Sales and Marketing Management

JANUARY 20, 2020

Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Share links to your company’s latest case study with your prospects. You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Sales and Marketing Management

JANUARY 23, 2019

Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions. The most recent index study is a joint effort of The Society for Incentive Travel Excellence (SITE), Incentive Research Foundation (IRF), and Financial and Insurance Conference Professionals (FICP).

Incentives 159

Incentives Incentive Travel Nonprofit 159

Score More Sales

DECEMBER 23, 2014

Sales organizations need to take advantage of this scenario and leverage it in 2015. See their whole study here. How are you helping your reps in 2015 with tools and systems that allow them to do their job better? Increase Opportunities. We’ve only talked about phones, tablets, and CRM here. Expand Your Pipeline.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Partners in Excellence

SEPTEMBER 17, 2020

Many organizations are very imbalanced in terms of diversity of the employee base with people of color, different nationalities, and genders having lower paid jobs (for similar roles), and fewer opportunities for advancement. Study after study shows more diverse organizations perform significantly better than those that aren’t.

Hiring 125

Hiring Government Face-to-face Survey 125

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Hubspot Sales

JULY 16, 2020

That last point is important because, no matter how good a salesperson you are or how great the opportunity, you won't have success unless you're in the room with the right people. Studies have found that people only retain 10-20% of written or spoken information us. They highlight your value proposition. They align with your audience.

ACT 123

ACT Follow-up Data Sales 123

Selling Essentials RapidLearning Center

APRIL 12, 2022

For answers to that question, let’s look at several research studies. Consider what these findings mean for employee engagement: For these workers, focusing on what the job could do for them – great experience, more career opportunities – didn’t move the needle on engagement. Another study observed custodians at a large hospital.

Motivation 52

Motivation Benefit Face-to-face Study 52

Sales and Marketing Management

MAY 1, 2017

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. In 2015 Millennials represented roughly 35 percent of the workforce, with Gen X, Baby Boomers, and the Silent Generation representing 43, 20, and 2 percent respectively.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Hubspot Sales

MAY 25, 2023

In short, if you’re not active on LinkedIn, you’re missing a huge opportunity to grow your business. In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. The Opportunity to Boost Your Sales LinkedIn claims that the higher your SSI score, the more likely you are to hit your sales targets.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

Hubspot Sales

AUGUST 21, 2023

This can be in the form of a testimonial, case study, or exciting statistic. You'll also want to introduce a case study at this point. You can read the whole story here: [Provide case study link.] Using a case study offers social proof, which gets them thinking about how you can also help them like you helped others.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Steven Rosen

FEBRUARY 9, 2015

Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts is new business going to come from. Watch the video Key Sales Management Actions To Prepare for 2015. If you have built specific development/coaching plans with each of your reps for 2015 then give yourself a ?.

Compensation 120

Compensation Lead Rank Lead Scoring Quota 120

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Loss analysis – how would the solution have helped avoid lost opportunities? Benefits (Social Business Communication case study) if executed correctly: Time or employee productivity (15%) – for sales this is huge.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? How Can I Improve Sales Efficiency and Sales Effectiveness? Step 3: Optimize these activities.

How To 80

How To Quota Sales Enablement Analytics 80

Jeff Davis

NOVEMBER 22, 2017

What the CMO CAN bring to the table In a March 2015 study authored by Laura Ramos at Forrester Research, B2B CMOs where asked what was the most important thing they could do to help sales succeed. The top five based on the study were as follows: Increase the productivity of customer/opportunity acquisition.

Marketing 48

Marketing Sales Qualified Lead Margin Study 48

Pointclear

JUNE 16, 2015

The lead rate for high quality, enterprise opportunity leads has been roughly flat.) The question we should ask ourselves is how many $84 leads does it take to get to pipeline, an active sales opportunity, and how many $220 leads does it take to get to pipeline. So, again, perhaps we’re asking the wrong questions.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

Chorus.ai

MAY 4, 2020

I joined the company in 2015 and sensed early on then that something was missing from our sales program. The Opportunity to Listen and Learn Together A couple of years ago, I attended a webinar run by Chorus. It was a tantalizing opportunity — the possibility of using Chorus to socialize the customer voice throughout Cerego.

