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. HubSpot also did a study on prospecting and video messaging.

Tools 52

Tools Face-to-face Video Channels 52

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. Sources: Gartner Says Worldwide IT Spending to Decline 5.5% Percent in 2014 Gartner Forecasts 3.1%

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Top 7 Articles of 2015 . Set your sales team up for success in the New Year with the tools and resources they need to accomplish the goals you’ve laid out for them. NOTE: Our sales training tools are designed to make your life easier. Learn More.

Journal 40

Journal Territories Groups Coaching 40

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

Sales Hacker

JULY 31, 2023

James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. P.S. We’re officially running a GTMfund giveaway program!

Scale 52

Scale Company Hiring Engineering 52

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

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. In 2015, 43.6 Simply put: There’s a lot coming at salespeople at once, and one thing standing in their way … or one person.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% in 2015), but only 5.2% A recent study by the ProSales Institute provides some insights that yield answers to this question. Here is a place that modern sales enablement tools and technologies can really shine.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. Some people are quick studies, but not everyone. By Tibor Shanto – tibor.shanto@sellbetter.ca. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Mindtickle

APRIL 24, 2019

In his session, he highlighted their holistic program focused on organizational buy-in, the virtues of starting small and scaling enablement as a process, function and integrated tools, communication, onboarding, certification, and more. Read the Procore Case Study here.

Scale 66

Scale Sales Enablement Case Study Hiring 66

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. Benefits (Social Business Communication case study) if executed correctly: Time or employee productivity (15%) – for sales this is huge. You’re probable at approx.

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? A modern selling strategy requires modern sales tools, such as sales enablement technology.

How To 80

How To Quota Sales Enablement Survey 80

Chorus.ai

MAY 4, 2020

I joined the company in 2015 and sensed early on then that something was missing from our sales program. While studying for my Ph.D. in Classical Studies at Boston University in the 1990s, I was a lecturer. Chorus is a fundamental tool in our coaching culture for sales at Cerego. This is how we approach sales at Cerego.

Conversion 62

Conversion Customer Film Lead Rank 62

The ROI Guy

JANUARY 15, 2015

Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. There is more pressure than ever on suppliers to lower their prices and offer steep discounts. Many are a whopping 50-70%!

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Hubspot Sales

NOVEMBER 15, 2019

All of the personal information you need about your prospects is in that CRM, and your job as a sales representative becomes much easier when you rely on your company’s existing tools and data when communicating with prospects. If you’re not sure where to find the right content, utilize your company’s sales and marketing productivity tools.

Meeting 104

Meeting How To Case Study Relationals 104

HeavyHitter Sales

JANUARY 18, 2014

While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Twenty percent of these inside sales representatives are allowed to make field sales calls when necessary.   12.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Steven Rosen

FEBRUARY 9, 2015

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 ?. If not, get a copy of my FREE Goal Planning Guide for each of your sales people to use as a tool to build their goals/sales development plan.

Compensation 120

Compensation Lead Rank Lead Scoring Quota 120

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

Hubspot Sales

MAY 25, 2023

In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. According to a joint study by LinkedIn and Edelman, 58% of business leaders are willing to buy from an industry expert. The brand does it to encourage more people to use their tools to find new contacts and connect with them.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

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 74

Data Hiring Guidelines Lead Rank 74

Hubspot Sales

AUGUST 21, 2023

This is where your CRM and their behavior on your website can be valuable tools. 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.] Push your value proposition.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Partners in Excellence

MAY 5, 2021

So I sought to understand how this expert leveraged networking tools to “network” with me. I discovered the following: He originally reached out to connect with me on LinkedIn, on August 23, 2015. Yesterday, for the first time since August of 2015, I get a message from this networking expert. Perhaps I’m wrong.

Networking 73

Networking Trade Show Facebook LinkedIn 73

Mindtickle

APRIL 24, 2019

In his session, he highlighted their holistic program focused on organizational buy-in, the virtues of starting small and scaling enablement as a process, function and integrated tools, communication, onboarding, certification, and more. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40

Mindtickle

APRIL 24, 2019

In his session, he highlighted their holistic program focused on organizational buy-in, the virtues of starting small and scaling enablement as a process, function and integrated tools, communication, onboarding, certification, and more. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

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

Selling Essentials RapidLearning Center

AUGUST 24, 2021

But she’s proactively armed Brad with all the tools he needs to win the deal. The blog post and Rapid Learning video module are based on the following study: Schmidt, K., Making the Consensus Sale, Harvard Business Review, March 2015. What will Brad actually do in the pressure-cooker of that critical meeting?

Buyer 59

Buyer Face-to-face Survey Video 59

Lead411

OCTOBER 31, 2018

According to a 2015 study by Deloitte , the average american checks their cell phone 46 times a day. Email is still a popular tool to reach out as well. According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device.

Channels 63

Channels B2B Face-to-face Call-back 63

Increase Sales

JANUARY 3, 2015

And once again only a few will cross the finish line if we believe the 2014 study by the Journal of Clinical Psychology from the University of Scranton. The process works with the goal setting worksheet (actually the goal worksheet is both a process and a tool). Once again the annual self improvement race begins. No to Weak Resolve.

Journal 70

Journal Ideal Customer Profile Follow-up Twitter 70

The ROI Guy

JANUARY 13, 2016

Just as the research shows the increased demand and importance of ROI, so too it shows that most organizations struggle delivering the right ROI content and tools to their sales teams and channel partners. One in four admit that their current ROI selling programs need a major redesign, and almost 50% say improvement is needed.

ROI 56

ROI Decision Maker Case Study Face-to-face 56

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. Highlighting certain words or phrases is an effective communication tool that helps you convey your message better.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

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

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

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. Sales reps use an average of six enablement tools , according to Sales for Life. Obviously how many and what exact tools are going to vary from company to company. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

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

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

MEDDIC

MARCH 11, 2022

If you spend a few minutes searching the web and aggregate results of studies by CSO Insights; HBR, Forrester, and other sources, you will notice the decline of sales quota attainment: 2014: 63% 2015: 57% 2016: 50% 2017: 53% 2018: 50% 2019: 43%. Adding fancy modern tools which on paper improve productivity doesn’t seem to help.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52