Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The new study found that sales operations’ already-expansive ecosystem continues to grow.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

Pipeliner

FEBRUARY 12, 2018

Each year, Richardson Sales Training asks sales professionals about the sales challenges that they anticipate in the coming year and complies their responses to create its annual selling challenges study. The sales professionals who prevail will win big as new opportunities escalate amid today’s robust business climate.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

Hubspot Sales

MARCH 15, 2018

When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement. The more boxes your opportunity checks, the less likely there’s anything left to discuss but price. What’s a better alternative for effective opportunity qualification? Buying authority. Customer consensus.

Sales Qualified Lead 111

Sales Qualified Lead Leads Marketing Qualified Lead Decision Maker 111

Mindtickle

MARCH 12, 2018

Keep it simple and provide opportunities for staff to easily utilize the new tool, so they’ll see its benefits quickly. For more tips on how organizations have launched sales technology for optimum results, check out this article or this case study. This will also save valuable time for all involved. Drive adoption.

Tools 75

Tools SalesForce Case Study Face-to-face 75

Sales and Marketing Management

NOVEMBER 25, 2019

For example, if you’re trying to negotiate a price, then both parties have the opportunity to bluff. Be on the lookout for opportunities. In sales, any information you glean from a prospect can be an opportunity. For that reason, a bluff is generally considered ethical, whereas a flat-out lie is not.

Negotiation 248

Negotiation Maximizer Sales Cycle Call-back 248

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. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

DialSource

MAY 9, 2018

The third annual UNITE 2018 will bring together all sales roles for a learning and celebration event unlike anything else! UNITE is a 2-day learning, sharing, and celebration which provides a once-a-year opportunity to bring together all levels of our profession! Book by May 28th, 2018 to enjoy the special rate.

Hotels 28

Hotels Discount Negotiation Guarantee 28

Hubspot Sales

FEBRUARY 16, 2018

But 2018 is all about team selling. The prospect downloaded a bottom of the funnel case study. Sales pro Anthony Iannarino notes , "Opportunities are won and lost much earlier in the process. But the time you spend on bad opportunities takes away from your capacity to pursue good opportunities.

Top of Funnel 108

Top of Funnel How To Hiring Face-to-face 108

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. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

OnePageCRM

JANUARY 29, 2018

It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. I have put together a list of top sales conferences taking place in 2018 which all salespeople should consider attending. AA – ISP Digital Sales World 2018.

Conference 43

Conference Twitter Face-to-face Inbound 43

No More Cold Calling

NOVEMBER 2, 2017

You should be focused on lead generation for 2018. But if you’re not regularly adding qualified opportunities to your pipeline, you’ll have no pipeline. The holiday season provides great opportunities to network and make new connections. Planning your 2018 Sales Kickoff Meeting? Don’t let that happen. What about you?

Account 180

Account Closing Sales Qualified Lead Referrals 180

Xactly

JANUARY 3, 2019

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). 2018 Sales Comp Administration Survey ). 2018 Sales Comp Administration Survey ). 2018 Sales Comp Administration Survey ).

Handbook 99

Handbook Territories Compensation Incentives 99

Pipeliner

MARCH 17, 2020

Study after study, however, is showing that this is demonstrably not true. Indeed Forbes Magazin in 2018 reported “It’s also quite possible to build a great company culture and motivate people to care about the success of a company while allowing people to work remotely.

Benefit 98

Benefit Report Fashion Survey 98

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. Not All Web Traffic is High Quality.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Mindtickle

MARCH 12, 2018

Keep it simple and provide opportunities for staff to easily utilize the new tool, so they’ll see its benefits quickly. For more tips on how organizations have launched sales technology for optimum results, check out this article or this case study. This will also save valuable time for all involved. Drive adoption.

Tools 52

Tools SalesForce Case Study Face-to-face 52

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. As a rule, the gift increases and matches the opportunity value the further you go down the funnel.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Showpad

JULY 1, 2019

In the “State of the Connected Customer 2018,” Salesforce reported that 80% of customers say the experience a company provides is as important as its products and services. According to the 2018 “Sales Enablement Report” by CSO Insights , the percentage of salespeople achieving quota improved by 10.6%, which is an improvement of 22.7%.

Sales Enablement 78

Sales Enablement Hiring SalesForce Ideal Customer Profile 78

Sales and Marketing Management

MAY 20, 2018

Perhaps that’s why so many people in sales — a full 65 percent , according to Chief Marketer’s 2018 B2B Lead Gen Trend Survey — prefer in-person meetings. It’s critical to know how to use an in-person pitching opportunity to your advantage so you can nurture every lead. If only you’d had that conversation face-to-face!

Leads 192

Leads Marketing Qualified Lead Face-to-face Lead Gen 192

DiscoverOrg Sales

FEBRUARY 9, 2018

Download our new study: Which Datapoints Predict a Purchase? Download the new study. Action-based triggers and opportunity alerts. Step up your predictive intelligence game: Download the new study. But I’m afraid I’m missing out on other opportunities. (We like to refresh our data every 60 days at most.).

