist Intelligence Unit , more than two thirds indicated that in-person meetings are imperative, and in the long run, save money. Leaders Communicate.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

Paul Cherry's Top Sales Techniques

OCTOBER 7, 2009

Prospecting (9). Blog Home < Study Shows Employees Crave Meaningful Feedba… Sales & Management Tips. Study Shows Employees Crave Meaningful Feedback from Managers. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. Contact Us.

Study 45

Study Pharmaceuticals Survey Training 45

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response?

Journal 171

Journal Influencer Case Study Sports 171

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. 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.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

The Pipeline

OCTOBER 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. link] #B2B #Sales #coldcalling #planning #proactive #proactivity #prospecting. October 2011.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

JANUARY 16, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Prospecting.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

SBI Growth

AUGUST 29, 2013

Moral of the True Story: People are looking for you online whether you know it or not.Those people might be customers, prospects, business acquaintances or potential employers. In 2012 the trend was 62%. To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions. How are buyers changing?

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Score More Sales

MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Data Compensation 235

Selling Essentials RapidLearning Center

APRIL 19, 2022

True or false: Salespeople should emphatically NOT ask their prospects stupid questions. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. The blog post and Rapid Learning video module are based on the following research study: Tamir, D. & & Mitchell, J.

Hiring 59

Hiring SalesForce CRM Software 59

Anthony Cole Training

FEBRUARY 14, 2012

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Posted by Tony Cole on Tue, Feb 14, 2012. Its what Ive learned, observed and studied over the years. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Motivational (8).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Sales linguistics can help us understand how they turn skeptics into believers and persuade prospective customers to buy.

Penetration 138

Penetration Study Decision Maker Software 138

SBI Growth

SEPTEMBER 9, 2012

Fast forward to 2012 and the buying process is radically different. Prospects are researching solutions without the sales rep until late in the buying process (According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present).

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306