DiscoverOrg Sales

DECEMBER 18, 2017

Have you made your 2018 marketing plan yet? Forrester Research analyst, Lori Wizdo, provides further validation, stating, “In a recent survey, 74% of business buyers told us they conduct more than half of their research online before making an offline purchase.This buyer dynamic changes the role of B2B marketing in a fundamental way.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Hundreds of survey respondents helped us identify these pressing challenges. We’ve got a few ideas.

Ideal Customer Profile 139

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 139

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

SBI

JUNE 13, 2019

The State of Field Sales 2018 Report. Through a 3rd-party research firm, SPOTIO conducted a sales survey to provide sales leaders and reps key insights to uncover inefficiencies in their sales process. Particularly for millennials, who represent the most survey respondents, simple and easy technology solutions are expected.

Field Sales 65

Field Sales Report Face-to-face Survey 65

SBI

DECEMBER 12, 2018

The State of the B2B Buying Experience Survey. For this specific survey, conducted in April 2018, TimeTrade spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets.

Survey 69

Survey B2B Buyer B2C 69

Hubspot Sales

AUGUST 19, 2018

I’ll do my best to answer those questions below, as we dissect the perfect follow-up call for salespeople in 2018. A 2017 CallHippo survey looked at 24 weeks of data across thousands of companies and found Wednesdays and Thursdays are still the best days to call prospects. A 2018 Bridge Group Inc. Follow-Up Sales Call.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Miller Heiman Group

MARCH 18, 2019

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. The more survey respondents, the better the data and analysis for the 2019 World-Class Sales Practices Study will be. Well you can.

Survey 63

Survey Study Analysis Report 63

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% In the same survey, salespeople who spent more time on sales-related activities enjoyed their jobs more. Wayshak's survey saw 81.6%

Hiring 111

Hiring Churn Survey Promotion 111

DiscoverOrg Sales

DECEMBER 20, 2017

What can we actually expect from AI in the sales and marketing technology in 2018? At a recent Marketing Technology conference, I informally surveyed a group of marketing leaders I happened to be seated with during lunch. There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? Grab our free ebook.

B2B 150

B2B Marketing Data System 150

Sales Hacker

JULY 31, 2018

This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. Key stats from the State of Revenue Operations survey. In the State of Revenue Ops 2018 Report , LeanData and Sales Hacker surveyed nearly 800 sales and marketing leaders from various industries.

Lead Rank 73

Lead Rank Marketing Qualified Lead Report Revenue 73

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. CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Pipeliner

FEBRUARY 12, 2018

Survey participants indicated a need to better articulate value in a market characterized by competition and multiple decision makers on the buying side. Respondents cited “asking insightful and relevant questions to understand customer needs and challenges” as the most valuable selling skill in 2018. Building the Right Selling Skills.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! For now, if you’d like to contribute to Sales Hacker, please fill out our contributor survey so we can add you to our database. The 18 best sales articles of 2018 from Sales Hacker. Thanks to ALL our contributors and readers (now over 106k! Notable Stats.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Xactly

AUGUST 22, 2018

In May 2018, Xactly partnered with WorldatWork to complete its annual Sales Compensation Best Practices Study to define the key trends and metrics for companies that want to plan and incent a top sales organization. Insightful participant responses are included below, as well as several key takeaways from the overall survey results.

Compensation 58

Compensation Study Data Lead Rank 58

Openview

DECEMBER 15, 2017

As a manager, you can’t afford to miss this golden opportunity to start 2018 off right. One way to get the reps involved is by surveying them on what has been working, and what things they think could be improved upon. Make sure to take time to prepare yourself and your team for a great kickoff for 2018.

How To 89

How To Call-back Insurance Insurance 89

Hubspot Sales

JULY 19, 2018

So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. Must-read post: Redfin Survey: 36% of Millennial Homebuyers Took a Second Job to Save for Down Payment; 10% Sold Cryptocurrency. Happy reading! Zillow Porchlight.

Real Estate 128

Real Estate Lead Rank Lead Scoring Trends 128

Sales and Marketing Management

OCTOBER 3, 2018

That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine. Respondents to the magazine’s 2018 Gift Card Survey listed an impressively broad array of ways they put gift cards to work. About the Survey. What are those respondents’ roles? A total of 57.8% of respondents.

Incentives 159

Incentives Incentive Survey B2B 159

Zoominfo

JANUARY 20, 2021

A survey in April 2020 from RBC Capital Research showed that 42% of respondents purchased groceries online at least once a week , up from 22% in 2018, as reported by GeekWire. . Think of what you bought on the web for the first time in the past year: Groceries? Face masks?

Customer 246

Customer B2C Loyalty Government 246

Babette Ten Haken

DECEMBER 13, 2018

Why You must connect those Voices behind those CX Survey Scores. The post One Millimeter Mindset™ 2018 Collaborative Storytelling Blog Review appeared first on Babette Ten Haken. Enjoy these 5 One Millimeter Mindset Collaborative Storytelling Blog posts, especially selected. Why Collaborative Storytelling is Profitable Storytelling.