Data 181

Data Sales Qualified Lead Study ROI 181

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. Not All Web Traffic is High Quality Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Knowing when employees from specific company domains visit your website is important.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

BuzzBoard

FEBRUARY 28, 2024

billion in 2018 and is projected to grow in the future. In turn, this can have a positive impact on your agency’s reputation, improving your prospects for new business opportunities. According to Statista, the U.S. digital market was worth an estimated $129.34 This agency’s success hinged on nurturing a loyal client base.

Loyalty 52

Loyalty Outsourcing Services Scale Lead Rank 52

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Breaking through this loop can transform your sales team’s performance, so we will also provide guidance from our 2018 research on how you can make it happen.

Buyer 63

Buyer Top of Funnel Study Decision Maker 63

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

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

Miller Heiman Group

OCTOBER 6, 2020

Identify and prioritize your best opportunities…first. What should be considered in developing an approach to prioritizing opportunities? Whichever scorecard you use, it should focus on these universal qualifying categories: Strategic opportunity quality scorecard. Source: 2020 sales performance study. win rates, but 23.8%

Ideal Customer Profile 109

Ideal Customer Profile Face-to-face Sales Qualified Lead Scale 109

OnePageCRM

JANUARY 29, 2018

It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. I have put together a list of top sales conferences taking place in 2018 which all salespeople should consider attending. AA – ISP Digital Sales World 2018.

Conference 28

Conference Twitter Face-to-face Inbound 28

Miller Heiman Group

APRIL 5, 2019

It’s normal during a review of key opportunities in a sales pipeline for sales leaders to ask sellers for their opinion about an opportunity’s likelihood to close. What you really want is an accurate assessment of an opportunity in the pipeline based on facts, not opinions—even if they are from your best salespeople.

Lead Rank 102

Lead Rank Lead Scoring Hiring Analytics 102

Partners in Excellence

SEPTEMBER 17, 2020

Many organizations are very imbalanced in terms of diversity of the employee base with people of color, different nationalities, and genders having lower paid jobs (for similar roles), and fewer opportunities for advancement. Study after study shows more diverse organizations perform significantly better than those that aren’t.

Hiring 119

Hiring Government Face-to-face Survey 119

Zoominfo

MARCH 14, 2018

But the rise of customer complaints is actually an enormous opportunity. Filled with case studies and examples of amazing real estate pros doing Youtility the right way – all across the globe – this book changes everything about how to market a real estate organization. But it’s not a threat, it’s an opportunity.

Real Estate 164

Real Estate Marketing Case Study Social Media 164

Zoominfo

APRIL 8, 2021

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. To establish yourself as an authority, line up relevant case studies. November 14, 2018 | 8 minute read. Without a doubt, the B2B sales process is complicated.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Decision Maker Case Study 130

SalesforLife

SEPTEMBER 30, 2019

I remember at the beginning of my sales career in the early 2000s, the number one mandate was to create net new opportunities, and that meant cold calling, face-to-face meetings, door knocking – anything we could do to generate leads and opportunities for the business. Let’s unpack this.

Prospecting 96

Prospecting Face-to-face Quota Cold Calling 96

Miller Heiman Group

MARCH 18, 2019

As sales professionals, it’s in your blood to push the envelope and continue to explore opportunities to take your skills to the next level. CSO Insights is currently conducting its survey for the 2019 World-Class Sales Practices Study to discover what makes both sales professionals and their organizations successful.

Survey 63

Survey Study Analysis Report 63

BuzzBoard

FEBRUARY 8, 2024

Increasingly, consumers are turning to influencers for purchasing advice, providing an excellent opportunity for small businesses to enhance their brand visibility. One real-world example manifested in mid-2018 with skincare company, Glossier.

Small Business 52

Small Business Small Business Influencer Marketing 52

Pipeliner

MARCH 17, 2020

Study after study, however, is showing that this is demonstrably not true. Indeed Forbes Magazin in 2018 reported “It’s also quite possible to build a great company culture and motivate people to care about the success of a company while allowing people to work remotely.

Benefit 64

Benefit Report Fashion Survey 64

Hubspot Sales

OCTOBER 19, 2018

A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. And a 2018 study of 4,200+ homes found 85% of staged homes sold for 6-25% more than unstaged homes. It’s evident there’s a market for real estate agents. But how can you reach prospects?

Real Estate 145

Real Estate Ideal Customer Profile Marketing Promotion 145

InsideSales.com

NOVEMBER 10, 2020

However, the data to support these practices have rarely been systematically observed and rigorously analyzed outside our original Lead Response Study (citation). For this study, we pulled a sample from our collective data of approximately 30 million outbound calls, collected over 2.5 Performance Variation.

Research 98

Research Prospecting Outbound Construction 98

Miller Heiman Group

AUGUST 12, 2018

A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm. How accurate is the weather forecast?

Sales Forecasts 51

Sales Forecasts Forecasting Lead Rank Lead Scoring 51