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New Social Selling Case Study
Sales Benchmark Index
AUGUST 11, 2014
Here is a new social selling case study we wrote for you. Case Studies Social Selling Referrals
Case Study Related Topics 
LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health
LeadGnome
JANUARY 8, 2019
Download the case study below to see how Bridgeway eliminated over 300 bad contacts and improved email deliverability to 97% in just the first year using our email mining service. Download Case Study. Blog LeadGnome Case Studies
All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity
DiscoverOrg Sales
OCTOBER 17, 2017
Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. The DiscoverOrg vs. ZoomInfo case study. WEBINAR] A Use Case for Data Quality: Join DiscoverOrg’s Steve Breyerton and SalesFolk’s Heather Morgan.
Five Ways To Get More Case Studies
The Center for Sales Strategy
DECEMBER 18, 2017
A lmost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable. We need to get more case studies.” So why don’t more sales operations have more case studies? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation. Here are some ideas: case studies Sales
Case Study: How Vocera Communications Increased Email Deliverability to 99.2% In Just Three Months
LeadGnome
SEPTEMBER 25, 2018
Download the case study below to learn more! Download Case Study The post Case Study: How Vocera Communications Increased Email Deliverability to 99.2% Blog Case Studies Email Marketing Reply Email Mining
Can Case Studies Help Your Business?
Fill the Funnel
APRIL 3, 2015
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.
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Case Study: 3 Ways this Sales VP Uses Social Selling
Sales Benchmark Index
OCTOBER 2, 2013
Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014?
Sales Selection Experiment - a Must Read Case Study
Understanding the Sales Force
JANUARY 27, 2014
In this case they chose the 5 students with the best scores - and teamed them up. In this case they chose 5 students with the best scores for Desire and Commitment and teamed them up. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.
100 Case Study Interview Questions [Updated for 2018]
Hubspot Sales
JANUARY 25, 2018
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.
When to Walk Away From the Big Deal - Case Study
Sales Benchmark Index
FEBRUARY 12, 2013
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. This topic centered on the sales rep’s dilemma.
A Case Study on Bridging the Sales and Marketing Gap
Sales and Marketing Management
JULY 22, 2014
Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect.
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Salespeople Who Like CRM – Case Study 1
Score More Sales
OCTOBER 10, 2012
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads
LeadGnome
AUGUST 16, 2018
Download the case study below to learn more. Download Case Study The post Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads appeared first on LeadGnome.
Why Evaluate Potential Sales Talent? - A Great New Case Study
Anthony Cole Training
JANUARY 27, 2014
The beauty of this case study is that Market Sense was able to isolate the relative effectiveness of individual findings, something that hasn’t been done since the mid-80''s! This kind of story doesn''t happen every day.
How to Construct the Perfect Case Study for B2B Sales
Outbound Works
APRIL 19, 2018
Case studies are among the most effective VBRs (viable business reasons) out there. Case studies are a vital […]. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer.
Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp
MTD Sales Training
APRIL 4, 2018
Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. How to build quality case studies. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training. Episode 8: Loads Bubbling Podcast. This podcast includes: Satisfaction with current suppliers. A useful quote from Patricia Fripp.
Case Study - Which Sales Approach is Really More Effective?
Understanding the Sales Force
OCTOBER 28, 2013
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?
Case Study: How a Company Hurt its Business with a Change in the Comp Plan
Sales Benchmark Index
JULY 18, 2013
This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted.
A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process
Costello
OCTOBER 30, 2018
As a sales manager at Axial, I realized how important case studies are in the sales process. To understand what sets the best reps apart, I want to first recap exactly how success stories are different from case studies. Julian Lumpkin, Founder & CEO, SuccessKit.
LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2% By Mining Emails
LeadGnome
SEPTEMBER 27, 2018
A new case study reveals how Vocera Communications leveraged LeadGnome’s reply email mining service to increase their email deliverability in just three months. Learn more at [link] The post LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2%
Case Study: Seller Holding Business Owner Hostage?
The Sales Leader
MAY 13, 2014
An Engage Selling client has a sales rep who is a good performer but also causes a lot of trouble. She is very difficult to manage and causes chaos in the office daily.
