Hubspot Sales

DECEMBER 14, 2022

Apple introduced QR code scanners in smartphones in 2017. A study by McKinsey showed that 29% of BNPL users would have made a smaller buy or would not have bought at all if this payment option wasn’t available. HubSpot's payments tool allows you to send your customers quotes or payment links , after which they pay you.

Tools 114

Tools Banking Retail How To 114

Adaptive Business Services

OCTOBER 18, 2017

Face-to-Face Meetings: The Ultimate Guide – Thanks to communication tools like Skype, chat, and email, face-to-face meetings sales meetings are less common than they used to be. Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

Sales and Marketing Management

MARCH 20, 2019

In fact, Research from Gartner-owned CEB found that median time to fill posts increased by 30 business days, or six weeks, between 2010 and 2017. In fact, any business today that isn’t investing in its employees and giving them the tools to ascend and grow within their organizations is opening itself up to severe disruption.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% A recent study by the ProSales Institute provides some insights that yield answers to this question. For their publication, Sales Agenda 2017 , the authors surveyed sales leaders on what they consider to be their top challenges for 2017.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

Sales and Marketing Management

OCTOBER 29, 2018

In one study, Wilson Learning Worldwide found “high-skill” sales managers drove 29 percent higher revenue performance and 16 percent higher customer satisfaction than managers with low-skill ratings. In this study, top managers brought in an average $3.5 million more in revenue than their lower-performing peers.

Sales Management 168

Sales Management Scale Compensation Study 168

InsideSales.com

APRIL 15, 2021

Since our last State of Sales Development study in 2017, we’ve seen a significant shift in the ratio of account executives (AE) to sales development reps (SDR). In 2017, 2018, and 2020, the ratio has declined from 3.0 Between 2017 and 2018, the industry rotated towards exclusively account-based models (47.7%

Trends 110

Trends Hiring Lead Rank Sales Qualified Lead 110

The Brooks Group

DECEMBER 27, 2017

2017 was a big year for The Brooks Group. 2017 was the year of the sales training revolution, with the world-renowned IMPACT Selling being released in an eLearning platform, IMPACT-U® ! 2017 heard quite a few gong rings! The entire team at The Brooks Group is feeling motivated and charged up after such a strong 2017.

Training 40

Training Hiring Journal Groups 40

SBI

OCTOBER 10, 2017

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. It’s kind of my thing. Nancy Nardin? Oh, she’s that SalesTech person!

Survey 139

Survey Sales Enablement Trends Conference 139

Sales and Marketing Management

OCTOBER 22, 2018

In one study, Wilson Learning Worldwide found “high-skill” sales managers drove 29 percent higher revenue performance and 16 percent higher customer satisfaction than managers with low-skill ratings. In this study, top managers brought in an average $3.5 million more in revenue than their lower-performing peers.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. Says the study author, “…the employee must be pivotal. Quickly share tools and processes for success.

Hiring 176

Hiring Pivotal Scale Journal 176

Zoominfo

JUNE 4, 2019

In 2017 it’s not enough to have a prospect’s name and phone number—you need to dig deeper and uncover their biggest challenges, their pain points, what technologies they use, and most importantly, their buying motivators. Case studies, reviews and testimonials are an extremely effective trust-building tool.

Case Study 244

Case Study Referrals B2B Ideal Customer Profile 244

Mindtickle

JANUARY 19, 2023

At Mindtickle, we define a sales productivity tool as anything that improves and measures the skills, will, and in-field behaviors demonstrated by reps. just 47% in 2017 — and they can include different buyer roles—champions, influencers, decision-makers, users, or ratifiers—from multiple departments.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. We’ll be reviewing the findings from the study. There are two ways you can get access to the research.

Webinar Metrics 93

Webinar Metrics Survey Sales Technology Tools 93

Zoominfo

APRIL 23, 2019

There are multiple tools available to help advisors stay compliant. In order to make your services more attractive, consider reaching out to top performing clients to create case studies. These case studies go a long way toward convincing prospects to sign up for your services. Be sure to get written consent before publishing.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

DiscoverOrg Sales

DECEMBER 9, 2016

Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts. New CIOs and CISOs initiate change in personnel and tools.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. Example: 2017 pricing options. Would love to discuss how you could apply these to Granted; if you’re open to that, here’s a link to my calendar: [Link to Meetings tool.]. Short and sweet.

Case Study 145

Case Study eBook Policies Study 145

Sales and Marketing Management

OCTOBER 29, 2018

In DemandWave’s 2017 State of B2B Digital Marketing study , respondents indicated that Webinars drove 37 percent of their company’s revenue (side note: putting out proprietary research such as “State of the Industry” reports is another great product-agnostic marketing tactic). The focus of the Webinar is using OneDrive for business.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

InsideSales.com

APRIL 15, 2021

Since our last State of Sales Development study in 2017, we’ve seen a significant shift in the ratio of account executives (AE) to sales development reps (SDR). In 2017, 2018, and 2020, the ratio has declined from 3.0 Between 2017 and 2018, the industry rotated towards exclusively account-based models (47.7%

Trends 52

Trends Lead Rank Hiring InsideSales 52

Miller Heiman Group

JUNE 25, 2019

According to the new report “ All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study ,” several indicators suggest a less-than-sparkling state of sales. As the study found, customer retention is down 3%, while seller attrition has reached 18% per year. In 2019, sales organizations can’t afford to be complacent.

