Gong.io

NOVEMBER 9, 2020

He knew which colleges his clients’ kids went to and what they were studying. There’s a long list of the changes we’ve all experienced in 2020, but one thing remains: building relationships is a top priority. . I think of my style as personable, but I was curious about how best-in-class sellers use small talk to build rapport in 2020.

Video 118

Video Call-back Buyer Study 118

Sell Integrity

MAY 12, 2020

Here’s where sales enablement has the opportunity to shine. Sales Enablement Strategy: 2020 vs. 2019. That includes focusing on metrics like number of deals, size of deals, trends in deal size, velocity of opportunities, where deals are starting to fail in the pipeline and others. What a difference a few months makes.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Gong.io

SEPTEMBER 1, 2020

For this report, we analyzed 12,282 sales opportunities from 2020 and looked specifically at video — how it’s used and its connection to win rates across SMB and enterprise sales cycles. Our 2020 data shows that it sends win rates up by 96% : You might notice that this is very close to the stat above regarding sellers’ use of video.

Video 152

Video Data Face-to-face Call-back 152

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. In 2020, there was no playbook. Your customer. To Close Things Out….

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

PandaDoc

MARCH 11, 2020

Nate Gilmore, PandaDoc’s CRO, explains the new State of Deals 2020 report. Lucky for us, we have over 17,000+ of the freshest perspectives to study: our PandaDoc customers. Enter: State of Deals 2020: The New Sales Framework for Today’s Buyers. Download the entire report here. Happy selling! ??.

Buyer 81

Buyer Hiring Face-to-face Decision Maker 81

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

SBI

AUGUST 31, 2020

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release. SAN DIEGO, CA (August 31, 2020) –. There is a lot of opportunity with Seismic Interactive Content to allow Experian to provide rich, differentiating experiences to our buyers,” said Ron Nagel, Sr.

Marketing 65

Marketing Scale Sales Enablement Microsoft 65

Zoominfo

JULY 25, 2022

This is a critical point at which a company has the opportunity to build a strong understanding of the company’s culture. A study by Great Place to Work found that productivity increased sharply at the start of the pandemic in 2020. Venture capital flows boomed in 2021, more than doubling from 2020.

Lead Rank 130

Lead Rank Compensation Journal Retention 130

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

SBI Growth

JANUARY 9, 2020

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

Oracle 215

Oracle Real Estate Opportunity Revenue 215

No More Cold Calling

APRIL 26, 2021

In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. Customer testimonials and case studies can be effective.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

FEBRUARY 25, 2021

Five percent of respondents planned to increase webinar production in 2020. By April 2020 (as the pandemic kicked in), the ON24 platform saw a 167% increase in webinars. As emails feed into your CRM, sales and marketing will have the opportunity to nurture the new leads with additional content. Don’t let new leads get away!

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Zoominfo

OCTOBER 23, 2019

61% of business executives with an innovation strategy say they are using AI to identify opportunities in data that would otherwise be missed ( source ). 80% of sales and marketing leaders say they already use chatbot software in their customer experience or plan to do so by 2020 ( source ). AI Priorities and Plans. Virtual Assistants.

B2B 247

B2B Telecommunications Forecasting Scale 247

Sales and Marketing Management

APRIL 6, 2020

I've always wanted to make things more efficient, which is why I studied industrial engineering in college, and why I’ve always thought I would have been a great plant manager during the industrial revolution. TOPO Research predicts this market will double in 2020 alone. . Time to Evolve.

Industry 279

Industry Revenue Engineering Fashion 279

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this. He’s going to show you how you can overcome having no brand in market, no exact match case study, no defined budget, no credible timing event, and little to no sales support.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Hubspot Sales

MARCH 29, 2021

According to a study by the Kauffman Foundation , 60% of aspiring entrepreneurs cited finding mentors who can provide guidance as a challenge. General networking events, industry-specific expos, and social media platforms all provide opportunities to connect with like-minded, more experienced businesspeople. Finding Customers.

Face-to-face 125

Face-to-face Data Guarantee Banking 125

Salesmate

JULY 28, 2020

25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. Robert Cialdini’s 30 years of research and 3-year program of study on what motivates people to change behavior had resulted in this highly acclaimed book. .

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Gong.io

FEBRUARY 23, 2023

We analyzed three years of data, across 184 companies, and hundreds of thousands of deals to identify key shifts in buying behavior since 2020. Factoring both, on average reps saw a 36% decrease in the total number of interactions with buyers compared to 2020. Fortunately, we’ve got answers. The first is increasing conversion.

Data 121

Data Closing Buyer Call-back 121

Zoominfo

SEPTEMBER 24, 2021

“Early adopters of sales automation consistently report increases in customer-facing time, higher customer satisfaction, efficiency improvements of 10 to 15 percent, and sales uplift potential of up to 10 percent, ” management consulting firm McKinsey & Company reported in 2020. High-growth firms are much more likely (26.2 percent vs. 16.6

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. Identify and prioritize your best opportunities…first. What should be considered in developing an approach to prioritizing opportunities? Adopt an analytical approach to qualifying opportunities versus gut feel and you will see better results.