How to Kill a Sales Team in 90 Days
Sales Benchmark Index
JULY 25, 2018
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
Case Study: Palo Alto Networks TCO Calculator
The ROI Guy
APRIL 18, 2012
Palo Alto Networks needed to quantify the cost of status quo, and potential cost savings of improving and simplifying network security infrastructure with next generation firewalls.
Case Study: Avaya IP Office TCO Calculator
The ROI Guy
JULY 18, 2012
Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver.
Sales Tip: Which Clients for Your Case Study?
The Sales Leader
FEBRUARY 24, 2014
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.
Testimonials and case studies – when all else fails
Leading Results Rambings
MARCH 28, 2014
They would make a fabulous case study and they have already given you a nice short testimonial quote. And you can never get to write anything down, or even to give you time to work with them to develop the case study story. You have this great client or customer. They love you and your product or service. They compliment you all the time. Because they are too busy
How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities
LeveragePoint
FEBRUARY 20, 2018
For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies. Of all the collateral that marketing teams create for sales, case studies are the best suited to address the primary objectives of sales reps early in the sales cycle.
Case Study: Windows Azure TCO Tool
The ROI Guy
SEPTEMBER 21, 2011
Using the tool, customers can assess unique opportunities and savings, obtaining a 20+ page business case analysis. The Windows Azure team needed to prove that its cloud platform made fiscal sense, comparing the TCO savings of its cloud platform to existing on-premise options.
LeadGnome Case Study: QuickMobile By Cvent Mines Email Replies To Enhance 75%+ of Existing Leads
LeadGnome
AUGUST 23, 2018
A new case study reveals how QuickMobile by Cvent leveraged LeadGnome’s reply email mining service to update existing leads with fresh data and generate new leads at a low CPL. News Case Studies
Case Study: Dell Desktop Virtualization Solution (DDVS) Benefits Estimator
The ROI Guy
APRIL 18, 2012
The Dell Desktop Virtualization Solution (DDVS) offers several alternatives to purchase, implement, host and manage virtualized desktops.
Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey
Sales Benchmark Index
JULY 23, 2018
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.
Case Studies: The Key Formula for Increased Sales
SalesGravy
MARCH 13, 2014
A case study is a publication that illustrates a success story or the resolution to a problem. Do you use case studiesThe best are written strategically following a specific formula; providing proof that you are a credible company in your market.
Sales Enablement Content That Will Make Your Reps More Confident
Veelo
DECEMBER 11, 2018
It might seem like a surprise, but the two pieces of sales enablement content that sellers ask for the most are success stories and case studies. Briefs and Case Studies sales enablement b2b sales content marketing content video coaching
Case Study: ShoreTel TCO Tool (powered by Alinean)
The ROI Guy
SEPTEMBER 21, 2011
The Unified Communications market is extremely competitive, and in order to move the discussion forward with today's more skeptical / frugal buyer, ShoreTel needed to quantify and prove the head-to-head cost advantages and superior value compared to competitive offerings.
Case Study: Concur Travel Management and Expense System Interactive White Paper
The ROI Guy
APRIL 18, 2012
Concur needed a way to communicate the current cost of travel and expense management to prospects, and the potential savings and ROI of automation.
Industry Insights with David Kirkpatrick
Salesfusion
OCTOBER 29, 2014
Marketing Blog Case study Industry Insights Interviews The post Industry Insights with David Kirkpatrick appeared first on Salesfusion.
Case Study: The New UK CIO Interactive White Paper (by IDG & sponsored by Dell | Intel)
The ROI Guy
APRIL 18, 2012
In a study of UK CIOs, IDG Research Services determined that CIOs desired to spend more time leading change efforts, over the next 3-5 years, driving business innovation and developing new go-to-market strategies.
We're entering the era of accountability in sales and marketing
Pointclear
JUNE 5, 2017
For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post. Increase Sales B2B Growth Strategy Account-Based Marketing Case Studies WebinarsWhat's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing.
Sales Management Case Study: Coaching the Talented-Slacker
SalesGravy
NOVEMBER 4, 2011
Jane took over an underperforming region last year and has helped lead the team to be in the top 25% of districts in the country. Janes goal this year is to reach the top 10% of the country and she is focused. Her key area of focus is on finding inn
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