Sales and Marketing Management

AUGUST 3, 2014

Issue Date: 2014-07-01. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. read more'

Study 331

Study Strategy Marketing 331

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. One of the things we studied is the impact of Social Selling. We discovered that.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Sales and Marketing Management

JUNE 1, 2014

Issue Date: 2014-06-01. Teaser: With studies showing that as much as 90 percent of a sales presentation is forgotten by prospects within 72 hours, the mantra has become "simplify, simplify, simplify." Author: Michael Harris. " But what If your product or service doesn't lend itself to simplifcation?

Study 295

Study Prospecting Sales 295

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. Recent studies have shown that the average rep spends just 35% of their time with prospects. You don’t need anyone else to insist that you significantly increase revenue in 2014. I’m betting your answer is YES. The truth of the matter is this.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

OCTOBER 10, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. You will get a copy of the Time Study Template plus dozens of more tools. Work with your peer in sales and start with a time study.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales and Marketing Management

NOVEMBER 4, 2014

Issue Date: 2014-11-01. Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation.

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255

SBI Growth

SEPTEMBER 28, 2013

A recent study by CEO.com shows that 70% of Fortune 500 CEO’s are not on Social Media. Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Leverage your network to help the organization make the number in 2014. Lack of Presence.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

DECEMBER 26, 2013

In this 2014 edition he predicts that “HR organizations will shift their focus from cost reduction to retention and engagement.” A time study can pinpoint the activities that drain hours from sales efforts. But a simple time study be just as effective. Here’s how: Download the free SBI Time Study Template.

Hiring 282

Hiring SAP Study Retention 282

SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). CMO’s can help sales make the number in 2014. Sales field alignment with the modern day buyer requires more than lip service.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Hubspot Sales

MAY 27, 2020

Additionally, this study showed women-owned businesses are a source of new jobs in U.S. cities that experienced slow job growth between 2014 and 2019. Between 2014 and 2019, the greatest growth in women-owned businesses happened at the two extremes of the spectrum: low-revenue companies and million-dollar-plus businesses.

Commission 103

Commission Report Study Small Business 103

Steven Rosen

OCTOBER 14, 2014

October 14, 2014 – Star Solutions That Achieve Results Inc. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. To participate in the study click on Take the Survey. STAR Results) has launched its global 2015 STAR Sales Manager Survey. Regional Sales Directors.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

Understanding the Sales Force

SEPTEMBER 17, 2014

OMG is working on a major sales effectiveness study that looks not only at traditional sales effectiveness, but also inside, inbound and social selling effectiveness. The study must be inclusive and not just for huge companies and that''s why I need your help. And the brochure for the 2014-2015 Top Sales Academy is available here.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

The ROI Guy

JUNE 4, 2014

Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014. The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year. Expand geo footprint (61%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. By investing in both in 2014, you will set yourself up for long term success. Your people will need new capabilities to thrive in a changing market. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 19, 2013

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014”. Get the “Expert Panel Change Management Guide".

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. Let’s see how this plays out against the likely growth investments and your personal plans for 2014. However, more sales reps do not mean more revenue. However, when we look at training effectiveness, the numbers are startling.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Steven Rosen

DECEMBER 30, 2013

Let’s face it, studies show that 92% of New Year’s resolutions just don’t happen. Click on the link to get a FREE copy of my 2014 Goal Planning Guide . Click on the link to get a FREE copy of my 2014 Goal Planning Guide for greater personal and professional success. Don’t bother making New Year’s resolutions!

Face-to-face 285

Face-to-face Motivation Exercises Energy 285

Score More Sales

APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Selling Essentials RapidLearning Center

MAY 30, 2023

.” Complex problem-solving Behavioral researchers have conducted numerous experimental studies about the “protégé effect,” which describes the way people put in more effort to learn, and learn more effectively, when they know they’ll be teaching others. Unsurprisingly, they also did better at solving them.

Journal 52

Journal Study Groups Education 52

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

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. What do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". Act now to ensure that you Make the Number in 2014. Who Killed the Annual Review? Follow @jdkenney.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. As the following BMW case study illustrates, Social Selling impacts the entire organization. SBI’s 7th annual research tour has begun.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Selling Essentials RapidLearning Center

APRIL 11, 2023

The numerous researchers who have studied this phenomenon call it “productive failure.” Hard problems, no guidance In one study , researchers set up two learning experiences for math students. In a second stage of the study, students were asked to apply what they’d learned to a novel situation. But wait, there’s more.

Groups 52

Groups Study Video Research 52

Zoominfo

OCTOBER 31, 2018

According to a recent study, 80% of B2B marketers already employing influencer marketing, report that influencers have had the greatest impact on improving content marketing campaigns ( source ). They generate 200,000 views, 200+ event referrals, 4,000+ PDF downloads and nearly 1,000 leads, all by the end of December 2014 ( source ).

Influencer 153

Influencer Marketing Hubspot B2B 153

No More Cold Calling

NOVEMBER 19, 2013

As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Searcy identifies the three types of metrics worth focusing on and highlights some ah-ha discoveries from Jordan’s study. Of course, this is not easy work.

Small Business 220

Small Business Small Business Enterprise Enterprise 220

Sales and Marketing Management

NOVEMBER 9, 2014

Issue Date: 2014-11-01. And this is an improvement from Gallup’s workplace assessment study in 2009-2010, which showed that only 11 percent of the work force was engaged! And this is an improvement from Gallup’s workplace assessment study in 2009-2010, which showed that only 11 percent of the work force was engaged!

Report 149

Report Study Motivation 149

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. This will help you ensure you beat the 2014 number. The team will need to scratch and crawl to the finish line.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

DiscoverOrg Sales

DECEMBER 27, 2017

Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. STUDY] What Do B2B Buyers Want? Read the blog , and download the full research study here. We got a few surprises when we partnered with noted sales linguist Steve W.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Selling Essentials RapidLearning Center

DECEMBER 21, 2023

To understand how this plays out in a learning situation, let’s consider a study from Stanford University. But that doesn’t fully explain the results of this study. A well-known psychological phenomenon: The fact that we all want to look good in front of our peers. Those in Group One were told they were working alone.

Influencer 52

Influencer Tools Groups Lead Rank 52

Selling Essentials RapidLearning Center

NOVEMBER 16, 2022

Meanwhile, studies show that those who repeat and repackage conventional wisdom are seen as more competent and knowledgeable. To see how, let’s start with a research study that examined decision making among managers. The blog post and Rapid Learning video module are based on the following research studies: Jamieson, J.

Journal 52

Journal Margin Scale Study 52

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Sales can learn a lesson here.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Hubspot Sales

FEBRUARY 9, 2021

"Calling only when a renewal is due is so 2014. Over-Reliance on Case Studies. HubSpot Senior Sales Manager Dan McAdam also offered some input — specifically about how sales reps leverage case studies. HubSpot Senior Sales Manager Dan McAdam also offered some input — specifically about how sales reps leverage case studies.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. SBI is predicting 69% by 2014. To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions. It provides objective criteria for reviewing and evaluating your LinkedIn presence.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Selling Essentials RapidLearning Center

JUNE 8, 2022

To see how, let’s start with a research study that examined decision making among managers. The study focused on two decision-making techniques designed to create conflict: devil’s advocacy and dialectical inquiry. In the study, three middle management teams were asked to solve a business problem. Conflict = quality.

Journal 52

Journal Scale Groups Study 52