Ideal Customer Profile 109

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

Pipeliner

FEBRUARY 12, 2020

Study historical marketing metrics to understand the purchasing habits of the targeted companies and identify where you can get repeat purchases. Above helping, you get business from existing clients, and new opportunities can open up like being referred to other companies. He works at Awriter.

Account Based Marketing 69

Account Based Marketing Account Marketing Scale 69

The Pipeline

DECEMBER 3, 2019

While that may have made sense in more traditional organizations, in 2020, there is a better way to chart sales success. Studies continue to show that corporate leaders are less likely to force their view on their teams than in the past. Armed with this new view, you can attack opportunities better by going for early, not higher.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

Zoominfo

JULY 7, 2021

And on a positive note: Many employees are quitting their jobs to seek out ones with fully remote opportunities and better work-life balance. Targeting passive job candidates — people who are employed but not actively seeking new opportunities — has been a long-time challenge for recruiters. The Problem: Targeting Passive Candidates.

How To 130

How To Face-to-face Salary Survey 130

Chorus.ai

MAY 27, 2020

Studies from Gartner and the like all show that those companies who came out of 2008, they came out even better than they were before.” Opportunity for Reinvention 1: Mass tech enablement The markets are facing an incredible transformation overnight. “The In the new buying environment, there’s pockets of opportunity.

Outbound 62

Outbound Segment Coaching System 62

Miller Heiman Group

FEBRUARY 18, 2020

Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. But driving the adoption of sales tools and technology with frontline sellers was one of sales management’s three biggest weaknesses, according to our 2020 Trends in Sales Management study. Where’s the disconnect?

Sales Management 99

Sales Management Sales Technology Study Quota 99

Zoominfo

JANUARY 26, 2021

G2dotcom [link] pic.twitter.com/1FEAc6jlUP — ZoomInfo (@ZoomInfo) September 25, 2020. The great thing about enterprise leads is that they can still come from traditional marketing channels such as web forms, trials, demo requests, whitepapers, eBooks, case studies, and any other channels you’re already using for lead generation.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Showpad

DECEMBER 16, 2019

It will be critical for Sales organizations to closely examine all such factors if they hope to optimize their Sales enablement program for substantial, ongoing success in 2020 and beyond. It then factors into a seller’s interactions with the prospect, characterized as lead scoring or opportunity ranking data.

Sales Enablement 52

Sales Enablement Trends Lead Rank Lead Scoring 52

The Center for Sales Strategy

FEBRUARY 21, 2020

> B2B Sales Enablement Market 2020 Demand, Technology, Trend, Growth, Opportunities and Forecast to 2025– News Parent. This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts. . - Bill Gates. AROUND THE WEB -. >

Forecasting 74

Forecasting Sales Enablement B2B Trends 74

Janek Performance Group

DECEMBER 29, 2021

If 2020 was the year of the pandemic, 2021 was the year sellers adapted and turned the tide. From these conversations, our ongoing research, and studying the marketplace, we’ve seen the emergence of training trends that we implemented in 2021 and expect will grow in 2022. In addition, training materials needed to adjust.

Trends 118

Trends Training Retention Face-to-face 118

Zoominfo

MARCH 21, 2022

Millions of employees across every economic sector are turning their backs on toxic work environments and seeking better opportunities. The study showed a broad range of attrition within specific companies in various industries. Data via MIT Sloan Of course, not all companies are the same. and 4.5 %, respectively.

Quota 100

Quota Hiring Face-to-face Advertising 100

Zoominfo

APRIL 24, 2020

Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season. Intent data is designed to uncover buying opportunities. What is Intent Data?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Closer's Coffee

FEBRUARY 27, 2021

A STUDY ON SALES PROFESSIONALS AND GAME THEORY. During the 4th quarter of 2020, it was presented with an interesting opportunity to prove out a new business concept in partnership with Closer’s Coffee Inc, a sales enablement and media company that’s focuses on solutions meant to drive performance among sales reps.

CRM 52

CRM Case Study Face-to-face Outside Sales 52

Sales and Marketing Management

JUNE 20, 2019

Author: Todd Caponi Every year, Gallup publishes a study focused on the most and least trusted professions. One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. . There’s an opportunity being exacerbated by a non-obvious evolution in buying behavior. And the solution is transparency.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. And then, nothing. Neither prospect converts. Knowing when employees from specific company domains visit your website is important. Not All Web Traffic is High Quality.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. Define Sales Coaching.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. 5 Ways to Uncover Strategic Account Revenue. Manage Relationships More Strategically.

Account 181

Account Revenue Top of Funnel Funnel 181

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. Case Study: Akrobi doubles pipeline with ZoomInfo WebSights “Not only does WebSights help us to determine which accounts to target and when; it also helps answer important questions like, ‘Is our website converting? And then, nothing.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130