SME 69

SME Retention Ideal Customer Profile Hiring 69

Hubspot Sales

AUGUST 10, 2018

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house.

Real Estate 125

Real Estate Licensing Social Media Top of Funnel 125

Xactly

JANUARY 3, 2019

Organizations that use automated territory planning technology have up to 20% higher sales achievement than the average ( Optimizing Sales Territory Design: Sales Management Association 2018 Research Update ). 2018 Sales Comp Administration Survey ). 2018 Sales Comp Administration Survey ).

Handbook 99

Handbook Territories Compensation Incentives 99

Hubspot Sales

MARCH 7, 2018

The survey asks participants to rank the likelihood of a recommendation on a scale of 0-10. Cadence of survey sends depends on your business and goals. Look at when, how, what, and to whom your reps are upselling and cross-selling, and adjust your efforts accordingly. Net Promoter Score (NPS).

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Hubspot Sales

SEPTEMBER 30, 2020

Almost all (94%) of the top-performing salespeople surveyed by LinkedIn called the marketing leads they receive either “excellent” or “good." ( LinkedIn, 2020 ). 60% of global respondents in a LinkedIn survey believed that misalignment between Sales and Marketing could damage financial performance. InsideView, 2018 ).

InsideView 123

InsideView Lead Rank Lead Scoring Account Based Marketing 123

Sales and Marketing Management

OCTOBER 9, 2019

And, according to recent findings from WorldatWork’s 2019 PTO/Paid Parental Leave Programs & Practices Survey: 37% of employees don’t use all their PTO, and most organizations allow immediate use of vacation time benefits while some are allowing PT alternatives such as donation, cash value or 401k. . More and more U.S.

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Zoominfo

MAY 22, 2020

In 2018, 1,000 consumers were asked about their data privacy by Akamai, a vendor that sells cloud security and content delivery platforms. Akamai’s survey didn’t address what might be among the least sensitive data: professional information about individuals, such as job title or corporate email address. Digital behavior?—such

Data 195

Data Policies SalesForce Consumer 195

Membrain

JANUARY 9, 2019

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

Revenue 106

Revenue Survey Study Report 106

DiscoverOrg Sales

FEBRUARY 21, 2019

A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). According to the same survey, sales and marketing teams that have a SLA in place experience: higher ROI from inbound marketing. We’re moving in the right direction!

ROI 171

ROI Survey Webinar Metrics Channels 171

Hubspot Sales

DECEMBER 21, 2017

A survey of more than 1,200 companies worldwide shows sellers who “build a trusted relationship with customers" can improve results. The nature of the follow-up is not as important as the opportunity to show the customer they are reliable. The point is simple: Prove you’re a person of your word. This legitimizes your solution’s value.

Consultative Selling 124

Consultative Selling Strategy Knowledge Base Inside Sales 124

Zoominfo

AUGUST 1, 2023

Experian also found that only half of the companies surveyed feel their customer data is accurate enough to be used in their go-to-market (GTM) motions. In 2018, manufacturing and risk-management were among the leading industries benefiting from AI. Today, it’s sales and marketing.

Data 130

Data B2B Harvest Scale 130

Miller Heiman Group

FEBRUARY 11, 2019

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relationships.

Forecasting 96

Forecasting Face-to-face Report Groups 96

Hubspot Sales

FEBRUARY 6, 2018

The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more. Most buyers are resistant to reps’ contact attempts, they don’t want to hear about the product, and getting their ear requires extreme persistence.

Prospecting 100

Prospecting Social Media Buyer Influencer 100

Sales 2.0

SEPTEMBER 25, 2019

In 2018, as in the previous decades, only half of sales people made their quota, 54.3% I recently conducted a survey of small business owners/entrepreneurs and this is still the #1 challenge in growing their top line.). If you want to sell more, please drop by here from time-to-time for free resources. that’s a lot of unhappy people.

Quota 170

Quota Call-back Small Business Small Business 170

Hubspot Sales

JULY 22, 2018

of winning salespeople reported accurately describing the purchasing process to their prospects, in RAIN’s survey. If you don’t set and meet expectations with buyers, it will be difficult to build trust. This ties back to the “Always be helping” mentality.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

Xactly

OCTOBER 18, 2018

In a recent survey with Salesforce and the CFO Alliance, we found that when faced with incorrect compensation payments and increased turnover, 50 percent of companies don’t adjust their forecasting or compensation plans. Compensation and incentive pay plays a big role in the success of a sales organization.

Incentives 58

Incentives Incentive Study Compensation 58

Steven Rosen

JANUARY 22, 2018

Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018? Sales manager coaching is the #1 sales management activity that impacts performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

SugarCRM

DECEMBER 6, 2017

A recent survey of hundreds of CRM users revealed that nearly one-half of respondents felt “oversold” on their CRM purchase. These are just a few of the trends for how the CRM world will shape up in 2018. The post Looking Ahead at CRM Trends for 2018 appeared first on Get your daily dose of Sugar.

Trends 54

Trends CRM Lead Rank Retention 54

Steven Rosen

JANUARY 22, 2018

Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018? Sales manager coaching is the #1 sales management activity that impacts performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261