Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. 63 spot for that metric.

Salary 207

Salary Study Travel Report 207

Zoominfo

APRIL 23, 2018

To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them.

Face-to-face 133

Face-to-face How To Negotiation Lead Rank 133

Sales Lead Management Association

JULY 9, 2019

The study reported that many organizations saw increases in quota attainment and reve[link] in 2018, however, key metrics showed a decrease and adherence to sales best practices.;are are they getting lazy?

Study 48

Study Quota Report Top of Funnel 48

Zoominfo

OCTOBER 24, 2018

Consider these statistics: A recent study suggests that by telling their brand story well, companies have the power to increase the value of a product or service by over 20 times ( source ). The post October 2018 B2B Blog Post Round-Up appeared first on ZoomInfo Blog. And because stories are innately compelling, this tactic works.

B2B 140

B2B Buyer Persona Email Marketing Scale 140

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” And has the data changed since 2011’s groundbreaking study? I’ll do my best to answer those questions below, as we dissect the perfect follow-up call for salespeople in 2018. A 2018 InsideSales.com test seems to support this data -- kind of.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Zoominfo

JUNE 3, 2018

In fact, a recent study found that 83% of marketers think customer experience is more central to their role than it was five years ago ( source ). Interestingly, that same study found that 74% of marketers believe brand strategy is also more important than ever. The post June 2018 B2B Blog Post Round-Up appeared first on B2B Blog.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

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

Hubspot Sales

AUGUST 25, 2018

How Fast Are Salespeople Churning in 2018? A 2018 report by the Bridge Group shows average rep tenure now sits at 1.5 Well, a 2018 survey by Marc Wayshak reported only 17.6% Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. Why Are Reps Actually Leaving?

Hiring 111

Hiring Churn Survey Promotion 111

Understanding the Sales Force

FEBRUARY 7, 2018

Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. I reported on last year's report in detail here , but my conclusion for 2018 is the exact same conclusion I came to in 2017.

Report 186

Report Exact Study Data 186

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance. Congratulations!

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Miller Heiman Group

AUGUST 27, 2019

Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients. A privately held, global manufacturing firm supplying the HVAC industry took a smaller upsell opportunity for granted—and risked losing it to a competitor, until its sellers took SSwP training in 2018.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

SaaStr - Sales Strategy

OCTOBER 6, 2018

I have a case study for you that I was personally a part of :), the development of the true SaaS eSignature market. From $30m in 2010 to $1000m in 2018 is a lot of growth. In fact, the market didn’t even have to really even double each year to reach $1 billion in real, realized revenues in 2018. But will it happen?

Scale 104

Scale Marketing Vendor Penetration 104

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. Despite these challenges, there are great opportunities for sales professionals to win big in 2018. Download a free trial now.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

Xactly

OCTOBER 18, 2018

Compensation and incentive pay plays a big role in the success of a sales organization. Incentives drive sales behaviors, but when reps get paid incorrectly, it can lead to some big problems, specifically rep turnover.

Incentives 58

Incentives Incentive Study Compensation 58

Sales Hacker

MAY 3, 2018

As we embarked on our 2018 Business Performance Benchmark Study , our goal had not changed from 2017. Altify continues its commitment to providing a definitive guide to improve business performance across all industries in 2018. This study examines the strategic impact on business in a changing global economic environment.

Revenue 47

Revenue Webinar Metrics Maximizer Sales Cycle 47

Zoominfo

JUNE 19, 2020

The best case study with which to observe how businesses prepare for privacy regulation is the General Data Protection Regulation (GDPR), a massive law that affects any company collecting personal information about customers in the European Union (EU). GDPR was adopted in 2016 and went into effect in May 2018. The results were notable.

Data 162

Data Relationals Case Study Face-to-face 162

The ROI Guy

JANUARY 9, 2018

This new study indicated business value related barriers as two of the top three challenges impacting the ability for sales organizations to achieve their 2018 revenue objectives. So, what are you doing in 2018 to help overcome these top Business Value priority sales barriers?

ROI 59

ROI Proposal Competition Study 59

Steven Rosen

JANUARY 6, 2018

All the studies out there in terms of the impact of coaching show a very positive impact if your sales managers do a very effective job coaching. Wishing you all the best for the holiday season and have a great year in 2018 and go ahead and Crush Your Sales Numbers, your team is counting on it!

Coaching 307

Coaching Strategy Video Course 307

SBI Growth

FEBRUARY 26, 2019

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money. Geographic growth opportunity Industry/Vertical market.

