DiscoverOrg Sales

FEBRUARY 7, 2018

As a data company, we knew there had to be a quantifiable answer: “What prompts someone to make a purchase?”. Our study did indeed reveal the most predictive data points. SPOILER ALERT : Across all categories, it’s Companies Comparing the Products of Other Vendors in Your Category. And where does predictive intelligence fit in?

Intent 145

Intent Data Opportunity Intent Data 145

Adaptive Business Services

JANUARY 11, 2023

In October of 2021 I was contacted by an electric sign company where I had previously served as a partner during the 1990’s. The company had a couple of ads running on Indeed and asked if maybe I could screen those. I also went on some calls with him including some significant opportunities and I placed him in a leads group.

Hiring 71

Hiring Case Study Study CRM 71

Zoominfo

NOVEMBER 18, 2019

In fact, a recent study by LeanIn.Org looked at how workplace behavior has changed in the wake of #MeToo. . Today’s blog post examines these findings and demonstrates why equitable mentorship is crucial to fostering a safe and inclusive work environment with equal opportunities for men and women. Reduce turnover rates.

Study 167

Study Policies Education Film 167

Understanding the Sales Force

NOVEMBER 25, 2013

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. In my experience, most companies that reach out for help have been able to shorten their sales cycles from 1/3 to 1/2 its original length. Magazine''s website.

Study 243

Study Sales Cycle Follow-up Account 243

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. The following list of 100 case study interview questions will help you build a narrative using the “ Problem - Agitate - Solve ” method.

Case Study 132

Case Study Study Referrals Decision Maker 132

BrainShark

JULY 12, 2022

They reflected on how the pharma sales enablement role still has a long way to go and how much opportunity there is for companies in the industry to upskill and prepare their customer-facing teams to deliver for HCPs and patients. Watch his presentation to get the full details of the Abbott case study.

Case Study 62

Case Study Study Sales Enablement Face-to-face 62

Score More Sales

NOVEMBER 5, 2013

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? It will help you to KEEP the business, because they will let you know what your industry counterparts might be doing, and they will be reaffirming why they are working with you and your company. Increase Opportunities.

Study 198

Study Inside Sales Buyer Lead Rank 198

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? Have you conducted growth opportunity analyses in your market? Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer. The objective for each was to identify growth opportunity and align resources accordingly.

Opportunity 316

Opportunity Strategy Banking Territories 316

Allego

APRIL 30, 2019

The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. Documentation showing that the company made an effort to correct a problem is “another great case for this kind of certification.” . Chris Gish had a problem.

Case Study 67

Case Study Pharmaceuticals Study Video 67

SBI Growth

JULY 18, 2013

While insisting that both companies will stick with the reduced 5% base rate commission introduced in 2011, Truscott said agents will get an additional £50 per passenger on Cunard''s Vantage fares and an additional £20 per passenger on Getaway deals.

Case Study 266

Case Study Study Commission Company 266

SBI Growth

JANUARY 9, 2020

Companies are investing in themselves, growing their businesses, and increasing shareholder value. The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Now fast forward to 2008. The real estate bubble.

Oracle 215

Oracle Real Estate Opportunity Revenue 215

SBI Growth

OCTOBER 2, 2013

Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Our case study is about a Sales VP Steve McKenzie. Steve is a Regional Sales Leader for Paychex, a payroll processing company. At no cost, an expert from SBI will present the full research findings. The Social Selling Process.

Case Study 319

Case Study Social Selling Study Decision Maker 319

Alice Heiman

FEBRUARY 13, 2024

Imagine taking over the CEO role of a company just as COVID hit. She was met with the daunting task of revitalizing a company that was “dead in the water” due to the pandemic-induced halt in its traditional training services. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Sales 2.0

AUGUST 10, 2023

AI will help with non-selling tasks A recent study from Salesforce which interviewed about 8,000 salespeople found that 72% of sales reps’ time is spent on non-selling activities. There’s an opportunity to align different buyers with different sales processes and make sure the process is tailored to the way that buyer buys.

Scale 195

Scale Study CRM Up-Sell 195

Pipeliner

FEBRUARY 23, 2024

This shift calls for a holistic approach to customer service, where every department in a company plays a distinct role in shaping the customer experience. It’s a strategy that views customer experience as a shared responsibility across the company. This brings us to the core concept of holistic customer service.

Customer Service 59

Customer Service Customer Company Lead Rank 59

Vendor Neutral

NOVEMBER 14, 2023

Sales Tech and Innovation Hub A Critical Look: Opportunities and Limitations of AI for Sales Professionals REGISTER NOW Sales professionals always seek ways to stay ahead of the competition and improve performance. Cindy is an expert in Artificial Intelligence to modernize business models in B2B for both public and private companies.

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

Pipeliner

AUGUST 18, 2020

If I wanted to become a world-class boxer, I might study Muhammad Ali’s or Rocky Marciano’s boxing techniques. The same concept applies to companies who want to achieve success. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?”.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

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

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Why are SaaS companies embracing it? The smartest companies are embracing Ecosystem-Led Growth, or ELG. The B2B playbook is changing. So, owned media. What is it? Austin’s F1 track.