Report 75

Report Revenue Forecasting Study 75

SBI

FEBRUARY 7, 2018

Throughout 2017, we interviewed leaders of 26 top sales solution providers asking the same questions of each of them. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise. We started with “Why?”.

Decision Maker 139

Decision Maker SalesForce ROI CRM 139

Hubspot Sales

SEPTEMBER 27, 2018

A 2017 small business study reported 71% of small businesses have a website to market their products and services. So, how can real estate professionals leverage these tools to their greatest advantage? So, how can real estate professionals leverage these tools to their greatest advantage? What is IDX?

Real Estate 82

Real Estate Small Business Small Business Lead Capture 82

Zoominfo

JANUARY 29, 2018

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%). Events are a great tool to have in your marketing arsenal. 25 Must Tweet Moments from the 2017 Growth Acceleration Summit. The Best Event Marketing at Dreamforce 2017.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

DiscoverOrg Sales

MAY 4, 2017

Get the results of our 2017 Growth Drivers Report here. 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.” They had to see growth. Justin : That’s great, and that’s exactly what came out of this report.

Company 120

Company Conversion Outbound Video 120

KO Advantage Group

OCTOBER 15, 2021

If you’ve wondered what virtual sales means, this article will break down the differences between virtual selling and traditional sales and give you the tips, tools and techniques you need to take advantage of this new era we find ourselves in. Virtual tools for sales. The first digital tool you must invest in is LinkedIn.

Video 62

Video B2C Demographics Social Selling 62

The Pipeline

SEPTEMBER 17, 2019

win rate is identical to the figure reported in the 2017 study. Read between the lines from this output from The B2B Buying Disconnect – TrustRadius 2017 : Vendors focus on providing material that buyers don’t find very useful or trustworthy. According to CSO Insights’ 2018 survey , things are flat or declining.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

No More Cold Calling

AUGUST 31, 2017

Whoever touts the latest app, the latest technology, the latest productivity tools, the latest stats—we can’t wait to check them out. I’m in the supposed minority who prefers reading over watching, which is why I was intrigued by a new tool that lets you turn written copy into a video. I’m not one of them, and I’m cool with that.

Referrals 149

Referrals Cold Calling Account Video 149

Richardson

JANUARY 20, 2020

Consider that the average annual growth in new product patents filed from 2010 to 2017 was double that of the entire period spanning 1980-2009, according to IFI Claims. A nine-year study published in the Harvard Business Review found that many of the 600 companies surveyed suffered from what the researchers call the “acceleration trap.”

Training 52

Training Survey Selling Skills Study 52

Sales and Marketing Management

SEPTEMBER 26, 2018

For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.” This is as true for business-to-business buyers as it is for consumers, as Marketo notes in its 2017 The State of Engagement report. .

Ideal Customer Profile 246

Ideal Customer Profile Buyer Buyer Persona Marketo 246

MarketJoy

JULY 31, 2020

In the classic and widely known Lead Response Management Study , Wednesday and Thursday were found to be the best days to qualify leads. A 2017 CallHippo survey studied 24 weeks of data of numerous companies across various verticals and found Wednesdays and Thursdays are still the best days to call prospects and follow-up leads.

Follow-up 59

Follow-up Sales Qualified Lead Study Survey 59

Hubspot Sales

APRIL 12, 2018

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. However, 21% of SDR’s included in this study reported they do not use any kind of qualification model.

Data 85

Data Lead Rank Outbound Inbound 85

Mindtickle

MAY 2, 2018

Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better. Another form of content includes tools and templates used by Sales to perform their day to day activities. in 2017 over 2016.

SalesForce 52

SalesForce Sales Cycle Study Sales Enablement 52

Miller Heiman Group

MAY 14, 2019

The 2017 CSO Insights Sales Manager Enablement Report featured companies with a forecasted average win rate of 46.2 Study participants that invested less than $500 in sales manager training achieved a similar average win rate (46.1 percent, according to the 2017 CSO Insights Sales Optimization Study.

Coaching 73

Coaching Sales Management Hiring Territories 73

Pipeline

JUNE 7, 2023

year-on-year (YoY) growth of CRM adoption According to Gartner, at the end of 2017, the revenue of CRM overtook the place of database management systems (DMBSs), making CRM the largest software market in the world. Another study claims 59% of customers consider tailored engagement as the crucial key to gaining their attention.

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

DiscoverOrg Sales

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Download the 2017 Growth Drivers Report to find out. In seeking strengths in certain areas, you accept weaknesses in others. But, what is the winning formula? Sales Team Attributes.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

The Spiff Blog

FEBRUARY 24, 2022

In fact, the percentage of firms identifying themselves as data-driven had declined over the past three years, from 37% in 2017 to 31% in 2019 ( source ). One study from the University of California, Irvine found that if you’re interrupted at work, it takes an average of 23 minutes to refocus ( source ).

Commission 56

Commission Compensation How To Data 56

Zoominfo

JUNE 4, 2019

In 2017 it’s not enough to have a prospect’s name and phone number—you need to dig deeper and uncover their biggest challenges, their pain points, what technologies they use, and most importantly, their buying motivators. Do your research and provide case studies of companies within the same industry or space as your prospect.

Case Study 100

Case Study Referrals Social Media Ideal Customer Profile 100

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months.

CRM 81

CRM Forecasting Study Top of Funnel 81