Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

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AUGUST 20, 2013

Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data. million inside sales reps in the United States in 2013. We want to know their habits, strengths, and whether the profession is growing. There are 2.3

Inside Sales 238

Inside Sales Survey Outside Sales Retail 238

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. But I wanted to do more than just offer live training and follow-up coaching.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. It is a risk mitigator, branding engine and market research mechanism. As the following BMW case study illustrates, Social Selling impacts the entire organization.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

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JULY 23, 2013

If you are a sales or marketing leader in a midmarket business, how can you program your sales professionals, customer service team, and management to evolve as business does? For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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DECEMBER 7, 2012

The study was researched by Leads360. Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers? Recently there was a report published on converting B2B sales leads into deals that we blogged about.

Leads360 225

Leads360 Closing Inbound Outbound 225

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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

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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. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. Procurement Study. Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

SBI Growth

JANUARY 7, 2014

Your market and buyers are changing rapidly. Market Growth – The role of inside sales has grown steadily over the past 5 years. Your market is shifting. Marketing is working harder (ie spending more) to compete for your buyer’s attention. A December, 2013 study by marketingcharts.com proves the need for speed.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction. Think about how many times in the past you started a new job.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

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DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Showpad

APRIL 28, 2020

of organizations reported having a sales enablement person, initiative or function in 2013, that number has surged in recent years, reaching 61.3% The same TEI study commissioned by Showpad revealed a potential 25% decrease in onboarding time for sales reps, resulting in a $1.8 Increase marketing productivity. Amplify impact.

ROI 52

ROI Sales Enablement Hiring Commission 52

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APRIL 10, 2013

Bob shared research from their 2013 Inside Sales study. The study showed that the two biggest challenges for those leading inside sales teams are finding and hiring enough good inside sales reps, and then giving them a good on-boarding process so that they are productive and happy in the position. look inward for change].

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197

SalesLoft

SEPTEMBER 29, 2015

It’s not news that content marketing is a powerful tool in SaaS. From case studies to eBooks to blog posts, the industry thrives on tangible credibility behind each sale. Heck, he was even Salesforce.com’s top guest blogger in 2013. Creating shareable marketing content is important. This worked for a while.

Marketing 52

Marketing Case Study eBook SalesForce 52

Jeffrey Gitomer

MAY 16, 2013

Study the last ten sales to help understand what will make the 11th. REALITY: Maybe by spending more VALUE time with each existing customer it will increase their wallet share and your market share, and referrals will go UP. . • Manage the sales cycle, not call activity. Measure the sales cycle, not sales activity.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Increase Sales

JULY 7, 2013

One of the biggest best sales practices gleamed from the minority of businesses (those with more than 500 employees) is to come prepared to each sales presentation with glossy brochures, PowerPoint presentations and even maybe case studies. Today’s buyers are far more receptive to education based marketing. Share on Facebook.

Travel 131

Travel Education Case Study Influencer 131

Sales and Marketing Management

SEPTEMBER 1, 2017

Training videos to reinforce learning? I’m a huge fan of the trend to animate our sales and marketing stories. Whiteboarding services to promote your marketing pitches. Another project was to get an American Psychological Association (APA) researcher to pull all the studies on two topics: decision making and emotions.

Video 136

Video Face-to-face Promotion Resources 136

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). The score of 26 percent is down from a recent high trend surpassing 50 percent that began in the fall of 2013, but it is still considerably higher than the extreme dips seen in 2009 and 2011.

Travel 205

Travel Incentives Incentive Lead Rank 205

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FEBRUARY 4, 2015

Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. How to not be confused by hype around what the market is telling you to do. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Sales Training Connection

SEPTEMBER 9, 2013

According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. In an HBR article Steve Martin reported on a win-loss analysis study. ©2013 Sales Momentum ® LLC.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

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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. If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year.

CRM 238

CRM Outbound Tools Study 238

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OCTOBER 24, 2013

For the study done to create the infographic, 385 LinkedIn profiles were randomly selected through a search for sales account executives. You can use LinkedIn – even a free profile – as a fantastic location for others to find you. Do it right, though – a very poor profile will be a deterrent to business. Profile Heading.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

No More Cold Calling

OCTOBER 13, 2016

According to a study by Bank of America , robots are likely to be performing 45 percent of manufacturing tasks by 2025. The article included a marketing expert’s explanation for why societal changes would render the door-to-door salesman obsolete: “Advertising is producing better results than the old method of personal solicitation.”.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. The statistics I share below are from SBI''s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). No problem.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Pointclear

AUGUST 21, 2013

It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today. The reality is that cold calling is alive and well.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Hubspot Sales

MARCH 15, 2021

Consider this study from William Poundstone's Priceless: The Myth of Fair Value (and How to Take Advantage of It). But the study didn't end there. But according to the study, the subjects felt both the first and the second examples were much higher than the third. Your market probably isn't stagnant. Why is that?

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

Miller Heiman Group

JANUARY 25, 2019

That’s because sales enablement is a framework for predictably increasing sales productivity by providing content, training, and coaching to sales professionals. percent better win rate, according to CSO Insights’ 4th Annual Sales Enablement Study. percent in 2013. better win rate compared to the study’s average.

Sales Enablement 77

Sales Enablement Quota Survey Face-to-face 77

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OCTOBER 10, 2013

The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Most of us in selling do not spend enough talk time with prospective buyers. That means many of us are wasting time doing other things, because after all, isn’t our job to sell?

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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MAY 10, 2013

Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. Listen and engage with their market and industry to offer insight to their buyers. LinkedIn clearly has made some great moves, and continues to do so.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." In my opinion, it''s an educational problem.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Sales Training Connection

APRIL 25, 2014

As the marketplace shifts to value-based healthcare, BCG (in its 2013 MedTech Value Creators Report ) argues the existing business strategy providing these outcomes is no longer sustainable. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. MedTech sales.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

SBI Growth

JANUARY 1, 2013

And it is not for 2013. Drapeau has studied the impact technology has had on quota attainment more than anyone else I am aware of. More recently, he pegged the failure rate of marketing automation software at 50%. One intelligent hour on LinkedIn tells the trained analyst that demand for sales reps outstrips supply 6x.

B2B 308

B2B Hiring Quota Social Selling 308

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. Marketing worries about the brand''s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013''s Top Misconceptions of Social Selling. It is a risk mitigator, branding engine and market research mechanism.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45