DiscoverOrg Sales

DECEMBER 4, 2017

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. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

JANUARY 11, 2017

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. Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Sales and Marketing Management

MARCH 20, 2019

Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within. 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. Tight Times Yield Smart Strategies. According to the U.S.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Very few had formal, repeated sales manager training programs.

Sales Management 168

Sales Management Scale Compensation Study 168

Adaptive Business Services

OCTOBER 18, 2017

Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email. New Hire Training for Salespeople: The Ultimate Guide – The average ramp-up time for salespeople is between six and nine months. Step 3: Write a job description. Step 6: Screen.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

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

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Very few had formal, repeated sales manager training programs.

Sales Management 218

Sales Management Hiring Compensation Scale 218

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 Lead Rank Hiring Sales Qualified Lead 110

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.). Fully 73 percent of respondents to the 2017 IRF Incentive Industry Outlook Survey anticipate no changes in the types of destinations they select for their incentive travel programs.

Travel 205

Travel Incentives Incentive Lead Rank 205

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

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. In fact, just one-third (34 percent) of organizations surveyed for CSO Insights’ 2017 Sales Enablement Optimization Study reported achieving the majority or all of their objectives.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

ROI4Sales

APRIL 17, 2017

We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. Hire new rep – train – fail – repeat cycle.

Training 71

Training Hiring Journal Education 71

Velocify

JUNE 13, 2017

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? appeared first on Velocify: High Performance Sales.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

The Pipeline

DECEMBER 11, 2018

While there is no one size fits all, it is crucial that schools avoid going too far down the academia rabbit hole at the expense of real-world experience, sticking to case-based learning that includes human studies, business process, and serious periods of corporate internship. The B2B Buying Disconnect – TrustRadius 2017.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

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. That isn’t always the way it goes.

Hiring 176

Hiring Pivotal Scale Journal 176

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. You can also describe the attachment’s contents, such as, “This case study includes …” or “This business case explains …”. Option 2: “Here is”.

Case Study 145

Case Study eBook Policies Study 145

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. This may include, but is not limited to the following: Weekly training sessions. But, what is the winning formula?

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. I’m conducting a study on referrals, and I need your help.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

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

Mindtickle

JANUARY 19, 2023

just 47% in 2017 — and they can include different buyer roles—champions, influencers, decision-makers, users, or ratifiers—from multiple departments. Forrester’s 2021 B2B Buying Study ). from 16 to 17 between 2017 and 2019), the number of buying interactions during the pandemic jumped from 17 to 27.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

Miller Heiman Group

MAY 14, 2019

So why is the sales manager one of the most neglected roles when it comes to training? Coaching sales managers can generate significant gains in win rates for companies willing to make the investment in formal, dynamic sales manager training. percent, according to the 2017 CSO Insights Sales Optimization Study.

Coaching 73

Coaching Sales Management Hiring Territories 73

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

Sales and Marketing Management

NOVEMBER 22, 2017

Brewing your coffee at home, which was the norm in 1971, costs (in 2017 dollars) about $0.08/cup2 Scott Jeffrey, PhD, was in graduate school at the University of Chicago when he decided to figure out how academic studies applied to real sales reps in the field. Harvard Business Review, August 3, 2017. You’ll be glad you did.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales and Marketing Management

AUGUST 30, 2018

Good coaching is particularly important these days since, as various industry publications have reported, the percentage of salespeople at quota has steadily declined, and in 2017 for the first time, this number dropped below 50 percent. Then you’ll become the coach your players need.

Coaching 166

Coaching Sage How To Quota 166

Janek Performance Group

MAY 2, 2023

With that in mind, here is why, how, and when to upskill your sales team: Why You Should Upskill In 2017, McKinsey Global Institute released Jobs lost, jobs gained: What the future of work will look like for jobs, skills, and wages. Also, ensure new hires understand your sales process and are receptive to coaching and training.

Hiring 62

Hiring Negotiation Decision Maker Coaching 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

Pipeliner

MARCH 17, 2020

Study after study, however, is showing that this is demonstrably not true. Indeed the Independent newspaper in the UK highlighted a study in 2017 by the University of Cambridge, RAND Europe, Mercer, and VitalityHealth that examined over 34,000 British employees across all industries.

Benefit 98

Benefit Report Fashion Survey 98

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

But that’s often not the case, the Gartner study concludes. In the Late Stage , buyers consider options such as financing, delivery, training and maintenance contracts. Harvard Business Review, March-April 2017. Making it easier, not harder. But too much choice can be daunting. The New Sales Imperative.

Customer 59

Customer Analysis Buying Cycle B2B 59

Grant Cardone

MARCH 6, 2019

I read every day, study, skill up and work to stay ahead of the market. They are educated, motivated and trained to be where they are at. The ROI on good, real-world business training is much higher than any MBA program in the country. That’s because nobody in high school teaches you how to increase your income.

Education 128

Education Real Estate ROI Cancellation 128

SBI

FEBRUARY 20, 2018

Studies have found that companies deploying e-signatures close 17% more deals and average almost 6 times better year-over-year improvement in customer renewal rates*. Our team works closely with yours to apply best practices, configure and customize your account, answer questions, and train your users.

Microsoft 139

Microsoft ROI SalesForce How To 139

Hubspot Sales

MARCH 31, 2020

In 2017 , Nike's sales growth hit a standstill. In 2017, the company did business with roughly 30,000 retailers. Power Studies in the same year: the 2019 Customer Service Index and 2019 Sales Satisfaction Index. By Q3, its year over year growth had effectively stalled, and its profits had dropped a whopping 24%.

Strategy 68

Strategy Pivotal Retail Consumer 68

Selling Essentials RapidLearning Center

JUNE 9, 2021

To look for an answer, they did two studies in which they surveyed people about how powerful they felt in various aspects of their lives, and also about their attitudes toward managing employees. You can’t just take a “sink-or-swim” approach, throwing them into the fray without proper training. Why is that? The research.

Exercises 52

Exercises Compensation Video Research 52

DocSend

MARCH 16, 2018

The most recent Sales Enablement Optimization Study from CSO Insights revealed that sales enablement has the ability to increase quota attainment, especially when it is formalized. The study found that, on average, only 57.7% In the same study , CSO Insights found that salespeople spend an average of 35.9% In 2016, 60.7%

Sales Enablement 68

Sales Enablement Strategy Hiring Quota 68

SBI

FEBRUARY 27, 2018

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. CRM Opportunity record tabs that put Content, Playbooks, Messaging Guides, and Training material at sales reps’ finger tips with one click. This has been proven to help accelerate the sales process and close more business.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Mereo

JUNE 11, 2020

In 2017 the marketplace saw a large uptick in sales enablement program launches. But according to the CSO Insights 5 th Annual Sales Enablement Study , maturity and progress has been slow to follow. The CSO Insights study found that formal sales enablement programs often amounted to more mature coaching approaches.

Sales Enablement 45

Sales Enablement Face-to-face Study Quota 45

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. in 2017 over 2016. The optimum solution, according to the same study, is a sales enablement platform designed for easy access to content.

SalesForce 52

SalesForce Sales Cycle Study Sales Enablement 52