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

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Percent in 2016 Gartner Says Worldwide IT Spending to Decline 5.5% Percent in 2016 Gartner Says Worldwide IT Spending to Decline 5.5% Sources: Gartner Says Worldwide IT Spending is Forecast to Grow 0.6

ROI 53

ROI Decision Maker Proposal Forecasting 53

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.). Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentives Incentive Lead Rank 205

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. No opportunities to get promoted. It stings that much more when the individual is a top performer whose experience fell short of their expectations. Lack of flexibility.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Sales and Marketing Management

JUNE 16, 2017

Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. Case study : Airbnb: For companies that already have a viable product or service, growth hacking can help drive awareness. The most famous example? Airbnb penetrating Craigslist’s marketplace.

Case Study 153

Case Study Penetration Lead Rank Hotels 153

Sales and Marketing Management

MARCH 23, 2018

They also are expensive parts of the business, and the opportunity cost on marketing dollars can be significant. You should look forward to the opportunity to show up in the boardroom with the analytics tying your investments to improvements in revenue, margin and cash flow. 2016 saw unprecedented CMO turnover. Just like sales.

Commission 180

Commission Marketing Compensation Margin 180

No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. The “ 2016 CSO Insights Sales Performance Optimization Study ” reveals lead generation is the top priority for sales leaders this year. of those forecast opportunities ended as “no decisions.” Problem solved.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

Sales and Marketing Management

SEPTEMBER 14, 2017

SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. This public-facing event provides an opportunity for you to strike up a conversation with prospects, not just broadcast content about your services.

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

Sales and Marketing Management

APRIL 13, 2017

In fact, 2016 data from CEB shows that the average buying group has increased from 5.4 This has been documented in recent purchase studies by SiriusDecisions, IDC and Hubspot. By centralizing customer advocacy data and linking it back to sales opportunities, all of a sudden marketers meet sales inside the sales funnel.

Top of Funnel 189

Top of Funnel B2B Strategy Referrals 189

Pipeliner

AUGUST 18, 2020

If I wanted to become a world-class boxer, I might study Muhammad Ali’s or Rocky Marciano’s boxing techniques. According to a 2016 study by McKinsey, over half of the fastest growing companies look ahead by at least a year, with 10 percent of them looking three years or more into the future. Invest in People.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] 2] AT&T Text Messaging Survey, The Role of Texting in Dating, 2008. [3]

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Hubspot Sales

JANUARY 9, 2023

You’ll get the opportunity to ask a follow-up question (and learn more about their goals and challenges while you’re at it). This could be an article, video, press release, case study or something similar. Editor's note: This article was originally published in September 2016 and has been updated for comprehensiveness.

Follow-up 108

Follow-up Social Media Nonprofit Travel 108

Xvoyant

DECEMBER 9, 2018

According to CSO Insights, only 55% of sales reps met their quotas in 2016*. Skills, activities or even individual opportunities can be targeted as opportunities to level up—all of which have a direct, positive impact on hitting quota. Coaching sessions are the perfect opportunity for collaborative, tactical review.

Coaching 48

Coaching Sales Coaching SalesForce Forecasting 48

Corporate Visions

APRIL 30, 2019

Losing those customers also means losing the opportunity for growth or expansion within their accounts. In other words, a service failure is actually an opportunity to increase customer loyalty! A 2016 article called An Exploration of the Structure of Effective Apologies identified five specific parts of successful apologies.

Customer 107

Customer B2B Social Media Research 107

Janek Performance Group

JANUARY 31, 2023

The right approach toward influence, especially in the digital world, provides sales professionals with a significant opportunity to make an impact. Instead, they gather information like a radar scans the horizon, searching for threats, targets, and opportunities. And like athletic ability, influence is not static.

Influencer 62

Influencer How To Decision Maker Incentives 62

Sales Training Connection

NOVEMBER 10, 2016

How great is the opportunity? Emma Brudner reported the results of a sales productivity study where sales reps spent only 33% of their time selling. Other studies have reported the figure to be a low as 10%. ©2016 Sales Momentum® LLC. Substantial.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Partners in Excellence

APRIL 6, 2016

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. Any email or voicemail suggesting, “I’d like to share more information about that research study,” would have met with a welcome response. It’s a huge lost opportunity.

Objections 48

Objections Face-to-face Study Prospecting 48

Hubspot Sales

JANUARY 28, 2020

There are going to be sales opportunities worth pursuing to different degrees for different reasons. The sales matrix is a tool you can use to make sense of different opportunities. Editor's note: This post was originally published in February 2 , 2016 and has been updated for comprehensiveness. Prospecting is a spectrum.

Inbound 99

Inbound Hubspot Case Study Cold Calling 99

LevelEleven

FEBRUARY 28, 2019

According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.” There is no better way to see what is and isn’t working as well as opportunities for improvement than by using data to guide your coaching sessions.

Coaching 54

Coaching Guidelines Sales Coaching Construction 54

SalesLoft

MARCH 8, 2016

New customer acquisition helps acquire new, high value target customers, pipeline velocity accelerates velocity of existing opportunities at target accounts, and (the most important objective) account expansion drives expansion (through upsells and cross-sells) on existing accounts. Account Based Everything is about personalization at scale.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

InsideSales.com

JULY 16, 2020

There’s still an opportunity to grow, so take these opportunities if it’s presented. This closing strategy of Tom Hopkins is backed up by evidence in a study that states that people’s purchasing decisions are emotional. Overall, the opportunity to close a sales deal will become more natural for you.

