HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Internal Sale.

Study 146

Study B2B Penetration Lead Rank 146

Sales and Marketing Management

JUNE 27, 2019

This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. However, sales is also an area ripe for innovation when it comes to AI-powered solutions. While sales drives the bottom line, marketing helps sales find and qualify leads.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Sales and Marketing Management

SEPTEMBER 15, 2012

Issue Date: 2012-09-16. Teaser: Study after study confirms that best-in-class managers – the ones who consistently develop the most capable, flexible and engaged teams able to drive exceptional business results – all share one quality: they make career development a priority. read more

Study 317

Study 317

Nimble - Sales

JULY 18, 2023

About Kurt Daradics Kurt Daradics is a connector, and he cherishes his relationships and has been a Nimble user since Nimble was founded in 2012.

Case Study 52

Case Study Study 52

Pointclear

JULY 19, 2012

Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. To illustrate, Brian notes that in his book published six years ago, he said 90% of marketers didn’t have agreement between marketing and sales on basic things such as the meaning of the word, “lead.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Increase Sales

JANUARY 1, 2012

Today is the first day of 2012. Looking to my overall sales goals, I was for the most part on target. A study by the Marketing Profs reaffirmed this approach of content marketing is now being further adopted by B2B businesses. Goals that were not achieved and been revisited, reworked and are on my 2012 action plans.

Infusion 88

Infusion Penetration Education Distribution 88

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Book Review: The Challenger Sale. Jan 05, 2012. Mark’s Insights on PRICING.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. Why this matters to you, the Sales Rep.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Zoominfo

NOVEMBER 29, 2023

Gen Z is made up of folks born between 1997-2012 and is the largest and most diverse generation in American history. While the most common point of frustration among all age groups was pricing, younger buyers had greater problems with competence during the buying process and relationships with sales representatives.

B2B 130

B2B Social Media Loyalty B2C 130

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. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.

CRM 238

CRM Outbound Tools Study 238

SBI

OCTOBER 10, 2017

I have a passion for sales technology. Having spent 100% of my time studying the SalesTech market for the past 8 years, you can imagine how excited I am to be the one to launch the world’s first comprehensive benchmark study to track SalesTech usage trends over time. It’s kind of my thing. Nancy Nardin?

Survey 139

Survey Sales Enablement Trends Conference 139

Understanding the Sales Force

DECEMBER 13, 2012

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. The next series contains all I've written on sales process. And the last series contains all where I've debunked a famous study or publication covering sales. The Difference Between.

Hiring 163

Hiring Compensation Motivation Study 163

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. If you master this, you can truly shine in sales. Most sellers do not follow-up enough. So why all the problems with follow-up?

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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

MAY 23, 2012

Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations. You can download IBM’s Global CMO Study.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. and one of “20 Women to Watch in Sales Lead Management”.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. and one of “20 Women to Watch in Sales Lead Management”.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. I met Trish Bertuzzi in 2010.

How To 284

How To B2B Intent Inside Sales 284

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. At this critical stage, defining the vision for the project, most buyers are researching options on their own, and not involving sales in the process. Serious budget constraints make even high ROI projects hard to get approved.

Case Study 70

Case Study Comparison Decision Maker ROI 70

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. Where do you fit as a sales professional? No doubt about it, you need to learn specific skills and do them extremely well to succeed at the top level in your sales career.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. 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. Close More Deals.

Company 208

Company Film Study Lead Rank 208

Increase Sales

JULY 8, 2013

However times are changing as demonstrated through a study by Bullhorn earlier this year. This study revealed three other interesting facts regarding the use of social media by recruiters: 97.3% of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012.

Social Media 128

Social Media Media Prospecting LinkedIn 128

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 9 Sales Motivation Ideas You Can Use NOW. Everyone knows if you want to be successful in sales, you have to be motivated.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

SBI Growth

JANUARY 7, 2014

Leading a large sales organization is becoming more challenging each year. With all of these changes, it complicates how you organize your sales resources. In the form of inside sales. Get a jump on this by downloading the Inside Sales Sniff Test. It will help determine if you should consider inside sales.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

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

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

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

Sales and Marketing Management

SEPTEMBER 22, 2012

Issue Date: 2012-09-01. Teaser: There is a loud battle cry from people who have spent decades studying the factors that go into leading successful businesses. There is a loud battle cry from people who have spent decades studying the factors that go into leading successful businesses. Author: Paul Nolan. read more

Study 185

Study Leads Marketing Qualified Lead 185

Selling Essentials RapidLearning Center

JUNE 15, 2022

A study by marketing professors at three universities — North Alabama, Memphis and Mississippi — confirms these findings. The researchers examined seller and buyer attitudes toward sales presentations by interviewing separate groups of salespeople and B2B buyers. That said, it’s data that tells an important story.).

Buyer 59

Buyer Journal Survey Research 59

Score More Sales

MARCH 1, 2013

How you feel about your sales position directly affects your success. This includes the belief that sales is an admirable profession and that by helping others get involved with your company’s products and services you are contributing to your community and society in a positive, helpful way. Focus on the positives.

Consumer 255

Consumer Outbound Study Positioning 255

No More Cold Calling

DECEMBER 10, 2020

Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. You might get some clues about managing a multi-generational workforce by studying the tendencies of each group, but please, let’s treat people as individuals. How do you know what motivates them?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

Sales and Marketing Management

DECEMBER 2, 2012

Issue Date: 2012-11-01. Teaser: A study by the CMO Council found that marketing and information technology executives agree that digital marketing is important to their companies, but neither felt they were partnering effectively with the other. Author: Janet C. read more

Study 174

Study Marketing Company 174

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Influencer Case Study Sports 171

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Sales Training System: Do You Have One? Feb 28, 2012. Mark’s Insights on PRICING.

System 160

System Motivation Training Hiring 160

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Jeffrey Gitomer

MARCH 14, 2011

Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Study the thoughts and writings of positive people. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 257

Hiring Social Media Loyalty Cancellation 257