Cincom Smart Selling

DECEMBER 8, 2015

As Jim Wilson points out , 56 percent of respondents to this survey that investigates the self-service economy prefer self-service solutions when researching a company, compared to 26 percent who would prefer to jump on a phone call. It’s easy to think of CPQ as just a front-end sales tool, and that is indeed how many people view it.

B2C 54

B2C Call-back Consumer B2B 54

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales managers coaching is by implementing the following elements. Field Coaching Report.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales managers coaching is by implementing the following elements. Field Coaching Report.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). LinkedIn is the most powerful research, connection and engagement platform on the face of the planet for B2B selling.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 80

Data Hiring Guidelines Lead Rank 80

HeavyHitter Sales

JANUARY 18, 2014

I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. .     Sales is both an art and a science.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Hubspot Sales

MAY 6, 2024

Your favorite graphic design software or AI tool may just be a unicorn startup dazzling in plain sight. Learn more unicorn statistics in our State of Global Unicorn Startups Report. Here are some quick statistics from our State of Global Unicorn Startups Report : The U.S. Unicorns are all around us — unicorn companies , that is.

Data 74

Data Scale Hubspot Social Media 74

Hubspot Sales

NOVEMBER 15, 2019

You will stay in front of prospects and differentiate yourself if you do some research and get personal. You also should ensure attendees know the purpose of the meeting, along with any reports, pre-reading, or requests for materials a day or two in advance. The Importance of a Pre-Meeting Email.

Meeting 109

Meeting How To Case Study Relationals 109

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Consider the stats: CEB says that an average of 6.8

Buyer 49

Buyer Face-to-face Vendor Report 49

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Consider the stats: CEB says that an average of 6.8

Buyer 49

Buyer Face-to-face Vendor Report 49

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Bridge the Success Gap. Desired outcomes vary by persona within large organizations.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

MAY 4, 2017

Get the results of our 2017 Growth Drivers Report here. Justin : That’s great, and that’s exactly what came out of this report. Get the insights from our 2017 Growth Drivers Report. We want to put tools and technologies in place that make it so we don’t have to work hard.”

Company 120

Company Conversion Outbound Video 120

SBI

OCTOBER 22, 2014

Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. Rebecca is a Sr.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Source: Accenture Strategy Report. Source: Temkin Group. Let us tell you how.

Influencer 63

Influencer B2B Customer B2C 63

Mereo

OCTOBER 29, 2020

In Mereo’s sixth annual revenue performance report of Fortune 500, Global 500 and Russell 2000 companies, we have identified a continuing trend of slow revenue growth and a new issue of poor profit performance. Many organizations are struggling to identify and enable their teams with vital tools in today’s market.

Lead Rank 39

Lead Rank Revenue Opportunity B2B 39

Tenfold

JULY 18, 2017

The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. To be sure, Sirius Decisions reports the average sales cycle has increased by 22 percent over the past five years since more decision-makers are being involved in the buying process.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Xactly

AUGUST 13, 2018

In fact, research has found there is a 20% higher level of sales achievement achieved with the use of territory mapping software. There are many analytical tools you can take advantage off with territory mapping software. In fact, you have multiple performance reporting choices. Zettabytes.

Territories 70

Territories Software Software Benefit 70

Partners in Excellence

DECEMBER 4, 2015

Coincidentally, I read a research report on The State Of Email Marketing 2015. The report was the result of a survey of over 1800 email marketers, around the world. Even the most rudimentary email marketing tool provides relatively rich personalization, segmentation, and targeting capabilities.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Partners in Excellence

APRIL 7, 2021

A Microsoft research report shows our attention span declining from about 12 seconds in 2000 to 8.25 seconds in 2015 (and additional research shows it at about 8 seconds in 2020). We’ve, for decades, seen the “sound bite” emerge as a primary form of communication.

Social Media 58

Social Media Media Microsoft Sports 58

Allego

APRIL 27, 2018

Top performing companies actively capture institutional knowledge from seasoned reps for newer generations of sellers twice as often as underperforming companies do, according to a 2015 study by Aberdeen Research. They walk into your office and report the whole conversation play by play. Or conduct win/loss interviews on video.

