The Worst Sales Call of 2012

Sales Benchmark Index

In 2012 our consultants attended 438 live sales calls. Our research shows that real estate developers chose who to bank with based on how long it takes for loans to get approved. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you. I hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm.

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Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. ©2012 Fill the Funnel. © MASP -

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Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research.

“Our Research Indicates …”

Jonathan Farrington

But research by our team in CEB’s Sales practice suggests that the best ones operate quite differently today: They facilitate idea exchange across their teams, use collective brainstorming to figure out how to unstick stuck deals, and borrow effective approaches to talent management and rep development from peers in other areas of the business.

ResponseAudit Research – AA-ISP 2012

The Sales Insider

Since 2007, we at have published research on the best practices around how and when to response to marketing-generated leads. In October 2007, we presented early findings at both the Boston and San Francisco Marketing Sherpa B2B Demand Generation Summits. Since Read more. Lead Response Lead Response Management Selling Strategy aa-isp Immediate Response Inside Sales Best Practices Response Audit

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

ES Research worked with Mike on a special project for his last company, so we got to know him a bit better. Our research indicates that 85% of sales training doesn’t impact performance for long. Hiring Interview Measurement Methodology Presentations Research sales process social media

My 2012 ASTD Conference Visit and (Downloadable) Presentation

Dave Stein's Blog

Monday I attended and presented at ASTD’s (American Society of Training and Development) 2012 International Conference and Exposition. Thanks to Mike Galvin for inviting me to contribute to the Sales Enablement track.

Achieve Greater Sales Success in 2012

Anthony Cole Training

Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. What are the key focus areas for sales success in 2012? In the research we do prior to engaging with a new client we find the following: 1. © 2012

7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

7 Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. The research you are doing is really good stuff, even if it never results in a sale. 2012 is right around the corner. Archives Select Month March 2012.

Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

Close Deals Faster - Save time researching sales leads and businesses. Original article: Small Business Sales Prospecting Just Got Much Easier ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools Jigsaw Radius sales intelligence small business smb social web tool

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research. The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity. In the book Buyology by Martin Lindstrom he shared a wealth of brain research specific to how the brain works within the buying decision process. Credit

Get on the Podium in 2012

Steven Rosen

Based on SEC research, managers consistently underperform in the area of sales coaching. I guess you are doomed not to climb the stairs to the podium in 2012. To become a great coach and get to the podium in 2012 you may want to consider the Focused Coaching Program.

Top 5 Must Haves for Sales Strategy Development

Sales Benchmark Index

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. One great thing about this time of year is the research done by others to help you kick-start your year. CNi Rapid Research.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

As we conduct research across 19 different industries, patterns emerge. They do research online and are less inclined to agree to a F2F appointment. Without researching how customers make a purchase decision, your sales force could be misaligned.

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Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With the Inside Sales industry (often referred to now, as “remote selling”) growing at the speed-of-light, more and more research is available to help sales leaders identify and adopt best practices. Tweet AA-ISP Inside Sales Summit.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

When this happens, Sales has two choices: they can either call and qualify the prospect for suitability over the phone, or they can conduct the research necessary to determine suitability via online services like OneSource. Tweet Sales-ready leads.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

In recent qualitative research I have conducted, I am noticing a shift from education thinking to insight thinking. To some, it is becoming a chore to research. If you believe buyer behavior would stand pat for a short while, you better let go of this belief.

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3 Crucial Steps to Help Stop Chasing Bad Prospects

Sales Benchmark Index

Well for starters: Call prep time (include research or prospecting time). There should be specific time allotments for research, prep, call time , etc. Five weeks ago I shadowed a sales rep on a series of calls during a typical day.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Some of these tasks, like creating proposals, sending and responding to emails, and conducting pre-call research are recognized by reps as valuable expenditures of their time because they result in sales. 1] Forrester research. [2]

How Social Technologies Contribute to a Better Customer Experience

Brian Vellmure

Each year, Forrester Research compiles their Customer Experience Index , where consumers are asked about their preferences and experiences with brands. Other research suggests that growing numbers of senior executives and boards are placing customer experience as a top strategic priority.

