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

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

HeavyHitter Sales

APRIL 7, 2013

Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business.

Study 146

Study B2B Penetration Lead Rank 146

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.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. Customer testimonials and case studies can be effective.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

Sales Training Connection

DECEMBER 2, 2013

Sales Training. The idea is simple: by using technology students spend time at home getting up-to-speed on a given area of knowledge, then in the classroom the teacher, instead of lecturing from the front of the room, spends time floating from table to table as the students work on exercises that apply the knowledge they studied before class.

Training 112

Training Travel Exercises Call-back 112

Selling Essentials RapidLearning Center

NOVEMBER 28, 2023

And it’s a big training and development challenge in all organizations. A recent study at a German medical school suggests a source of help. ‘Near-peers’ In the study, researchers divided a class of third-year med students into two groups. The study called these trainers “near-peers.”

Study 52

Study Groups Lead Rank Lead Scoring 52

Understanding the Sales Force

APRIL 29, 2013

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. c) Copyright 2013 Dave Kurlan' Also worth noting, the approach or methodology is only one part of selling.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Your Sales Management Guru

JUNE 16, 2013

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.

Training 90

Training Video Meeting Sales Leadership 90

Understanding the Sales Force

MARCH 4, 2013

Compare that with the six I wrote about in this article : Effective Sales Selection for Appropriate Sales DNA, Effective Sales Coaching, Effective Sales Accountability, Formal, Structured Consultative Sales Process, Sales and Sales Leadership Training, Coaching and Development andHunting for New Business. c) Copyright 2013 Dave Kurlan

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. However, by adding new salespeople in the next 90 days, they will be ready to be contributors in 2013. . We are building in case studies, presentation evaluations as well as on line assessment tools. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

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

Score More Sales

JANUARY 13, 2014

We see this in training sessions quite often – people come in with their arms crossed tight. Study the components of salespersonship. If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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 Lead Rank Lead Scoring 71

Score More Sales

JULY 23, 2013

For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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

Understanding the Sales Force

FEBRUARY 5, 2013

Our research clearly shows that 10% of the people that are already in sales shouldn't be selling, and another 22% can't be trained to improve their performance. The study sited ambiverts but those ambiverts had already chosen sales as a career and were already the most successful salespeople in the company.

Scale 255

Scale Study Research Webinar Metrics 255

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.

Hotels 196

Hotels Customer Lead Rank Lead Scoring 196

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. They talked with senior leaders about delighting customers and 80 percent said that working to exceed customer expectations means higher operational costs – it may be delightful but also expensive. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

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. Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. But I wanted to do more than just offer live training and follow-up coaching. Support costs plummeted, as one study recognized that 80 percent of their support questions were now answered within the community. I created our 10.5 This tool can be dynamic.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

SBI Growth

JULY 23, 2013

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 reps are trained to spread messages quickly. Implementing a successful sales transformation. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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 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

Jeffrey Gitomer

MAY 16, 2013

Study the last ten sales to help understand what will make the 11th. Leadership My Books Sales Management Jeffrey gitomer Jeffrey Gitomer Blog Jeffrey Gitomer Sales jeffrey gitomer sales blog Jeffrey Gitomer Sales Training leadership Leadership E-Book leadership training little book of leadership sales leadership'

Cold Calling 261

Cold Calling Sales Leadership Referrals Sales Cycle 261

SBI Growth

JANUARY 7, 2014

A December, 2013 study by marketingcharts.com proves the need for speed. Training, process improvement and enablement can be done daily, if needed. That is, leads and customers actively looking for solutions like yours. Marketing is working harder (ie spending more) to compete for your buyer’s attention. What to Do Now.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

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 CSO Insights revealed that while only 19.3%

ROI 52

ROI Sales Enablement Hiring Commission 52

Mindtickle

MAY 13, 2016

Mistakes are bound to happen, but by avoiding common new hire training mistakes, you will make the transition much more seamless. Here are the top 5 new hire training mistakes that can be easily avoided, from the smallest to the biggest: Onboarding Mistake #5: impersonal communication (especially for remote new hires). 14 May 2013.

Training 52

Training Networking Retention Follow-up 52

Mindtickle

MAY 13, 2016

Mistakes are bound to happen, but by avoiding common new hire training mistakes, you will make the transition much more seamless. Here are the top 5 new hire training mistakes that can be easily avoided, from the smallest to the biggest: Onboarding Mistake #5: impersonal communication (especially for remote new hires). 14 May 2013.

Training 52

Training Networking Retention Follow-up 52

The Science and Art of Selling

JANUARY 2, 2014

Most sales training is geared towards extroverts, chiefly for the fact that few introverts entertain sales as a viable means of generating an income, but when the introvert joins the ranks, they can bring a lot to the table that extroverts cannot. Here are some ways that you can tailor your sales training to include the introvert.

Training 61

Training Lead Rank How To Lead Scoring 61

Score More Sales

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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. They overwhelm and often don’t get deployed correctly.

Sales Enablement 120

Sales Enablement Tools Merkle 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

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. 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. of a seller''s time. of a rep''s time.

Training 51

Training Lead Rank Lead Scoring Referrals 51

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 Comparison 77

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. This is a big opportunity to fix in 2013 and there has never been a better time with more resources at a lower cost than now.

CRM 238

CRM Outbound Tools Study 238