Predictable Revenue

JULY 11, 2023

Joel Klettke, from CaseStudyBuddy, joined to explore how you can build case studies effectively to ensure your sales team actually uses them. The post Fueling Sales Enablement with Case Studies with Joel Klettke appeared first on Predictable Revenue.

Case Study 62

Case Study Study Sales Enablement Revenue 62

Zoominfo

JULY 9, 2019

Welcome new readers and ZoomInfo regulars to the latest edition of our B2B Blog Post Round-Up series. For those of you who are new to the ZoomInfo blog, we regularly publish monthly round-ups to feature top B2B content from industry professionals, leading brands, and subject matter experts. . Let’s get into it. Continue reading.

B2B 180

B2B Retail Segment Scale 180

Selling Essentials RapidLearning Center

JUNE 29, 2023

Most sales professionals have heard anecdotal talk about body language and what it signals. And that’s the real takeaway from this study. Other studies show that what we do affects how we think. This blog entry is adapted from the Rapid Learning module “Body language that builds trust with new prospects.”

Study 52

Study Face-to-face Video Research 52

Janek Performance Group

DECEMBER 28, 2021

In sales, thought leadership is a crucial component of success. It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. In fact, this year alone, we published more than 110 blogs. To take a look, click here.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Score More Sales

NOVEMBER 5, 2013

He regularly receives 200-300 emails in a day and cannot be bothered with most sales “pitches” Like other C-level executives I speak with, he says that sales people can seem lazy and are not persistent. This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like?

Inside Sales 198

Inside Sales Study Buyer Lead Rank 198

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan. 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. HBR Blog – Post Gets Salespeople Wrong.

Study 173

Study Quota Software Software 173

Smooth Sale

JANUARY 28, 2020

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. One standout sales mantra is, ‘people buy from people they know, like, and trust.’ Elinor Stutz via Vunela.com.

Study 88

Study Top of Funnel Social Media Hiring 88

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. In this study summary, we’ll focus on the global data.

Study 111

Study B2B Face-to-face Report 111

HeavyHitter Sales

JULY 1, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Study 163

Study Lead Rank Lead Scoring Penetration 163

PandaDoc

MAY 13, 2024

The psychology of sales can reveal all this and more. There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. What is sales psychology? Is it pure luck? Sparkling marketing?

Study 52

Study Closing Proposal Influencer 52

DiscoverOrg Sales

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. High CIO and CISO Turnover: What it Means for IT Sales. Didn’t hit your quota?

Remedy 120

Remedy Insurance Insurance Face-to-face 120

DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. Check out our most-read and most-shared blogs from 2017! If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is. It’s because I work hard.”.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Sales Process 315

Sales Process Study Hiring Sales 315

G2Crowd - Sales Blog

OCTOBER 6, 2023

Learn how to write a case study that showcases your success. Use our template and proven techniques to create a compelling case study for your clients.

Case Study 52

Case Study Study Examples How To 52

Nimble - Sales

NOVEMBER 5, 2020

The post Email Marketing: Case Studies and Best Tools to Grow Your Open Rate appeared first on Nimble Blog. Additionally, email marketing allows you to create customized messages that target certain segments […].

Case Study 104

Case Study Email Marketing Study Tools 104

Zoominfo

JUNE 3, 2018

Welcome to our June B2B Blog Post Round-Up—a series where we highlight the great work our writers contribute to some of our favorite publications. If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

Zoominfo

OCTOBER 24, 2018

Welcome to our October B2B Blog Post Round-Up. If you’re new to the ZoomInfo blog, we use our monthly round-ups to highlight the work our writers have done for outside publications. This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. Let’s get into it!

B2B 140

B2B Buyer Persona Email Marketing Ideal Customer Profile 140

Smooth Sale

AUGUST 13, 2019

How To Attract the Right Job Or Clientele: When we take the time to study varying business models, we gain knowledge for increasing our odds for success. Coming to an understanding of what clients desire will strengthen company sales. . My Story: Study of Varying Business Models . The Corporate Business Model .

Lead Rank 68

Lead Rank Study Retail Policies 68

Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales?

Selling Skills 257

Selling Skills Hiring Study Sales Process 257

SBI Growth

FEBRUARY 12, 2013

Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey. stefancaptijn. Yes it did.

Case Study 314

Case Study Study Travel Quota 314

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. Let’s take a closer look at blogs and why they are so effective in producing leads.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

Sue Barrett

MAY 29, 2019

A positive Case Study on managing change, pain and quick wins in line with a Long Term Strategy Human beings, by and large, are notorious for staying with what is familiar to them and not wanting to ‘rock the boat’, instead chasing the familiar quick fix, the easy option, that which feels safe and comfortable. […].

Case Study 80

Case Study Study Positioning Strategy 80

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. United Against a Common Enemy.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Strategy 416

Strategy Marketing Qualified Lead Leads How To 416

DiscoverOrg Sales

MAY 12, 2016

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books.

Inside Sales 120

Inside Sales Ideal Customer Profile Lead Rank Account Based Marketing 120

Zoominfo

AUGUST 20, 2019

Blogging is one of the most effective ways to build brand awareness. But coming up with good blog post ideas can be challenging. Here are 50 business blog ideas to help you fall back in love with blog writing. Business blogs provide an opportunity for your audience to get to know your brand on a deeper level.

Epiphany 100

Epiphany Scale Industry Account Based Marketing 100

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. Topics and discussion channels include: Sales management.

Top of Funnel 80

Top of Funnel Webinar Metrics Hubspot Cold Calling 80

CommercialTribe

MAY 4, 2021

Fact: There’s a gap between the reality of who and where sales managers actually spend their time versus who and where sales leaders believe time should be spent. One sales leader who participated in our study quipped, “The whole thing is upside down. months is spent hiring and onboarding.

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. For this study we primarily spoke to Mid-Market (500-2000 employees) and Enterprise (>2000 employees) – 80% of participants.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility?

Research 115

Research Hiring Social Media Trends 115

Understanding the Sales Force

NOVEMBER 5, 2014

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. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it. We discovered that.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

CommercialTribe

MARCH 25, 2021

Picture this: Mike is a tenured sales rep who has been exceeding his quota year after year. His sales manager Jennifer is happy with Mike’s achievements and relies on him to take on higher quotas. Another sales rep, Laura, has been at the company for less than a year with satisfactory sales performance.

Hiring 52

Hiring Study Top of Funnel Quota 52

Sales Hacker

APRIL 9, 2020

Here’s a case study that will show you how it’s done in a real life situation. Create a repeatable sales process driven by content marketing. As a growing agency, Dan serves as both the CEO and de facto sales leader for the company. Each week, we completed the following tasks: Created lists with LinkedIn Sales Navigator.

Case Study 80

Case Study Study LinkedIn Top of Funnel 80

Hubspot Sales

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. insight you can only find at a revolutionary publication that supplements an esteemed legacy with a funky, devil-may-care edge — in short, you're looking for what The HubSpot Sales Blog has to offer, baby! 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.

Case Study 95

Case Study Pivotal Lead Rank Lead Scoring 95

Understanding the Sales Force

DECEMBER 13, 2012

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. The next series contains all I've written on sales process. And the last series contains all where I've debunked a famous study or publication covering sales.

Hiring 163

Hiring Compensation Motivation Study 163

Tenbound

JULY 23, 2021

achieve a 127% increase in pipeline growth through an Advisory partnership Click here to download full case study –> Peopleai Case Study_r2. How Tenbound helped People.ai

Case Study 72

Case Study Study Pipeline Training 72