All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

SalesFolk, a trusted outbound email company , is considered an expert on outbound email for 500+ B2B sales and marketing teams – and pride themselves on outbound email campaigns with open rates that reached above 82% on certain templates. The DiscoverOrg vs. ZoomInfo case study.

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

Sales Benchmark Index

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.

[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. learn how different company departments and vertical industries make buying decisions. To accomplish these goals, over 230 business professionals who evaluate the products and services their companies use participated in this research project. Download the full Buyer Persona study.

Study 168

LinkedIn Study Women In Sales

Score More Sales

This week, LinkedIn shared some statistics in its study women in sales. I have found the same in my efforts to better understand why a company would have so few women sales professionals and encourage them to try some new strategies for a different result.

Study 274

In the Race to Win More Customers, Sales Needs Digital Transformation

Companies have been applying. As a result, many companies believe they have digitally. A full four- fifths of companies surveyed – 80% – were seen to have staffing. CLM, these are essentially the same companies. ANY DOCUMENT AUTOMATION12% 80% 78% OF COMPANIES HAVE.

Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study]


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. The post Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study] appeared first on Allego.

Sales Excellence Studies Propigate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

Study 182

Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.

Study 170

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Our case study is about a Sales VP Steve McKenzie. Steve is a Regional Sales Leader for Paychex, a payroll processing company. 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.

66% of Companies Lack a Formalized Lead Generation Process - CSO Insights Study


As a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals. The CAGR (Compounded Annual Growth Rate) might have your targets accelerate 10%, 20% or even higher next year.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. And in a recent study by IDG, generating high quality leads was #1 lead generation challenge.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


Bridgeway also recognized that email auto-responses (like Left-The-Company and Out-Of-Office) contained valuable sales intelligence that could be used to enrich and cleanse their database. Download Case Study. Blog LeadGnome Case Studies

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales.

Study 242

New Leads Study Supports Quickness and Follow Up

Score More Sales

He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. Download the entire study for free. Download the entire study for free.

Study 120

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC

To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement?

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

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. Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website.

Study 213

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Companies like Microsoft, Cisco, and IBM are so dominate in their particular industry that they win business by default.

Study 152

The Case for Company Culture + Stats to Support It

The Center for Sales Strategy

Company culture is a vital component of a successful business -- or at least that's what 'they' say. Studies show that it affects recruitment and hiring top talent as well as retention and employee engagement. Company culture" is a term that a lot of people are talking about.

A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing Management

Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Issue Date: 2014-07-23.

Your Recipe for Inbound Success

Speaker: Jen Spencer, VP Sales and Marketing, SmartBug Media

Recent studies have shown what a lot of B2B marketers already know - it’s hard to build a successful inbound marketing program. Join Jen Spencer, VP of Smartbug Media, as she discusses how to grow an inbound strategy and framework in your organization to attract leads and establish your brand.

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

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. Are you open to [customer company name] being featured?

[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. It’s evident—you’re in good company.

Study 66


HeavyHitter Sales

To do so, Martin conducted in-depth interviews and extensive surveys with over one-hundred top sales leaders at leading high technology companies and business services providers. More than twice as many study participants reported moving to an inside sales model.

Study 113

Top 5 Insights From the Latest Studies on Sales Organizations

Understanding the Sales Force

Top Performing Companies Invest 63% More on Sales Training. The Top Two Sales Initiatives for Companies were Access to More Information (42%) and CRM (40%). So why are companies focused on CRM and research information instead?

Study 201

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Studies show failure to align sales and marketing teams around the right processes and technologies costs B2B companies 10% or more of revenue per year.

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. Understanding the Sales Force by Dave Kurlan.

Study 172

An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  It’s important to note that this was a completely independent study.

Study 85

Top 5 Insights From Latest Sales Organization Studies

Understanding the Sales Force

Top-performing companies invest 63% more on sales training. The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%). So, why are companies focused on CRM and research information instead?

Study 189

Improve Your B2B Sales Process with Company and Contact Data


Although many of these tips are valid, the key to improving your B2B sales process is far simpler than you might think– and it comes in the form of company and contact data. What do we mean by company and contact data?

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. 264 Left-The-Company.

[Infographic] 2018 Mid-Market Study on Sales and Incentives


In a recent survey with Salesforce and the CFO Alliance, we found that when faced with incorrect compensation payments and increased turnover, 50 percent of companies don’t adjust their forecasting or compensation plans.

How to Kill Social Selling at Your Company

Sales Benchmark Index

However, company policies against social media are hampering many a sales team. At his previous company, Rick garnered some success via social selling. Mary in Marketing saw the post (during an infrequent scan of the company page.) Tweak it for your company’s use.

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

If your company needs to outsell the competition, you''ll need to do it using a formal, structured sales process with a consultative approach or you''ll find yourself with unreliable forecasts, a longer than necessary sales process, smaller deals and a lower closing percentage. (c) Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game. The results of the study were astonishing. You shouldn’t assume they’ll know what you mean when you describe a problem that your company can solve.

Study 141

Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads


In addition to keeping records updated with accurate information, the company really wanted a way to enrich existing leads with additional information (phone numbers, titles, etc.) Download the case study below to learn more. Blog Case Studies Database Integrity Demand Generation

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

DiscoverOrg Sales

The verity of this principle was reiterated to me again in a recent study we conducted at DiscoverOrg on what drives growth at the fastest growing organizations. The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. The Fastest Growing Companies Do Hard Things. At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world.

How To Choose The Sales Company That Is Right For You

MTD Sales Training

Yet, there is not a lot of information for the sales person on how to find a good company to work with. Here are a few tips to help you find that company that will pay off for you, as you pay off for them! #1 Now, do a lot of research on the company and the entire industry.

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

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. Introduction] [your name/company] [their name/company]".

How a software company captured 100K+ CRM contacts in six months with

New Relic is a high-growth public company that provides. Customer Success Marketing Sales Case Study New RelicIt may not surprise you that your CRM doesn’t reflect the true number of contacts your sales team is interacting with. Data entry is often a dreaded task that just doesn’t get done. What may surprise you is that with AI-driven tools like, you can automate that contact and activity capture and greatly improve the health of your CRM.