Get the Most Value Out of Your Sales Analytics Tools

Miller Heiman Group

Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. But to make analytics tools valuable, you need data from your sellers, which means they must consistently share accurate data with your systems. To get sellers to buy in show your team specific techniques derived from sales analytics data that improve win rates. C-Level Management Must Embrace Sales Analytics.

[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. Since analytical buyers are more likely to have advanced degrees in hard science, such as computers, finance, or engineering, they are more likely to be skeptical and consequently more demanding of salespeople.

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The Recruiter’s Guide to Web Analytics


You must inform your online strategy with highly-specific data– and that’s where web analytics come in. The term web analytics refers to the collection and analysis of web data for the purpose of understanding and optimizing your online presence.

Make Your Sales Analytics Data Actionable with These Three Strategies

Miller Heiman Group

The CSO Insights 2018 Sales Operations Optimization Study found that only 25 percent of organizations report having high confidence in the quality of the data in their CRM system. Let’s explore three core strategies for making your sales analytics data actionable. Analytics platforms, including CRMs, contain many types of data that enable opportunity scoring, which can drive coaching strategies to take specific actions in the sales process.

[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…”. Analytical, Intuitive, Functional, Personal: Most communication styles are broken down into these four categories. Get Part 1 of our 2-part study: Why Didn’t They Buy? Get all of our 2-part study: 30 Ways to Get Inside the Mind of Your Target Buyer.

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[Data Snapshot] 2018 Sales Compensation Best Practices Study


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. Does your team often struggle with flawed data and shallow analytics?

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Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing Management

For Cisco Systems, leveraging data analytics to inform future processes is a part of everyday life. According to Senior Systems Engineering Manager Flavio Zanetti, the company uses data analytics to predict scenarios that might happen. “We We have analytics that show us specific regions and locations where our field teams are leveraging or selling our service more, and specific architectures that are becoming more relevant.

How to Use Call Analytics Like a True Professional


With phone calls happening in higher volumes than ever before, recent advances in technology has allowed us to study every call that our businesses make. This groundbreaking system is none other than call analytics. Call Analytics Helps You Fine-Tune Your Customer Journey.

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.


This is what the findings were in a study done by Heinz Marketing and InsightSquared titled, Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer? Marketers are asking for better reporting and analytics.

Study reveals suprising attributes of higher quality leads


A complimentary copy of the full report and industry specific versions of the study can be found here. The post Study reveals suprising attributes of higher quality leads appeared first on Leads360 Blog.

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Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


Meet the Author: Jorge Jeffery joined Velocify in 2011 and is director of research and analytics. The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

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Proven Ways to Analyze Website Visitor Data

Connext Digital

Website analytics can provide insightful information about who your visitors are through their demographic data, how they behave on your site, and rate of conversion, among other things. Business owners use tools like Google Analytics to keep an eye on their metrics and gauge site performance.

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10 Sales Statistics You Should Know in 2019


Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition ( 2018 Mid-Market Sales Incentive Study ). ” Analytics and Technology Sales Performance Management

Sales pipeline management: let’s stop confusing progress with probability


For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing). Sales Process Sales AnalyticsSales forecasting is hard.

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

Recent analyst firm studies show that nowadays sales reps are spending only 35 – 40% (CSO Insights reports even less) of their time on actual selling. game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. According to the 4th Annual Sales Enablement Study , only 9.2 However, the study found that organizations with a sales enablement charter have a win rate of 59 percent. Future of Sales Success CSO Insights sales analytics sales enablement sales technology

4 Types of Customer Data to Enhance Your Marketing Campaigns

Connext Digital

The Importance of Customer Data Analytics. A study shows that 67% of customers were willing to share their information in exchange for some form of benefit, like discounts and freebies. Website Analytics Tools. In today’s digital age, it seems that the world never sleeps.

Study Finds Marketing Automation Platforms (MAP) Improve Sales and Marketing Alignment


The study commissioned by Salesfusion and executed by Learn Marketing Automation surveyed nearly 700 B2B marketers from small to medium-size businesses (SMB) with less than 100 million dollars in revenue and found that marketers with a MAP and supporting processes are nearly three times more likely to have strong communications with sales. The post Study Finds Marketing Automation Platforms (MAP) Improve Sales and Marketing Alignment appeared first on Salesfusion

InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals


The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Avra will deliver a case study on how Bazaarvoice’s sales ops function turned into a revenue driver. If you are looking to get really deep sales analytics out of your CRM, meet us at Dreamforce.

How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Historically, analytics in these two domains has provided a static view of the customer, but AI is getting companies closer than ever before to a true 360-view of the customer, which is becoming more and more necessary.

Forrester Analyst Paul Hamerman shares in Live Webinar the Five Best Practices for Integrated Planning


Predictive Planning & Analytics: Technology is helping organizations be on that upward path to unstoppable success. The webinar also discussed a real life case study around OpenSymmetry and Anaplan.

Sales People are Betting on AI


In the recent Harvard Business Review Analytic Services study titled “Artificial Intelligence for Maximizing Revenue,” HBR surveyed 490 executives and managers.

