New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012?

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Top Two Marketing Tips from Smarter Commerce 2012 Summit

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Rubin cited a study by Zuberance that said for every advocate you have, they bring you 3 customers. Click here to view the embedded video. In this time of the “Chief Executive Customer” there has been a lot of talk about specific ways and ideas to help boost revenues.

IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

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Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. Study customer imperative rings particularly true.

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Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study. c) Copyright 2012 Dave Kurlan

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Salespeople Who Like CRM – Case Study 1

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PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations


” He was surprised to find in a recent benchmark study of 1,900 companies that 65% of responding companies still don’t have agreement on that meaning. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions. My guest today is Brian Carroll.

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Your 2012 Sales Plan

Your Sales Management Guru

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. facing in 2012? • What assumptions are you making about the market in 2012? • What assumptions did you make about your.

2012 and The Next Level of Personal and Business Success

Increase Sales

Today is the first day of 2012. 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. Happy New Year!

6 Tips to Jump Start 2012 Sales Now | Sales Motivation and Sales.

The Sales Hunter

6 Tips to Jump Start 2012 Sales Now. Want to know the best way to get your 2012 sales off to a great start? Use the tail-end of 2011 and the first few days of 2012 to network like mad. Your objective is to wish them the best and find out from them what they expect in 2012. Develop your plan now to go after the really big opportunities you have in 2012. Let’s make 2012 a great year. Related posts: Small Goals Now Mean Big Results in 2012.

Case Study: Palo Alto Networks TCO Calculator

The ROI Guy

Palo Alto Networks needed to quantify the cost of status quo, and potential cost savings of improving and simplifying network security infrastructure with next generation firewalls.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

  Overall, 2012 was a feast or famine year for many salespeople. Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business.

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Case Study: IBM PureFlex TCO Analysis

The ROI Guy

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver.

Case Study: Dell Desktop Virtualization Solution (DDVS) Benefits Estimator

The ROI Guy

The Dell Desktop Virtualization Solution (DDVS) offers several alternatives to purchase, implement, host and manage virtualized desktops.

Why Content Marketing Matters to a Sales Rep

Sales Benchmark Index

Download a time study tool at this event. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). I’ve heard a lot of talk about “ Content Marketing.”

How to Find a Sales Mentor

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Lori, Trish, and Jill August, 2012. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. To be professional in any career, you need mentors.

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The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. “With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban.

Using Phone and eMail to Close Business

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The study was researched by Leads360. Recently there was a report published on converting B2B sales leads into deals that we blogged about. They also just created a handy Infographic to go with it, so take a look and enjoy.

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

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).

Land More Prospects By Broadcasting Your Customer's Voice

Sales Benchmark Index

Put these in a bucket called “ROI/Case Study”. You’re going to help them get: Case Studies to drive prospect awareness of the problems they may have. The sales world is changing rapidly. Buyers are now closer to making their purchase before a rep gets with them.

Know Your Customer

Score More Sales

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution.

Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

Sales Benchmark Index

Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. They relate to the problem the customer in the study was solving for. According to your reps the pipeline is full of deals.

Content Marketing: Are You Part of the 38%?

Sales Benchmark Index

Recent studies show buyers are spending an increasing percentage of their time researching and analyzing information prior to sales intervention. Just 38% of companies have a content marketing strategy. This headline gave me pause as I was catching up on my reading!

Demand Generation Advice for the CEO

Sales Benchmark Index

How many of each of these do you need: blog posts, webinars, ebooks, white papers, case studies, infographics, etc? This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand.

3 Successful Sales Habits

MTD Sales Training

While it is good to investigate, study and continue to improve, most sales people simply over do this. With all that said about the numbers, the activities and the work ethic, the third habit you need to develop is to continue to study and learn.

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Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Sales Time Studies are essential in capacity planning. Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013.

2 Ways for Sales Operations to Improve the Sales Funnel

Sales Benchmark Index

In a study released by eMarketer, “US online ad spending will post growth well above 20% this year to reach nearly $40 billion.” According to their annual study of lead response behavior, found that only 23.9%

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Case Study: Concur Travel Management and Expense System Interactive White Paper

The ROI Guy

Concur needed a way to communicate the current cost of travel and expense management to prospects, and the potential savings and ROI of automation.

6 Reasons Why Blogs Produce More Leads

Sales Benchmark Index

It’s the way customers want to receive information - According to a Gfk Roper Public Affairs study, 80% of the business decision-makers prefer to get information from the articles of the companies they buy from instead of getting it from advertisement.

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5 Ways to Tune-up Your Website's Conversion Rate to Drive More Leads

Sales Benchmark Index

My favorite case studies have been ones that show how changing the picture of someone looking face forward to looking at the form on a page increases the conversion rate.

Marketing, Are You In or Out?

Sales Benchmark Index

A recent study by the Fournaise Marketing Group revealed that one of the top issues that 77% of the CEOs have with marketers is that they keep on talking about brand, brand values, brand equity and other similar parameters. Regain your sanity: Get the results you want and need.

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

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.” Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List.

Use The Power of Personal Connections with Reachable

Fill the Funnel

A recent study by Reachable found that a prospect is five times more likely to return a call if they have some type of connection to the caller. Original article: Use The Power of Personal Connections with Reachable ©2012 Fill the Funnel.

How Marketing can Partner with Sales to Drive Results

Sales Benchmark Index

According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present. We recently surveyed hundreds of marketing leaders in small to medium size businesses.

3 Ways to Win Back Your Valuable Selling Time

Sales Benchmark Index

In a recent study we found at least 10% of non-selling activity (entering CRM data and generating reports) could be offloaded to non-selling times. Today all of us are doing more with less.

You Are A Sales Person; But Are You A Sales Professional?

MTD Sales Training

You must take time to study and learn everything there is to know about your competition, your industry, your company and its history. Over the years, it seems the concept of a “Professional” has lost its luster.

Time Management is a Myth

Bernadette McClelland

Have you ever done a time in motion study and actually tracked your usage of time. Time Management is a Myth. We can never manage time. There are only ever 24 hours in a day that have been given to us so how can we ever manage that? What we can do however, is manage ourselves during that time.

Smarter Commerce Grows Sales and Customer Loyalty

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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.

Benchmark Your Demand Generation Content in 4 Quick Steps

Sales Benchmark Index

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. This post discusses how to get your prospects interested in you versus your competitors.