Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

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.

Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study.

Study 172

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

It's been a long time since I have written an article that mentioned our son, the baseball player. We study the video together and when that isn't enough to fix the issue, we head outside and I pitch to him until he makes the necessary adjustments to get back on track.

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Can Case Studies Help Your Business?

Fill the Funnel

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud.

Most Popular Article of the Last Two Years!

Mr. Inside Sales

I thought you’d benefit from my most popular article I’ve published over the last two years. Study these and adapt them to your product or service and then use them to overcome the objection: “We’re all set.”. Note: There will not be a blog article next week on Christmas Day.

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

Later in the article I share a tool to assist those currently in this dilemma. There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. Stefan Captijn with Genesys Labs approached SBI this week with a blog topic.

Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

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

Close.io

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.

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. Magazine''s website.

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How to Kill a Sales Team in 90 Days

Sales Benchmark Index

Article Corporate Strategy Sales Strategy activities adoption case study change change management process customers CX executive support field initiatives key roles leaders morale program roles sales sales org sales reps sales vp strong leaders stuart gill support team timing

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Study 152

Admin Inefficiencies are Dragging Your Inside Sales Productivity Down

Sales Benchmark Index

Article Sales Strategy Andy Hastings CRM customer support future sales of the future sales strategy sellers time study top sellers

Top 10 Sales Articles

HeavyHitter Sales

Here are the TOP 10 Heavy Hitter Sales Blog Articles as measured by number of times viewed. Personality Study of 1,000 Top Salespeople. Click Here for 25 More Articles. ENJOY!     1. Are Top Salespeople Born or Made?

Top 15 Harvard Business Review Sales Articles

HeavyHitter Sales

  I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published.

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Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

The below article about P&O’s comp plan was posted on July 8 th here. If you are thinking about a comp plan redesign, here are dozens of articles that may help. This is a story of how a bad comp plan can ruin a sales force.

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. What have I really been doing?

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about the Seven Personality Traits of Top Salespeople. Other Articles That Might Interest You: Harvard Business Review Sales Articles by Steve W. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts.

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All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article.

Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey

Sales Benchmark Index

Article Sales Strategy analysis case study closing point control cs customer experience customer journey customer journey map CX finding Matt Slonaker measure saas secrets situation touc-pointLeaders take the time to look at their own business practices comprehensively through the lens of their customers to understand how they measure up to their customers’ needs and expectations. They continually ask and seek answers to whether each customer.

2017 Social Selling App and Article Roundup #6

Adaptive Business Services

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Articles. For some time now I have been curating “Ultimate Guide” articles. Articles Social Sales hiring social sales training

My Top 14 Articles on More Effective Sales Cold Calling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years.

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000.   The 1,000+ Views “Traditional” LinkedIn Article.     THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.

Sales Tip: Which Clients for Your Case Study?

Engage Selling

Want to attract and work with more clients that are ideal for a case study? Or, if you would like more information about case studies, take a look at our How to Create Sales-Boosting Case Studies article.

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. Then, on Thursday, December 20, we'll post the winning article.

My Top 14 Articles on How to Make More Effective Cold Calls

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I posted this article about why cold calls are so bad. I've written a lot of articles about making cold calls more effectively so I have linked to 14 of those articles below. Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years.

Surprising Social Selling Secret Drives Sales Revenue

Understanding the Sales Force

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. One of the things we studied is the impact of Social Selling.

Aberdeen Group – Sales Training 2011 Study – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices

Sales Training Connection

The Aberdeen Group just published a new study – Sales Training 2011 – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices. If you want to read the study, you can access a copy of the report, click here.

Study Shows Employees Crave Meaningful Feedback from Managers

Paul Cherry's Top Sales Techniques

Articles. Blog Home < Study Shows Employees Crave Meaningful Feedba… Sales & Management Tips. Feature Article. Study Shows Employees Crave Meaningful Feedback from Managers. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. The results in this eye-opening article were compiled after the Leadership I.Q. New Study: Managers Are Ignoring Their Employees.

Study 43

Is Your Sales Organization Good or Great? Harvard Business Review Article

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “Is Your Sales Organization Good or Great.”. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Sales Training Article: Time for a Post-Q1 Wakeup Call

Customer Centric Selling

Sales Training Article: 2014 - So Far, So Good? It became clear that working was no day at the beach, so when returning to Boston for school, the first two weeks were just settling in and I went a bit light on studying. Here''s Your Post-Q1 Wakeup Call.

Sales Training Article: How LinkedIn Is Winning Against Facebook

Customer Centric Selling

Sales Training Article: How LinkedIn Is Beating Facebook in Social Media By Geoffrey James, Inc. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company Sales Source By every meaningful metric, LinkedIn is kicking Facebook's butt.

Sales Training Article about Deciding Not to Decide

Customer Centric Selling

Sales Training Article: Deciding Not to Decide By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A survey conducted by Sales Benchmark Index (SBI) showed “no decision” occurred in over half the opportunities sellers worked on.

Sales Training Article about Social Selling and BMW

Customer Centric Selling

Sales Training Article: How BMW Would Have Benefited from Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. Within minutes, the reps of their electric car fleet would have seen the article spread.

3 Key Steps To Getting the Most Out of Your Resources

Sales Benchmark Index

SBI has been studying how top performing organizations allocate resources to achieve near and longer-term results. Article Corporate Strategy Marketing Strategy Sales Strategy Doug Bartels Lead Generation measuring projecting recognizing & rewarding results resource allocation ROI

Sales Training Article asking, "Where's All This Buying?"

Customer Centric Selling

Sales Training Article: Where''s All This Buying? Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company

One Mistake That’s Killing Your Sales Recruiting Efforts

Sales Benchmark Index

SHRM.org studies show a shortage of skilled workers to be a continual hot trend. Article Corporate Strategy Sales StrategyRecruiting sales personnel is a never-ending HR and Sales task. This is compounded with a retiring Baby Boomer generation and global talent competition. You can’t afford.

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Sales Training Article: Ways to Get Buyers to Say YES!

Customer Centric Selling

Sales Training Article: Ways to Get Your Buyers to Say YES By Geoffrey James, Inc. The same principle applies in business sales, which is why so many companies feature reference accounts and case studies on their website.

Buyer 52

4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses

Sales Benchmark Index

In a most recent Gallup study, engaged employees produce on average 20% more higher. Article Sales Strategy Talent Strategy sales management talent management talent strategyBest-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits.

Study 176

Sales Training Article about Discussing Risk to Win the Next Deal

Customer Centric Selling

Sales Training Article: How Top Sales Reps Discuss Risk to Win the Next Deal. Gartner Group published a study about failed enterprise software implementations. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company

Buyer 62

Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

Sales Benchmark Index

According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas. Article Sales Strategy enhance buyer personas market segments marketing efforts metrics packaging persona pricing pricing enhanced buyer persona tool pricing enhanced personas pricing metrics pricing strategy saas sales efforts sales strategy value features