Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Score More Sales

MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Data Compensation 235

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

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

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

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 will use LinkedIn even more in 2013. of the recruiters will use LinkedIn even more in 2013. Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. Top 15 Questions That Prospects Ask Themselves. Top 10 Sales Leadership Tips From 2013. In no particular order they are: Top 10 Sales Competencies.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Sales and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

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.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. ” Dan : “Have you conducted growth opportunity studies in the past?” Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? ” Oliver : “Of course.

Opportunity 316

Opportunity Strategy Banking Territories 316

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. IDC surveyed just over 200 organizations in the annual 2012 Buyer Experience Study, indicating that Financial Justification /ROI is by far the most important content for C-Level / Financial Executives and LOB stakeholders. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

Score More Sales

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. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Read these three posts for more information: The Big 8 For Social Sellers on LinkedIn.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Pointclear

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. Via GreatB2BMarketing. Via iMedia Connection.

B2B 190

B2B Buyer Trade Show PointClear 190

Selling Essentials RapidLearning Center

MARCH 24, 2022

On the other hand, salespeople are human, and when a prospect says “no” — to a meeting or demo, or to the sale itself — they may be tempted to think that no means no, and drop the effort. In fact, behavioral research indicates that you shouldn’t always accept a prospect’s initial refusal.

Face-to-face 59

Face-to-face Study Video Research 59

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers?

Retention 254

Retention Company Customer Lead Rank 254

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. But if your prospects don''t trust you, your intentions, your company, your promises or your eagerness, they won''t buy from you. c) Copyright 2013 Dave Kurlan'

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The ROI Guy

JANUARY 15, 2013

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

Fortunately, there is, and a study on buyer behavior and risk disclosure reveals it. Bonus: If you go about disclosing risk in the way the study suggests, you can actually improve your odds of getting the sale. To find out, let’s take a look at that study, which was based on an experiment with a truly risky product: cigarettes.

Buyer 59

Buyer Study Insurance Insurance 59

SBI Growth

NOVEMBER 15, 2012

According to the study, a CMO's number one success measure is marketing ROI. We were discussing her goals & challenges heading into 2013. She equated phone or email prospecting to lead development. If done correctly, the LDR is the first human contact a prospect has with your company. Translation – ROI equals results.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

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. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

JULY 8, 2013

An outspoken prospect did not like Rick’s aggressive style. The prospect posted negatively on Bounty’s Facebook site. A NAVEX Global study found only 63% of employers had a social media policy. My colleague took his own informal poll on the floor of SHRM 2013. He assumed the same would work at Bounty. Trouble for Rick?

Social Selling 320

Social Selling Company Social Media Policies 320

Hubspot Sales

JUNE 7, 2021

They’re based on customer psychology, marketing science, and human interaction studies. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. There are many ways to be helpful to prospective buyers, such as; Introducing prospects to people in your network.

Face-to-face 116

Face-to-face Hubspot Follow-up Lead Rank 116

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Click here to get free advice on how your peers are planning for a busy Q4 and 2013. Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. Q4 is difficult.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

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. Maybe they can even get referrals from those lost prospects. Convert prospects to clients well more than 50 percent of the time.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Hubspot Sales

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. Have you reached out to more or less prospects compared to last month?

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

The ROI Guy

NOVEMBER 29, 2012

In the study, CSOs report that 42% of deals now take more than 6 months to close. CSO indicate that the number one issues to achieving selling effectiveness are that Sales professionals struggle researching prospects prior to calls and fail to sell value, typically having to discount in order to get the business.

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

SBI Growth

SEPTEMBER 4, 2012

Unlike the marketing department, the sales reps spend time each day interacting with prospects and customers. Whether face to face, on the phone or exchanging emails, this level of interaction produces incredible insight into what prospects and customers expect and value in their journey to purchase. Prospects lost to a Competitor.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Let’s look at a few examples of how the BPM has been used in 2013. Instead, they produced case studies from top clients. It may serve as inspiration for your 2014 strategic planning.

Tools 300

Tools Sales Tools Collateral Vendor 300

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. 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. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

HeavyHitter Sales

JUNE 23, 2013

For example, USC’s 2013 MBA admission rate was only 27% of the 1,800+ applicants. I know students who have amassed loans totaling over $150,000 to complete their studies. The bad news is you will be swamped with assignments, readings, and studying for tests. Martin’s Win-Loss Study Research and Articles.'

Study 140

Study Case Study Call-back Cold Calling 140

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d When prospects come to us, they have problems that need to be solved—pain that needs addressing.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120