Closing 74

Closing Strategy Real Estate Top of Funnel 74

Connext Digital

JUNE 6, 2019

The past few years have been opportune times for mobile marketing. Since mobile device usage surpassed desktops in 2016, online marketers have chosen to maximize their efforts on the platform. Analyze past trends and study existing campaign data to identify the best ballpark figure you should bid.

Advertising 75

Advertising Advertising Campaigns Ideal Customer Profile 75

CommercialTribe

MARCH 5, 2019

I’ll save you the effort: It’s all about the numbers: How many calls, how many opportunities created, how many deals won, average selling price, etc. More committed opportunities to close. Here’s what the overwhelmed (and usually underdeveloped) sales manager ends up doing: They focus on late-stage opportunities.

Sales Management 40

Sales Management Hiring Call-back Study 40

SugarCRM

JANUARY 30, 2024

A recent McKinsey study of more over 5,000 companies that ‘outpace’ their peers in building scalable growth found three key similarities in how these firms use Go-to-Market (GTM) technology. GTM technology offers enterprises multiple development opportunities, personalized customer experiences, and drives growth.

Lead Rank 26

Lead Rank Lead Scoring Analytics Channels 26

Salesmate

SEPTEMBER 15, 2021

The global reach for that platform, combined with a solutions-based approach, has yielded many new opportunities and sales. Various studies as early as 2016 have already proven the crucial effects of social media for businesses and consumers alike. Michelle Ebbin . Founder, JettProof.

Social Media 98

Social Media Media B2B Marketing 98

Sales Training Connection

AUGUST 9, 2016

The selling with clinical data approach involves the sales rep customizing the integration of the key information from the study to each physician to help differentiate the product, emphasize the benefits and alleviate possible concerns. . Failure to really understand the study. ©2016 Sales Momentum ® LLC. No surprises here.

Data 50

Data Study Fashion Call-back 50

Mindtickle

MAY 1, 2023

This is also a great opportunity to learn more about your reps’ selling styles, habits, and coaching needs — not to mention the effectiveness of your learning material. Case studies Want to see how four companies revamped their sales certifications and saw real benefits thanks to Mindtickle sales training programs?

Hiring 52

Hiring Face-to-face How To Exercises 52

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

Allbound

DECEMBER 5, 2018

According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 percent of companies surveyed were not using partner relationship management (PRM) technology, and few companies reported having a clear picture of their channel partners’ opportunity flow.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

Nutshell

JULY 10, 2020

In 2016, a reported 80% of buyers were looking for homes online. Facebook is a surprisingly viable platform to market real estate opportunities. A recent Twitter study by Omnicore finds that 80% of users are “affluent millennials,” with 56% of Twitter users earning $50,000 or more annually. There are currently over 2.6

Real Estate 126

Real Estate Top of Funnel Social Media Marketing 126

Hubspot Sales

JANUARY 12, 2018

According to the same study, 25% find it “more trustworthy.”. In 2016, direct mail received a 5.3% The press release or story should discuss the organization’s amazing results solving a particular challenge or capitalizing on a specific opportunity -- one that, you guessed it, is directly tied to your product. Content kit.

Direct Mail 133

Direct Mail Lead Rank Campaigns B2C 133

DiscoverOrg Sales

MARCH 30, 2017

DemandBase quotes a SiriusDescisions study, which found that 70% of B2B companies have staff that are fully or partially dedicated to driving ABM-specific programs. They’re missing opportunities, booking fewer meetings, and hurting productivity. This sales landscape just got a whole lot more competitive.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. of all job seekers started their own business in 2016. Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016.

Outsourcing Services 110

Outsourcing Services Licensing Hubspot Small Business 110

Connext Digital

FEBRUARY 5, 2019

In fact, a study reveals that in-app ads are projected to triple in value in the coming years, going from $72 billion in 2016 to $201 billion in 2021. Mobile apps provide an opportunity for digital marketers to reach their target audience during times when other marketing channels or platforms can’t. Expanded reach. Wrapping up.

Advertising 49

Advertising Advertising Campaigns Top of Funnel 49

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. of all job seekers started their own business in 2016. Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016.

Outsourcing Services 109

Outsourcing Services Licensing Hubspot Small Business 109

The Spiff Blog

MARCH 31, 2023

The Sales Commission Gap vs. The Salary Gap Typically in discussions about wage gaps and gender biases, the discussion starts and ends with salary negotiations, promotability, and growth opportunities. However, women don’t always realize the extent to which they are being discriminated against or excluded from professional opportunities.

Commission 52

Commission Data Salary Face-to-face 52

Sales and Marketing Management

FEBRUARY 26, 2019

The percentage of engaged workers was also 34 percent in March 2016.). EcSell Institute’s studies show that the stronger a sale rep agrees with the statement, “My manager cares about me as a person, not just a sales producer,” the higher that rep performs. is 34 percent. There was more so-called good news from the Gallup survey.

Insurance 120

Insurance Insurance Commission Lead Rank 120