Segment 204

Segment Study Analysis Marketing 204

Hubspot Sales

JULY 22, 2018

In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Today’s buyer brings value to the table. Listen to prospects.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

Hubspot Sales

OCTOBER 3, 2018

Here's how to successfully position a brand in your market in 2018. Chipotle and Taco Bell’s fight for market share delivered a study in quality versus quantity. And if that isn’t enough, successful branding yields benefits such as increased customer loyalty, an improved image, and a relatable identity. What is Brand Positioning?

Positioning 130

Positioning Marketing Consumer Loyalty 130

Zoominfo

JUNE 19, 2020

The best case study with which to observe how businesses prepare for privacy regulation is the General Data Protection Regulation (GDPR), a massive law that affects any company collecting personal information about customers in the European Union (EU). GDPR was adopted in 2016 and went into effect in May 2018. The results were notable.

Data 147

Data Relationals Case Study Face-to-face 147

Sales Hacker

MARCH 12, 2024

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). What you’ll get at ELG Con: Case studies from companies like Datadog, Cloudera, and more. Early-bird tickets expire next week.

Hotels 96

Hotels Case Study Conference LinkedIn 96

HeavyHitter Sales

SEPTEMBER 9, 2017

  2018 SALES KICKOFF PLANNING GUIDE. Martin is the foremost expert on “Sales Linguistics,” the study of how salespeople and customers use language during the decision-making process. 7)  Virtual Sales Kickoff Meeting Strategy & Planning Guide 8)  How to Ruin a National Sales Meeting.   Steve W.

Meeting 68

Meeting Oracle Decision Maker Conference 68

The Brooks Group

DECEMBER 18, 2018

To round out the year we’ve compiled a list of our top 10 most-viewed blog posts of 2018. Most-Viewed Blog Posts of 2018. We just finished an eye-opening research study which revealed that 47% of salespeople do not have confidence that the sales department is respected by other departments inside of the company.

Sales Qualified Lead 49

Sales Qualified Lead Incentives Incentive Groups 49

Allego

MAY 11, 2018

2018-2019 Product Roadmap. Yuchun then introduced Andre Black, Allego’s Head of Product, to share Allego’s 2018-2019 Product Roadmap. Laurie then brought the 2018 Sales Success Summit to a close by thanking the attendees, staff, sponsors, and presenters for a wildly successful conference.

Hotels 54

Hotels Commence Conference Consumer 54

Understanding the Sales Force

JUNE 6, 2018

I can't remember a spring where the pollen was worse than in 2018. How many books, studies, manuals and reports have you received that sat and collected dust, reside on your hard drive or in the cloud and remain unopened to this day?

Data 223

Data CRM Distribution Study 223

Understanding the Sales Force

NOVEMBER 15, 2018

Some of the supporting data came from the CSO Insights 2018 Sales Talent Study. That article was filled with data to illustrate the differences between good salespeople versus those who actually get hired most of the time. It was ugly and there were questions about the 77% like, "Where does that come from?". million salespeople.

Hiring 180

Hiring Data Sales Talent Study 180

The Brooks Group

DECEMBER 31, 2018

2018 was a big year for The Brooks Group. The Brooks Group put the Power Pose to test on mulitple occasions in 2018. In early 2018 The Brooks Group’s highly-anticipated online sales training platform was brand new on the market. The Brooks Group Moved to Downtown Greensboro! The TBG team perfects the Power Pose.

Training 56

Training Ideal Customer Profile Hiring Scale 56

Sales Hacker

MARCH 20, 2018

In the spirit of sharing knowledge, I’m going to show you three sales enablement strategies that can help your sales team reach their goals in 2018: Provide on-demand consultation for sales reps. Case studies. The post 3 Unmatched Sales Enablement Strategies to Try in 2018 appeared first on Sales Hacker. Pricing information.

Sales Enablement 64

Sales Enablement Strategy Hubspot Lead Rank 64

Mindtickle

MARCH 12, 2018

For more tips on how organizations have launched sales technology for optimum results, check out this article or this case study. The post Best Practices for Successful Implementation of Sales Readiness Tools in 2018 appeared first on Mindtickle Inc.

Tools 75

Tools SalesForce Case Study Face-to-face 75

Hubspot Sales

MARCH 15, 2018

At CEB, now Gartner, we’ve studied this question extensively and landed on a surprising answer. What’s a better alternative for effective opportunity qualification? How to Identify (Truly) Qualified Leads.

Sales Qualified Lead 111

Sales Qualified Lead Leads Marketing Qualified Lead Decision Maker 111

DialSource

MAY 9, 2018

The third annual UNITE 2018 will bring together all sales roles for a learning and celebration event unlike anything else! Book by May 28th, 2018 to enjoy the special rate. A recent study by Salesforce concluded that 92% of all customer interactions still happen over the phone and the average salesperson only makes two attempts.

Hotels 28

Hotels Discount Negotiation Guarantee 28

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

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