Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014?

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

for 2013. 4) How will the loss of this deal affect you making your number in 2013? There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial.

Sales Excellence Studies Propigate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

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Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.

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The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Study the trends in your customers’ buying habits. Talent management is a top priority for HR leaders who support sales organizations.

ITSMA Professional Services and Solutions 2013 Brand Tracking Study

Pointclear

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Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales.

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Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. c) Copyright 2013 Dave Kurlan

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The Case for Smarter CRM in 2013

Score More Sales

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Mid-sized companies need better tools to help understand what customers need and want.

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Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

Also, the payments only apply to 2013 departures and must be for a minimum of seven days. This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team.

What is the State of Marketing in 2013

Score More Sales

You can download the complete results from the IBM State of Marketing 2013 Global Survey. IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The post What is the State of Marketing in 2013 appeared first on Score More Sales.

Top 5 Insights From the Latest Studies on Sales Organizations

Understanding the Sales Force

c) Copyright 2013 Dave KurlanUnderstanding the Sales Force by Dave Kurlan The folks over at I KO Systems were nice enough to send me a collection of infographics that they call 66 Crazy Sales Figures.

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Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

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Top 5 Insights From Latest Sales Organization Studies

Understanding the Sales Force

c) Copyright 2013 Dave KurlanUnderstanding the Sales Force by Dave Kurlan The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures.

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Study: Think duplicate leads are all bad? Think again.

Velocify

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads.

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Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing.

MUST READ - LANDMARK SALES ORGANIZATION STUDY

HeavyHitter Sales

Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model.

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20 GREAT COMPANIES TO SELL FOR IN 2013

HeavyHitter Sales

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game. The results of the study were astonishing.

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2013 TOP SALES TRENDS

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? For 2013, it’s not only what you say, but equally important, how you say it.

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Study Shows Dramatic Growth In Use of Incentives for Employees and Customers

Sales and Marketing Management

Teaser: A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S.

Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. The Stanford Study that just Might Help You Sell More.

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

This case study is a great example f or those who think that Desire and Commitment are enough, for those who think that strong salespeople will succeed, even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive.

Top Sales Books to Read in 2013

Fill the Funnel

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. Top Sales Books to Read in 2013.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Sales Time Studies are essential in capacity planning. We talked about his priorities for 2013. Without the customer, nothing happens.

Change Your Sales Teams Bad Habits Before 2013

Sales Benchmark Index

Complete a Time Study. This is critical to the success of the study. The study told us this customer needed to reprioritize time in several different areas: Internal Email. Email me directly and I can assist you in setting up the time study and performing the analysis. 42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week. We all know improving selling time should increase sales.

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Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

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?

Four Tips to Tune Your Sales Process in 2013

Velocify

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013.

Gamification: The Secret to Accelerate Onboarding

Sales Benchmark Index

A February 2013 report by Aberdeen Research validates the impact of gamification. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

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). Analyze your time study results to pinpoint yours.

How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sources: Gartner downgrades 2013global IT spending forecast on currency shifts Gartner says 2013 will be aBetter Year for IT Spending Growth?

Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

for 2013. Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless.

CMO: Are you going to have a job in 2014

Sales Benchmark Index

You’re completing 2013 and building your marketing strategy for 2014. Benefits (Social Business Communication case study) if executed correctly: Time or employee productivity (15%) – for sales this is huge.

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How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

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. Sales Operations leaders have seen the power of Social Selling.

7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%.

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Crack the Case of the Unknown Customer

Sales Benchmark Index

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. The fact is that buyers complete 60% of the purchasing journey on their own.

How to Kill Social Selling at Your Company

Sales Benchmark Index

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. Social selling is a technique being adopted by many B2B sales organizations.

How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

The review presents findings from SBI’s market research in 2013. Perform a Time Optimization Study if you need to. My last blog discussed how to Make it Rain in Q4 and close the year strong. Today I have shifted the focus to next year.

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How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content.

A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

Case Study. You can view the full case study here.). Get a copy of the LinkedIn Sponsored Updates Guide by signing up free to review SBI’s 7th annual research study. I highly recommend signing-up to review SBI’s complete research study.