Media 71

Media Company Distribution How To 71

Sales Hacker

APRIL 9, 2020

There’s still an opportunity to build your brand, establish digital thought leadership, and develop your audience. We work with clients across a range of industries and company sizes that face this same problem, yet the solution is always the same. Here’s a case study that will show you how it’s done in a real life situation.

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Smooth Sale

DECEMBER 9, 2021

Attract The Right Job Or Clientele: Note: Our collaborative blog offers ideas on how to ‘Protect Your company Wisely: Use These 3 Tactics.’ Given the almost overwhelming news about scams of many types, it’s more important than ever that we digest all the suggestions we hear and see to select the better ones for our companies.

Company 78

Company Policies Hiring Ideal Customer Profile 78

Selling Essentials RapidLearning Center

OCTOBER 20, 2021

This insight comes from a survey of 5,000 employees in nine countries of Europe and the Americas, commissioned by the psychological testing company CPP. One quarter of employees in the CPP study had seen conflict lead to absenteeism. This blog entry is based on the following materials and research studies: CPP (2008).

Opportunity 52

Opportunity Training Lead Rank Face-to-face 52

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. Procurement Study. Increase Opportunities.

Company 208

Company Film Study Lead Rank 208

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Increase Opportunities.

Retention 254

Retention Company Customer Lead Rank 254

CommercialTribe

MARCH 25, 2021

Another sales rep, Laura, has been at the company for less than a year with satisfactory sales performance. but losing Laura means the company is paying a huge price: They likely already invested more than $200,000 and an average of 4.3 Jennifer is confident spending time with Mike is a good idea. months into hiring and onboarding her.

Hiring 52

Hiring Study Top of Funnel Quota 52

Understanding the Sales Force

OCTOBER 28, 2013

On one third of our opportunities, I have been selling the way we teach - using a formal, structured sales process with a consultative approach. That said, the size of the contracts, when compared with the potential of the opportunities, was proportionately smaller with approaches 2 and 3.

Case Study 220

Case Study Study Decision Maker Inbound 220

Selling Essentials RapidLearning Center

APRIL 7, 2021

Savvy managers are well-acquainted with the tactics that motivate employees — such things as recognition, rewards, access to resources, training and development opportunities, and chances for promotion. The blog post and Rapid Learning video module are based on the following research study: Amabile, T. & & Kramer, S.

Study 52

Study Motivation Video Research 52

SalesLoft

FEBRUARY 20, 2020

A study by Implisit found the average sales rep updates over 60 records per day , or makes over 300 updates per week, in order to keep their Salesforce CRM fully up-to-date. And with the recent addition of Opportunity Management to Sales Engagement, we’re turning “Salesforce, or it didn’t happen” on its head. It took forever!”

Opportunity 59

Opportunity SalesForce Hiring eBook 59

Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The new study found that sales operations’ already-expansive ecosystem continues to grow.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company. Was it changed in time, or did the company suffer?

Compensation 257

Compensation Company Hiring Salary 257

Partners in Excellence

MARCH 12, 2024

From a practical viewpoint, selling provides more opportunities for growth – personally and financially. I had also walked away from a full ride in college where I was studying to be an engineer. My wife was working at an office equipment company (think copy machines) and they happened to be looking for a salesperson.

Lead Rank 109

Lead Rank Lead Scoring Hiring Engineering 109

Understanding the Sales Force

FEBRUARY 24, 2014

Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates. I am completing a study of the functionality of today''s sales force. I''ll be publishing the results of this study in an upcoming White Paper. (c) PLEASE HELP ME OUT!

Company 196

Company Webinar Metrics Compensation Study 196

Steven Rosen

JANUARY 14, 2024

They also highlight the importance of self-awareness and reframing challenges as opportunities for growth. Many companies struggle with executing their plans and strategies, leading to missed opportunities and underperformance. This actionable advice aims to help sales teams execute excellently and gain a competitive advantage.

Video 156

Video Competition Coaching Strategy 156

Smooth Sale

OCTOBER 13, 2021

Attract The Right Job Or Clientele: Note: Our collaborative Blog provides insights on ‘3 Top Tips To Keep Your Company Out Of Legal Trouble.’ Should you want to remain in business for the long term, it is wise to review the suggestions below regarding 3 top tips to keep your company out of legal trouble. Image Credit.

Company 78

Company Hiring Cost per Acquisition Licensing 78

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. While this year has knocked us all off-balance, opportunities for growth still exist. Our mission at HubSpot is to help millions of organizations grow better.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

InsightSquared

MAY 25, 2021

Industry-first Benchmark Study from InsightSquared and RevOps Squared Reveals Top Avenues for Boosting Forecast Accuracy include Improved Data Quality, Increased Sales Rep Accountability and Automation . Only 25 percent of companies report their sales reps, those closest to the deals, are involved in the forecasting process.

Forecasting 62

Forecasting Sales Forecasts Lead Rank Research 62

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268