Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. 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. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

The ROI Guy

OCTOBER 9, 2012

Microsoft recently commissioned a study revealing that security and regulatory concerns are holding back cloud adoption, but that companies that have overcome these concerns and adopted a solid cloud strategy are realizing significant business and security benefits.

Microsoft 71

Microsoft Tools Commission Conference 71

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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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.

Company 208

Company Film Study Lead Rank 208

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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

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 Proposal ROI 72

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

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

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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

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

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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

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

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APRIL 16, 2012

What tools are helping the profession of selling? 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? How about becoming more productive? (I’m

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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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

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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

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APRIL 16, 2012

What tools are helping the profession of selling? 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? How about becoming more productive? (I’m

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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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. Once you have a solid system and suite of tools, you need the methodology in place on how you handle leads and inquiries. If you master this, you can truly shine in sales.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

SBI Growth

DECEMBER 13, 2012

A recent study by KPMG confirms the challenge: "55% of HR leaders surveyed believe the metrics that define success in HR today will fundamentally change over the next 3 years.". Download this tool to shape the metrics most relevant to your organization. Finish up 2012 with your current metrics and then implement a clean slate for 2013.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Carew International

MAY 16, 2019

One under-utilized tool is empathy. According to a study cited in Forbes , “ 66% of employees say they would ‘likely leave their job if they didn’t feel appreciated.’ ’ This is up significantly from 51% of employees who felt this way in 2012.

Sales Leadership 68

Sales Leadership Loyalty Lead Rank Lead Scoring 68

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

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MAY 10, 2013

We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. What I liked about LinkedIn then is what I continue to like about it as a tool for those in business -. I’m glad that it was figured out along the way, because LinkedIn is my go-to-tool.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. We are provided with writing tools and Personas. Evaluate the quality of writing with a content evaluation tool. Register for the Make the Number Tour to receive a copy of SBI’s content grading tool.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Selling Essentials RapidLearning Center

FEBRUARY 9, 2022

Led by Shawn Achor, an executive consultant who has taught at Harvard and the Wharton School of the University of Pennsylvania, the researchers set out to study people working on critical tasks in a very high-stress workplace. The blog post and Rapid Learning video module are based on the following research studies: Achor, S.

Exercises 52

Exercises Scale Lead Rank Lead Scoring 52

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 ). Take the American Rifleman for example.

Social Media 147

Social Media Media B2B Marketing 147

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SEPTEMBER 6, 2012

In fact IBM has described transforming the role of the Chief Marketing Officer (CMO) and much attention is being spent here at the Summit on ways to invigorate marketing teams with new tools to assist in moving the science and art of marketing forward. You can read about IBM’s recent CMO study written about this year.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Get buy-in.

CRM 235

CRM Guidelines Compensation Data 235

Sales Hacker

DECEMBER 29, 2022

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. They wanted a document solution tool which would provide analytics and reporting, merge with their existing systems, and would be fit to scale. Well, they had a fair point. SDRs on demo calls.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

DECEMBER 16, 2011

Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. Archives Select Month March 2012. February 2012. January 2012. Watch Mark Hunter!

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. Associations Enterprise Small Business sales sales strategy sales techniques sales tips sales tools selling' percent higher than last year, with plans for 12.2-percent

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. It’s a phenomenal success story and 2012 annual revenues were up 63%. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? Download this Sales Metrics that Matter Tool and go into the office armed with data they want. Note: If you study history, this fact alone should concern you. Download the Sales Metrics that Matter Tool to monitor true indicators of cost and revenue.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Mereo

MARCH 16, 2023

In a study he led in 2012, a group of hikers spent three days in a remote nature setting without any technology. Watch Dr. Strayer speak of the study at TEDx. . > SUPPORTING RESEARCH University of Utah psychology professor and researcher David Strayer has focused on cognitive restoration the last 10+ years of his career.

Hiring 41

Hiring Research Study SalesForce 41

Zoominfo

APRIL 16, 2018

There are a million tools out there (Zoominfo) to help with that. 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 got mad eBooks, videos, case studies, execution tools, webinars, podcasts, and more… all free to help you make your number.

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

JUNE 5, 2013

How refreshing in a world where a recent study showed that adults are making eye contact half as much as they should to build trust and build relationships. Utilize digital tools to find your community, build your brand, and connect with others. Build a Values-Based Team.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

The ROI Guy

OCTOBER 18, 2012

According to IDC’s annual 2012 Buyer Experience Study , it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. So what do your Customers think is the most valued sales and marketing content ? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

Increase Sales

NOVEMBER 12, 2012

When compared to a study conducted in October of 2012 by GetResponse , there is a dramatic drop off between Facebook social media marketing and email marketing. These technology tools can target the date, the time and location for those postings to emails. The first 10 minutes account for 32.2% of total reach.

Social Media 139

Social Media Media Marketing Small Business 139

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. And more and more people are using their smart phone as their primary email screening tool.

Selling Skills 192

Selling Skills Study Prospecting Motivation 192