Video 48

Video Retail Banking Report 48

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. This past year reported by 71% of respondents. The research shows that 81% expect your sales reps to deliver a credible business case in order to win the deal. 2) Central IT is Irrelevant? And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business.

ROI 53

ROI Decision Maker Proposal Forecasting 53

SBI

AUGUST 22, 2019

According to the State of Conversation Intelligence report H1 2019 , a 20-rep team will conduct more than a hundred meetings each week, which means sales managers are challenged to weed through every sales call to find the ones that need their attention. About Chorus.ai. 1 Conversation Intelligence Platform for high-growth sales teams.

Coaching 57

Coaching Hiring SAP Lead Rank 57

The ROI Guy

MAY 7, 2015

When you examine your sales pipeline and compare your wins vs. losses, research from SBI indicates that an amazing 58% of deals don’t get lost to the competition, or end up in your hands – they result in “No Decision”. Unfortunately, 71% report that the “inability to effectively articulate your value” remains the biggest sales challenge.

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. You get on the project and do an online research.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

OpenSymmetry

FEBRUARY 22, 2015

Forrester Research has published a great report that provides details on how HCM solutions , especially talent management applications, are paving the way for higher employee engagement and performance in 2015. Trust me, if you have the opportunity to read the entire report , it is definitely worth it.

Scale 40

Scale Compensation Report Twitter 40

The ROI Guy

NOVEMBER 14, 2012

Research Vice President Brian Prentice predicts, the percentage of technology spending by the business -- outside of the control of IT -- will reach 35 percent. Million IT Jobs Globally to Support Big Data By 2015 - Analysts Discuss Key Issues Facing the IT Industry During Gartner Symposium/ITxpo 2012, October 21-25, in Orlando - [link].

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

OpenSymmetry

FEBRUARY 21, 2015

Sales teams are encouraged to build the biggest pipeline, often resulting in inflated numbers and reporting disasters because no one knows what they should report on, causing angst for the CFO who is primarily concerned with presenting an accurate forecast. Sales Performance Management (SPM) is more than just a CRM tool.

Cost Per Thousand 40

Cost Per Thousand Vendor Journal Webinar Metrics 40

Sales Hacker

APRIL 24, 2018

Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. CSO Insights reports that less than 37 percent of sales reps actually use their company’s CRM system. 5) Use the Right Tools to Automate Your Sales Process.

Data 53

Data Hiring Margin Demand Generation Targets 53

SugarCRM

JANUARY 2, 2020

Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013). Research: How will you keep tabs on the latest trends in video marketing? Magazine ).

Video 24

Video B2B Marketing SugarCRM 24

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. They are doing their own research, educating themselves, and sometimes opting to make purchases without the intervention of a salesperson. Of the surveyed B2B buyers, 84 percent say that they start their purchasing research with referrals.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. We must understand the ripple effect our actions will create on the account based on sound business acumen, assessing the customer's balance sheet, reading their annual report and gaining a deep knowledge (and understanding!) of their culture.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

The ROI Guy

APRIL 28, 2010

According to a Corporate Executive Board research report: "The IT function of 2015 will bear little resemblance to its current state," with "fundamental changes in how the function is organized and managed."

Report 40

Report Lead Rank Lead Scoring Proposal 40

SugarCRM

FEBRUARY 18, 2016

Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013). Research: How will you keep tabs on the latest trends in video marketing? Magazine ).

B2B 20

B2B Video Marketing Decision Maker 20

Circleback

JANUARY 30, 2018

2018 will see the development of more new tools and technologies powered by AI. So, use the technology to stay ahead, help target right customers at the right time, and equip your workforce better with the latest tools. According to the Demand Gen Report 2016, 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20

Allego

FEBRUARY 7, 2023

During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. Having a lot of sales tools creates confusion , makes tool management complicated, reduces sellers’ productivity, and can be expensive. They’re concerned, however, that they could lose functionality, the research found.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123