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

Your Sales Management Guru

JANUARY 3, 2012

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. I have included below the various “categories” you should consider in building a plan. offerings in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Pointclear

JULY 19, 2012

” 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.

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. 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. What do you want to achieve in 2012? Happy New Year! Time does fly by.

Infusion 88

Infusion Penetration Education Distribution 88

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. A study by Marigold , a relationship marketing company, showed that 76% of Gen Z buyers get frustrated when they don’t receive personalized interactions.

B2B 130

B2B Social Media Loyalty B2C 130

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

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. This can be done best via research and case studies, helping the buyer realize that others are experiencing similar pains, that these issues are a priority, and that solutions exist to meet the challenges.

Case Study 70

Case Study Comparison Decision Maker ROI 70

No More Cold Calling

JANUARY 24, 2013

A November 2011 study by Facebook and the University of Milan, which mined data from the social media site’s 721 million active users, found that the number of intermediate links between two strangers—better known as degrees of separation—is, at 4.74, fewer than we thought. Looks like it’s a smaller world after all. Lesson learned.

Referrals 243

Referrals Airlines Social Media Networking 243

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

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

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

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

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.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

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. These were some of the big findings by the report titled, CSO Insights 2012 Impact of Data Access on Sales performance Report: Why Big Data Should Be a Big Deal for Sales , sponsored by Lattice Engines.

Data 197

Data CRM Survey Study 197

Selling Essentials RapidLearning Center

NOVEMBER 4, 2020

Nope, at least not according to an experimental study from the University of California-Berkeley on how messaging influences motivation. The study’s message in a nutshell: To restore motivation after a failure, try a little tenderness — with yourself. They spent an average of 33% more time studying, and performed 6% better.

Lead Rank 105

Lead Rank How To Study Motivation 105

The Sales Hunter

JANUARY 5, 2012

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.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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

SBI Growth

NOVEMBER 23, 2012

Download a time study tool at this event. 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. You need to calculate the time you spend creating content that helps you sell.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

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

Understanding the Sales Force

DECEMBER 13, 2012

And the last series contains all where I've debunked a famous study or publication covering sales. Sales Pipeline (by far the biggest frustration of 2012). Music and Selling (c) Copyright 2012 Dave Kurlan The next series contains all I've written on sales process. Comparing Salespeople to Children (my favorite).

Hiring 163

Hiring Compensation Motivation Study 163

SBI

OCTOBER 10, 2017

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? Oh, she’s that SalesTech person!

Survey 139

Survey Sales Enablement Trends Conference 139

Score More Sales

DECEMBER 21, 2012

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. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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. (I also found out that dealers can get in a lot of trouble if they treat you the way we were treated – lesson learned).

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Partners in Excellence

SEPTEMBER 17, 2020

Companies are making progress in diversity, if one looks at the Boards of the Fortune 500, the number with greater than 40% diversity has grown from 69 in 2012 to 145 at the end of 2018. Study after study shows more diverse organizations perform significantly better than those that aren’t. And diverse companies at 2.3

Hiring 117

Hiring Government Face-to-face Survey 117

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

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

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. You would close a few more deals per year. How do you achieve that? of a seller’s time. of a rep’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Score More Sales

FEBRUARY 7, 2013

The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Either way, there is a lot of lost productivity among the noise and disturbances.

CRM 238

CRM Outbound Tools Study 238

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

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. In 2010 and 2012, over half of respondents said capturing new accounts was the primary focus. Why Does Any of This Matter?

Account 189

Account Referrals Sales Qualified Lead Quota 189

Score More Sales

APRIL 16, 2012

I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Share Post Your Questions About Inside Sales Challenges originally appeared on Score More Sales on April 16, 2012.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Post Your Questions About Inside Sales Challenges originally appeared on Score More Sales on April 16, 2012.

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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. Trust is built over time – you need to nurture your relationships and earn more trust as you go. If you master this, you can truly shine in sales.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261