11 Most Popular Psychology Studies of 2017

Hubspot Sales

What caught your eye in 2017: 6 signs of a narcissist, hairy chests and intelligence, the effects of alcohol on the brain, the type of people who cheat and more. ~

Study 110

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

We study the video together and when that isn't enough to fix the issue, we head outside and I pitch to him until he makes the necessary adjustments to get back on track. Image Copyright ColorCarnival.

Study 235

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. The DiscoverOrg vs. ZoomInfo case study. Case-study conclusion.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. In order to quantify the frequency of when a single personality, or “bully with the juice,” dominates the evaluation, study participants were asked about their selection committee experiences.

Study 168

In the Race to Win More Customers, Sales Needs Digital Transformation

2016 and 2017, pointing to the fact that most organizations need. In a recent study by 451 Research, 31% of. In 2017, Salesforce. in 2018, compared to 2017. 49% 1451 Research, 1H 2017 Voice of the Connected User Landscape: Corporate Mobility and.

Five Ways To Get More Case Studies

The Center for Sales Strategy

A lmost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable. We need to get more case studies.” So why don’t more sales operations have more case studies? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation. While most people agree taking time to gather information for case studies is important, it’s not urgent.

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?

Vendor 139

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. Download the entire study for free. Download the entire study for free.

Study 120

It’s 2017. What’s the Value of Cold Calling in Sales?

The Sales Hunter

In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., The Internet is buzzing with hype about how cold calling is dead. about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […]. Blog Cold-Calling Professional Selling Skills Prospecting prospect prospecting sales prospecting

InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals


Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Avra will deliver a case study on how Bazaarvoice’s sales ops function turned into a revenue driver.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC

To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving.

An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  It’s important to note that this was a completely independent study.

Study 85

3 Reasons You Should Join 2017’s Conversational Presenting Trend

Hubspot Sales

Conversational presenting is a big trend in 2017. A recent Harvard study found zoomable, canvas-type tools like Prezi are more effective, engaging, and persuasive than slideware or verbal-only presentations. Open your presentation with that stat or killer case study.

Trends 108

2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

2017 Social Selling App and Article Roundup #6

Adaptive Business Services

Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email. The post 2017 Social Selling App and Article Roundup #6 appeared first on Social Sales Training & Strategies.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

And in a recent study by IDG, generating high quality leads was #1 lead generation challenge. December 6, 2017 11 AM PST, 2 PM EST, 7 PM GMT

Revamping Your Email Marketing Strategy for 2017 – Part 2

Quota Factory

Email Length: There are studies that show that long emails work better for varying audiences and that shorter emails work best in general but what works best for your segmented list? The post Revamping Your Email Marketing Strategy for 2017 – Part 2 appeared first on QuotaFactory.

Bits And Pieces, March 5, 2017

Partners in Excellence

Make sure you study this book, annotate it, question it and reread it, then prepare yourself to be Shifted.

Amazon, Williams-Sonoma, & Kohl’s lead ForeSee’s Top 50 Retail CX Rankings (Report)

Increase Sales

Each year, ForeSee produces a study to discover which retailers standout from the pack when it comes to delivering an incredible customer experience across web, mobile and in-store. Research & CX Data Retail FXI FXI 2017The results. The post Amazon, Williams-Sonoma, & Kohl’s lead ForeSee’s Top 50 Retail CX Rankings (Report) appeared first on ForeSee.

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish.

Is Who You See Who I See?

Bernadette McClelland

Cynicism today can be a major mask for depression and a recent study of over 622 people published in the Neurology journal of 2014, linked ‘cynical distrust ‘with dementia. I’ve grappled with some people’s styles over the years and people have probably grappled with mine as well.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Study 60

The Curse No Salesperson Said They Suffer From – Ever!

Bernadette McClelland

Bring in concrete examples such as case studies, customer testimonials and proof statements because they provide an even more relevant and relatable level of understanding around your ideas and teachings. 2017’ Image Courtesy of Faustin Tuyambaze.

One Mistake That’s Killing Your Sales Recruiting Efforts

Sales Benchmark Index

SHRM.org studies show a shortage of skilled workers to be a continual hot trend. Recruiting sales personnel is a never-ending HR and Sales task. This is compounded with a retiring Baby Boomer generation and global talent competition. You can’t afford. Article Corporate Strategy Sales Strategy

Trends 216

Time To Get Around To It

The Pipeline

Studies have shown that we are less likely to blow-off an activity that is in our calendar, than those that not, despite best intentions. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns.

Data 246

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

Get the study: Why Didn’t They Buy? It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up. But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. That’s not necessarily a bad practice.

Five Steps to Creating a Powerful Marketing Piece

The Sales Heretic

Various studies put the number at anywhere from 40% to 60%. Much—if not most—marketing is wasted. You can’t afford to waste time, money, and effort like that though. If you want to generate more sales, your marketing needs to be effective. How can you make sure it is?

20 Best Business Books of 2017

Hubspot Sales

20 Best Business Books of 2017. To help you stay at the top of your game, I’ve rounded up the top business books of 2017. 20 Best Business Books of 2017. Principles. Invisible Influence. Reset. Finish. Weird in a World That's Not. Tribe of Mentors. Lead and Disrupt. The Four.

5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations.

Short Attention Spans Aren’t the Problem

The Sales Heretic

Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds.

Study 219

4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses

Sales Benchmark Index

In a most recent Gallup study, engaged employees produce on average 20% more higher. Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. Article Sales Strategy Talent Strategy sales management talent management talent strategy

Study 176

Lessons from the NFL on How to Close More Business

Mr. Inside Sales

He said, “Early in my career, Bill called me into his office, and we sat there – for a long time – studying film. Ahhhhh…. The NFL football season is underway. We are a few weeks in, and there is still hope for all teams!

B2B is Dead – Long Live B2P

DiscoverOrg Sales

For a deep-dive into the B2B Buyer persona, get our extensive, free study. Download the Full Buyer Persona Study. B2B vs B2C vs B2P.

B2B 217

Coaching Difficult Salespeople

Steven Rosen

In this webinar, there will 5 case studies of difficult salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. If you can’t answer these questions, good luck on making a big bonus in 2017. Free Sales Management Training Webinar.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. Get the entire free study: 30 Ways to Get Inside the Mind of Your Target Buyer. Our study found just 54% of salespeople can explain the positive impact and benefits of their solution. Our study found buyers sense the salesperson’s agenda to make the B2B sale and feel pressured.

Report 188

7 Ways to Get More Women in the Sales Profession (and Keep Them)

DiscoverOrg Sales

Studies repeatedly show that gender-diversity in sales is a money-maker for companies – to the tune of 15x higher average sales revenue: Women achieve higher quotas. If many of the stats around female representation are irritating, this one is infuriating: “ Investors preferred entrepreneurial ventures pitched by a man than an identical pitch from a woman by a rate of 68% to 32% in a study conducted jointly by HBS, Wharton, and MIT Sloan.

Retail 189

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey. This is Part 2 of the study “Why Didn’t They Buy?” Martin and DiscoverOrg CRO Katie Bullard discuss study findings.

First Annual Benchmark Survey to Identify Trends in Sales Enablement Technology Use

Smart Selling Tools

Having spent 100% of my time studying the SalesTech market for the past 8 years, you can imagine how excited I am to be the one to launch the world’s first comprehensive benchmark study to track SalesTech usage trends over time. I have a passion for sales technology.

Survey 142

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. How many emails hit your inbox every day? A lot, right?