Book Review: 52 Sales Management Tips

Sales and Management Blog

Selling is getting tougher and more complicated as the number of sources buyers have to research issues and their potential solutions expand and to then choose from the tremendous variety of solution delivery methods available in the today’s marketplace.

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Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

Studies now reveal startling findings: that “buyers conduct 75% of their research before talking to a vendor” and that “the majority of buyers claim they were the ones who found the vendor, not the other way around.”

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

(Note: This post was updated on February 14, 2012.). A few points to consider: As you are probably aware, ESR’s Research Methodology enables our research team to produce very accurate profiles and evaluations of the sales training providers that we cover.

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

(Note: This post was updated on February 14, 2012.). A few points to consider: As you are probably aware, ESR’s Research Methodology enables our research team to produce very accurate profiles and evaluations of the sales training providers that we cover.

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

March 9, 2012. January 25, 2012 By brianvellmure 20 Comments. In the 2012 edition, released this week, we see who the general population views as credible spokespeople – people they can trust. 2012 Edelman Trust Barometer: Global Deck. Constellation Research Blog.

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Top Sales Books to Read in 2013

Fill the Funnel

consists of books that were published between October 2011 and December 2012. If you are interested in reviewing the entire selection of books on Sales, I recommend the website: Top Sales Books as the place to begin or even last years Top Sales Books to Read in 2012.

Sales VP: Four Ways to Increase Turnover on Your Sales Team

Sales Benchmark Index

Click here to view that research) When we asked that question they answered: ‘My boss cares only about himself.’. The number one reason someone voluntarily leaves a company is their boss. But you asked what that really means.

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Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

You need to research past, present and future customers. It takes months of hardcore research to do this properly. Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Nothing upsets the board more than an inaccurate forecast.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

they’ve researched. Remember, they’ve done their research. Tweet Up until 15-20 years ago, and out of necessity, buyers would rely on salespeople to get information on products and services of interest to them.

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations.

Six Things Customers Want ? Value Creator (

Brian Vellmure

March 9, 2012. January 18, 2012 By brianvellmure 19 Comments. ” What’s the biggest priority in 2012? Constellation Research Blog. Return to top of page Copyright © 2012 · Genesis Framework · WordPress · Log in Posts. Comments.

Four Hours a Day Guaranteed to Make You a Successful Seller

Sales and Management Blog

Hour One: Research. Spend one hour a day researching prospects. To do this takes research. Fortunately there are wonderful research tools on the internet and a great many of them are free starting with Google and Bing and then moving on to LinkedIn, Facebook, Twitter, and many other sites that can provide a massive amount of pertinent information. Maybe you need to supply more information, find an answer to a question, or research a competitor.

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). May 2012 Be a Year Filled with.

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

Their research sub-divided B players into 4 groups: Former A players. Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential.

How Sales Operations Can Breathe Life into the Sales Strategy

Sales Benchmark Index

Before that can be done, let’s make sure we have a common definition of a Buyer Persona: Buyer personas are research-based modeled representations of who buyers are, what they are trying to accomplish, how they think, what goals drive their behaviors, how they buy, and why they make decisions.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

While 57%, plan to do more buyer research. This data is an indicator organizations need to continue investing in buyer research. I advocate the point of view here buyer personas are a means for communicating your buyer research. Conducting buyer research is an imperative.

How To Evaluate Your Sales Process for the New Year

Sales Benchmark Index

You can also click here to register for our Q3 Research Tour for more detail. SBI believes that any decisions on sales process must include research. This is how Buyer research yields a process that can align with your Customer.

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Is Your Content Marketing Keeping Pace with Buyers?

Sales Benchmark Index

There are four key elements to consider: Understanding of your buyers : insight into the knowledge level of your buyers is best obtained from third party buyer research. My point of view: take time to formulate a content strategy based on buyer research – do not make it up.