Selling Challenges Study Infographic


Click here to download the 2019 Selling Challenges Study. Click here to download a copy of the infographic.

Study 60

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. Whether it’s account-based B2B strategy or customer marketing, it’s nearly impossible to generate leads without email. The DiscoverOrg vs. ZoomInfo case study.

2019 Selling Challenges Study


Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

Study 52

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. Evaluators who are part of IT, Engineering, and Accounting are more critical of the salespeople than those from less-scientific, process-oriented departments such as Marketing.

Study 168

In the Race to Win More Customers, Sales Needs Digital Transformation

were HR, sales, customer service, finance/accounting, IT, and. In a recent study by 451 Research, 31% of. 1 Online: | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

Sales Excellence Studies Propigate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

Study 182

How Account Managers Can Win Back Strategic Accounts

Miller Heiman Group

Managing a strategic account is a complicated balancing act. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Strategic accounts are an important part of your company’s success. When you lose a strategic account, you need to first evaluate if you want to win that account back.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. Download the entire study for free. Download the entire study for free.

Study 120

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?

Vendor 139

7 Habits Of Highly Successful Key Account Managers

MTD Sales Training

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. Here are seven habits that the best ones we’ve studied consistently apply to gain great results. See if you can learn from them and create the success they enjoy: They recognise that Key Account Management is a business mindset, not a sales initiative. They align KAM activities to meet accounts’ needs and expectations.

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website.

Study 212

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. How to Ask Your Customer for a Case Study. The Ultimate List of Case Study Interview Questions.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

At other accounts, prospective buyers weren’t experienced with purchasing products. Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts.

Study 152

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

However, sometimes it has to be done (whether in the best interest of the account, the customer, or your own organization). There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial.

We're entering the era of accountability in sales and marketing


What's the difference between the status quo--and the era of accountability? Accountable organizations win bigger deals--and drive a whole lot more revenue. The era of accountability, on the other hand, paints a much brighter future. An accountable marketing organization is accountable for lead quality. An accountable sales organization is accountable for follow-up activity. At PointClear, we facilitate accountability that translates into results.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

I come to the Account Based Everything movement as a long-time proponent. Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. Sure, we’re working existing Customer accounts.

How Account-Based Sales Teams Can Make Buying Easy

No More Cold Calling

It’s the job of account-based sales reps to make it easy for their prospects to buy, by making the intangible seem tangible. So, how can account-based sales teams sell complex solutions without overwhelming prospects? Rethink Your Account-Based Sales Pitch.

Why Your Account Based Selling Teams Are Lagging Behind

No More Cold Calling

Then why are so many account based selling teams given revenue targets and let loose? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  It’s important to note that this was a completely independent study.

Study 85

4 Reasons Women in Sales Rock at Account Based Selling

No More Cold Calling

On average, women in account based selling outperform men in quota attainment and generating sales leads. All these skills serve women well in account based selling. In fact, studies show women in sales outperform their male counterparts in quota attainment and leadership effectiveness.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Case studies are among the most effective VBRs (viable business reasons) out there. Case studies are a vital […]. Account-Based Sales / MarketingThey combine real-world application with the power of storytelling, showing how your offering actually helped a customer.

Why CEOs Are Failing Account Based Sales Reps

No More Cold Calling

You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. Account based sales reps are the only feet on the street anymore. A study conducted by the Forum Corp.

Is Failure an Option for Your Account Based Selling Teams?

No More Cold Calling

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail? Account Based Sales Uncategorized

3 Tips for Embarking on an Account-Based Selling Program

DiscoverOrg Sales

If you’ve been keeping up with our blog, you might have seen the TOPO case study about Cloudera’s Account-Based Selling (ABS) approach. Rather than just casting a wide net, this approach allows teams to focus solely on specific accounts identified as ideal targets.

Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. There are no shortcuts to account based sales development, and no technology solution replaces building trusted relationships.

Proof that Account-based Marketing Works


Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. Vanity Metrics vs. Target Account influence. Smaller accounts can be a distraction both before and after the sale.

How to Write an Account Executive Job Description


Good choices include “Account Executive,” “sales management,” “enterprise sales,” “SaaS,” “account management,” and any other keywords relevant to the position. Preferably, “Account Executive” should be the title of the job. Study the job descriptions for other companies in your area. Click here to download our free “AE Compensation Plan Template” The post How to Write an Account Executive Job Description appeared first on CloserIQ Blog.

Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads


QuickMobile enriched and cleansed more than three quarters of their database and added more than 48,000 new leads, many of which were in their target accounts, using the LeadGnome Reply Email Mining service. Download the case study below to learn more.

Three Essentials to Upselling in Large Accounts

Miller Heiman Group

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. The 2018 Buyer Preference Study underscores this point: 57.7 We know a thing or two about account strategy planning.

Top Sales Books for Enterprise Account Executives


But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. With a good reading list, you can access dozens of case studies and data generated by thousands of deals.

3 Questions that Ensure Key Account Success

Hubspot Sales

Of all the questions we receive at Gartner’s Sales practice, some of the toughest and most frequent revolve around key account management. “ How do we build a successful key account management program? ”. “ How do find effective key account managers (KAMs)? ”. “

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Tread lightly and adopt the experimentation mindset to this tactic, because according to a study by Touchstone , using question marks resulted in a 8% lower click rate on emails with question marks in the subject line. Many studies say 8am (of your prospects’ local time) is best.

What Good Managers Know About Holding Their Sales Team Accountable

Paul Cherry's Top Sales Techniques

Accountability can be difficult for managers to implement, especially if they did not have good managers themselves when they worked on a sales force. There are a lot of factors that go into creating that level of success, however, and accountability is an important one.

Could the Best Man for the Account Based Sales Job Be a Woman?

No More Cold Calling

Men say the best account based sales reps they know are women, but they also say we should stop talking so much and get to the point. The Takeaway for Account Based Sales Leaders. Some account based sales women said they’d experienced unconscious bias.

Why Your Account Based Sales Reps Shouldn’t Close Business This Year

No More Cold Calling

Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

With the Gartner Group finding that it takes an average of 7 people in an organization to make a B2B buying decision, your current accounts should be a high priority when it comes to prospecting for new leads. Salesforce) – many studies show a whole day is wasted on data entry each week.

Account Management vs. Sales: What's the Difference? [FAQ]

Hubspot Sales

Account managers and salespeople work together closely, but the two jobs are very different. The distinction between these roles can get blurry, so I'm answering all your questions about account managers, salespeople, how the two teams should work together, and where they differ below.

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. That means marketers, sales professionals, operations people, and analysts all work in tandem to interact directly with customers – eliminating or greatly limiting involvement of customer service or account representatives. We use account managers and customer service reps on only a very limited basis.