Demand Gen Report Uncovers Value of Marketing Automation in B2B Lead Scoring


Automation and Predictive Analytics Fuel B2B Lead Scoring Success reveals how marketing automation helps to maximize the overall effectiveness of lead scoring. There is indeed a compelling case for implementing marketing automation to assist in predictive analytics and lead scoring.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Sophisticated data analytics can spot hidden behaviors, triggers and patterns that salespeople can’t perceive on their own. But research and case studies confirm AI’s capacity to drive transformative change in the sales function.

Webinar Replay: Tips for Using Social Media in B2B Marketing


Below are some best practices Kushner discussed around content and analytics. In addition to white papers, eBooks and case studies, social content now includes videos, infographics, webinars and more. What are the four major analytics to measure in your social efforts?

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

SPM systems have significant potential to make selling more substantive to an organization through data analytics and insights. In fact, according to a recent study by Aberdeen, companies that used SPM technology improved their profit margins at an 88 percent greater rate year-over-year.

Three Performance Indicators Sales Leaders Can Use to Improve the Selling Process

Miller Heiman Group

When most sales leaders think about analytics, they usually think of their CRM platform. In reality, your CRM is a means to an end—to be successful, you need to apply insights discovered from CRM analytics to improve the performance of your team. At their core, analytics change the conversation between a salesperson and a sales leader. Thus, it’s critical that sales leaders use the insights from sales analytics to coach reps during each stage of the customer’s buying process.

Sales Leadership – A FREE Health-Check

Jonathan Farrington

specializing in types of product or by class of customer or end user – should derive from a study of the market, taking into account also the qualifications and the experience of the sales staff.

What World-Class Sales Organizations Do Right with Seleste Lunsford

Miller Heiman Group

Based on the study results, Lunsford shares advice for three different types of sales professionals: Sales execs driving a transformation: Be more involved with talent strategy and data and analytics. Sales operations: Help your CRO build a strategy with insights from analytics. 2018 Buyer Preferences Study. Fourth Annual Sales Enablement Study.

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High Performing Organizations Outperform Low Performing Organizations!

Partners in Excellence

As part of this, we’ve conducted a comprehensive study of several hundred organizations, including 0ver 30,000 sales managers/executives. The results of this study are stunning–though they reaffirm beliefs we held. times more likely to use analytics than underperformers.

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. From the study: “Overall, study participants rated 12% of salespeople excellent, 23% good, 38% average, and 27% poor. ” With variations by department and industry in mind, the study goes on to examine buyers’ willingness to take risks. Read the whole B2B Buyers Persona study for free.

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Three Proven Ways to Increase the Value of Your Sales Content

Smart Selling Tools

The study also revealed insights into what it takes to actually accomplish that level of effective sales enablement. The study found that one key way is through the automatic distribution of sales content through a CRM and a sales asset management platform.

How Sales Technology Can Help Close More Deals

Miller Heiman Group

One way to do this is through sales technology powered by predictive analytics or AI. Less than half of sales teams—46 percent—report widespread use of their CRM, according to the 2018 Sales Operations Optimization Study from CSO Insights. There’s an easy way to make any CRM perform better as a sales tool: add a single layer of technology with AI-informed predictive analytics. Predictive Analytics and AI.

A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data

DiscoverOrg Sales

Our study did indeed reveal the most predictive data points. Indeed, the most significant finding from this comprehensive study is that “Buying magic happens at the confluence of 3 different types of predictive data: Fit, Intent, and Opportunity.”. For complete predictive intelligence results, download the new study. Predictive analytics ($10,000/year). Virtually every business collects and buys data to assist salespersons and marketers do their job more effectively.

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TurnKey Vacation Rentals Reimagines Sales Enablement Strategy With MindTickle and Achieves 40% Top-Line Growth


Limited analytics functionality to track sales rep performance. TurnKey’s sales managers also now had a holistic view of individual and group performance, course completion, and certification through MindTickle’s analytics-driven enablement dashboard.

Get Ready for Elevate 2019 North America

Miller Heiman Group

By attending Elevate 2019 North America, you’ll get an exclusive preview of our forthcoming 2019 World-Class Sales Practices Study results from CSO Insights Chief Research Officer, Seleste Lunsford— before they’ve been published. See Scout in action: Miller Heiman Group’s sales analytics platform that uses sales methodologies, data and analytics to coach and support sellers to take actions that improve win rates.

Know Your Customer

Score More Sales

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution.

3 Questions to Ask to Ensure You’re Getting the Most From Your Partner Systems


Does the PRM platform provide analytics and reporting? A robust PRM solution delivers the ability to see a variety of analytics , including: How partners are interacting with and sharing content.

Is Your CRM Data-Driven or a Data Dump?

Miller Heiman Group

More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights. By harnessing the power of predictive analytics in concert with proven sales methodologies, Scout analyzes the data in a CRM and shows sellers a sequence of strategic moves that will lead to deals won.

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Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

But, unfortunately, only 38 percent of respondents in the Demand Metrics 2018 Sales Content ROI Benchmark Study Report said that content creators receive ‘good’ or ‘excellent’ feedback from sellers on the content they use.

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