Conversion 62

Conversion Customer Film Lead Rank 62

Vengreso

MAY 28, 2020

In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. 100% of my reps were able to attribute at least one sales opportunity to the open, closed-won, and/or closed-lost sales pipeline. Which tools are they using to create opportunities? The result?

ROI 122

ROI Sales Tools Tools How To 122

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Janek Performance Group

MARCH 27, 2023

Sales Skills Definition: Indeed defines sales skills as a specific skill set that facilitates identifying sales opportunities, building a rapport with customers, and successfully closing sales. If you answered false to any of these statements, you have an opportunity to improve your sales performance.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. Face-to-face offers a better opportunity to build a relationship with your prospect. You will be amazed by the number of clients who jump at the opportunity.

Tools 52

Tools Face-to-face Video Channels 52

Customer Centric Selling

DECEMBER 31, 2014

Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. I’d like to discuss how sellers initiate opportunities and then revisit inbound inquiries from researchers. This allows early qualification (or disqualification) of opportunities.

Research 92

Research Buyer Buying Cycle Vendor 92

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. Many take comfort in having large numbers of opportunities in their pipelines. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. A Sales Benchmark Index study found 52% of sales cycles end in “no decision”.

Proposal 40

Proposal How To Face-to-face Vendor 40

Pointclear

OCTOBER 2, 2012

In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Corporate Visions

NOVEMBER 7, 2019

In 2015, an average of 5.4 Most of the information in buyer personas has very little to do with whether there’s actually an opportunity to create a sale. It’s only in connecting to the gaps or flaws in the prospect’s current approach that you provoke opportunities and the urgency required to build a buying vision. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Lead411

OCTOBER 31, 2018

Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. According to a 2015 study by Deloitte , the average american checks their cell phone 46 times a day.

Channels 63

Channels B2B Face-to-face Call-back 63

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Hubspot Sales

MARCH 23, 2018

One study tried to figure out how to increase room service tips for waiters in hotels. In one study about fundraising, the researchers told average donors that they were in fact among the highest donors. The way you frame your product often spells the difference between a closed deal and a lost opportunity. Use awesome labels.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Selling Essentials RapidLearning Center

APRIL 29, 2019

And a McKinsey study found that the ability to shift gears – agility – is perhaps the most critical factor in high performance. That’s how we grow and create opportunities for all of us. In the old days, performance management was mostly about ensuring that everyone did the job that was assigned to them. Goodbye to all that.

Face-to-face 40

Face-to-face Lead Rank Lead Scoring Vendor 40

Customer Centric Selling

NOVEMBER 25, 2014

I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! They’re busy and just want to understand the potential value that can be realized through the usage of an offering.

Hiring 81

Hiring Buying Cycle Education Software 81

SalesLoft

AUGUST 18, 2016

Take email alone: In 2015, the number of emails sent and received per day total over 205 billion. The crew at Telenet and Ovation Sales Group did a study in just 2007 and found that it took 3.68 Keep in mind that their same study also found that the sales process has become 22% longer than years past.

Customer 52

Customer eBook Call-back Cold Calling 52

Sales Hacker

AUGUST 4, 2020

If the answer is no, it’s just a yellow flag and that triggers us as a management team to reevaluate our communication processes, to study where the breakdown might have occurred and to fix it. It’s not 2015. Science is studying the data, studying the analytics, learning from your losses. It’s not 2019.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. In the case of Eloqua, a software company, their average sales cycle has decreased by 20 days, with 25 percent more leads that convert to opportunities. A majority of B2B buyers across all age groups rely on social media, according to a 2014 IDC study.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Sales Training Connection

APRIL 20, 2015

Rather, begin in the beginning when you are in a sales rep position – leading sales teams, working with customer buying groups, leveraging training opportunities and seeking out mentors. ©2015 Sales Momentum, LLC. So if the challenge is to be taken, what are the behaviors and skills correlated with leadership capability?

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Customer Centric Selling

OCTOBER 12, 2016

made their 2015 numbers last year. Studies have concluded that organizations that implement sales processes achieve better top-line results. Auditability so that managers can grade opportunities using buyer actions seller opinions. Generally, only about 50% of sellers achieve quota. A perceived lack of control breeds acceptance.

Hiring 40

Hiring Compensation Forecasting Survey 40