Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. Given its significance to success, why is it that most organizations and individuals take their ability to execute a great conversation for granted?

LinkedIn Study Women In Sales

Score More Sales

This week, LinkedIn shared some statistics in its study women in sales. Koka Sexton of LinkedIn posted his thoughts about helping to push this conversation further. The post LinkedIn Study Women In Sales appeared first on Score More Sales.

Study 271

Do You Study Varying Business Models?

Smooth Sale

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. My Story: Study of Varying Business Models . There is need within companies to study business models.

Study 85

[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. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. Conversely, Marketing rated 18% of salespeople as poor – the lowest “poor” rating in the group – while their tolerance for risk rating was much higher, at 7.1

Study 168

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

In a conversation with a very busy CIO (Chief Information Officer) recently he said that he hates when sellers do any of the following: lie about being connected to someone he knows when they aren’t, in order to get him to respond.

Study 242

New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5

A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process


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.

7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study)

Sales Hacker

Studies have found that only 34% of workers in the US are engaged. Other departments were extremely excited to participate, and some folks mentioned they had “no idea” the type of conversations Sales has with our prospects.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

Yet, making these conversations meaningful is difficult to learn and master. Yet, studies show that most sales conversations only get started after repeated attempts to contact one or more decision makers.

How to Control Sales Conversations


The best way to do this is to exercise control over sales conversations. Here are some tips for taking control over sales conversations so that you can sell your solution: 1. By asking the right questions in your early conversations, you can discover the prospect’s major pain points. This should guide the rest of your approach in sales conversations. When conversations start to get off track, gently steer the conversation back to the original pain points.

[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. Business-level conversation.

Study 120

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Instead of trying to close a sale you should be aiming to open a conversation. To back up your claim, link to a case study on your website that provides more details.

A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing Management

While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers. Issue Date: 2014-07-23.

Study: Think duplicate leads are all bad? Think again.


New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads.

Study 104

The Fourth Value Conversation

Corporate Visions

Together, the three value conversations spanned the entire customer acquisition side of marketing and sales. This side of the customer conversation demands provocation and disruptive insights. Or, When and Why to Break the Rule of Threes.

Amazing New Study on Buyer Behavior


The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? This comprehensive study was conducted on 488 buyers representing $4.2 For those that get better meetings and have better conversions into sales, what do they do differently?

Study 53

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

Sales Benchmark Index

Truscott said he had met with Advantage head of commercial John Sullivan last week and "talked about opportunities for a fuller conversation" but Sullivan''s colleague Lo Bue-Said was clearly unimpressed with Truscott''s latest move. "

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

When we took the consultative approach, it was easy to get decision makers to participate in the conversation. 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.

IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

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 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of.

Study 249

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


Just keep in mind that the structure of the question should follow the normal way you’d ask that question in conversation—using multiple question marks (or any multiple punctuation marks) in your subject line can quickly land you in the Promotions tab or spam folder.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

What’s happening during sales conversations, and why deals fail to close, may both have something to do with the curse of knowledge. Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game.

Study 141

Sales Hacks and How to Improve Your Lead Follow Up Conversions

Understanding the Sales Force

This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from FindAccountingSoftware.com , emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information

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

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review.   Conversely, 90 percent were categorized as experiencing infrequent or occasional sadness. Conversely, top salespeople take command of the sales cycle process in order to control their own destiny. 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.

Study 128

Gartner study- buyers rate sales conversations dead last, but there’s hope- share customer stories

Insight Demand

70% of these executive buyers, for example, felt that “customer stories and case studies are the best way that providers can communicate differentiation that I trust ( click ).”.

Study 48

3 Ways To Increase Cold Sales Prospecting Conversions, with Shawn Finder, Episode #118


You won’t want to miss our conversation about the best practices for sending cold emails and tips and tricks for making your emails convert. During our conversation, Shawn recommended a few campaign ideas you can try before sending out cold emails. Subscribe to Selling With Social.

Industry Leaders Agree: Successful Sales Enablement Focuses On Conversations, Not Content


When it comes to empowering salespeople to close deals and drive revenue, too many sales enablement solutions fall short by placing the emphasis on content rather than conversations. But sending a white paper to a prospect can enhance an ongoing conversation.

Study reveals suprising attributes of higher quality leads


We’ve mined data from millions of leads and identified characteristics that lead to improved sales conversion. A complimentary copy of the full report and industry specific versions of the study can be found here.

Study 61

6 Segmentation Strategies to Increase Your Email Marketing Conversions

Connext Digital

A recent study even found that “44% of email recipients made at least one purchase in the last 12 months based on promotional email.” One study has found that the average cart abandonment rate for 2017 was 78.65%. There’s no doubt that email marketing is still effective.

5 Ways to Tune-up Your Website's Conversion Rate to Drive More Leads

Sales Benchmark Index

The true focus is to optimize your website to increase your lead generation conversion rate. Here are 5 Ways to tune-up your website's conversion rate to drive more leads. First, benchmark your current website conversion rate and then try these things to increase it.

Taking The Sales Conversation Beyond Price

Women Sales Pros

We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust.

Research: Improving Value Conversations Key to Sales Execution

The ROI Guy

Over 60% of buyers are disengaging with sales teams because the sales reps didn''t present value or really understand the buyers'' business challenges , this according to the Sales Execution Trends study of 200 worldwide sales leaders by our partner Qvidian.

70+ Phrases to Drastically Improve Conversion Rates


Seasoned marketers and copywriters know that a single word can drastically improve conversion rates. Why did that one word triple your conversions? How to use it: As you write marketing copy, pretend that you’re speaking directly to a friend and adopt a conversational tone.

Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

The Brooks Group

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you dating conversations.

Study 61

B2B Conversion Optimization – From Data to Conversion


Consider these tips to make conversion elements more appealing to your visitors. To boot, also offer some un-gated yet helpful and high-quality content to your customers in the form of infographics, e-books, videos, blogs, case studies, etc. Happy Conversions!! The post B2B Conversion Optimization – From Data to Conversion appeared first on CircleBack. General Marketing Sales B2B conversions

Infographic: Sales Processes that Boost Conversion


A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. The post Infographic: Sales Processes that Boost Conversion appeared first on Leads360 Blog.

28 Creative Email Subject Lines That Restart Stalled Sales Conversations

Hubspot Sales

Below are 28 creative sales email subject lines you can use to restart a stalled conversation without getting lost in the noise. According to a ContactMonkey study , sales emails with "Re:" as the subject line are opened 92% of the time. Subject Lines for Reconnecting. Closing the loop.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


These technologies support lead follow-up, can help increase the quality of lead engagement, and drive higher conversion rates. The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Study 60

When you Miss These 5 Rare Skills You Kill Your Conversations

Hyper-Connected Selling

Technology Makes Us Conversationally Absent. Sherry Turkle, the author of Reclaiming Conversation , shared the results of a meta-analysis of 72 studies that showed that college students have experienced a 40 percent decline in empathy over the past 30 years.

3 Reasons You Should Join 2017’s Conversational Presenting Trend

Hubspot Sales

Conversational presenting is a big trend in 2017. Treating each meeting like a conversation allows you to navigate presentations based on your prospect’s needs. Want to take conversational presenting a step further? How to Turn Presentations into Conversations.

Trends 100

Cloudinary’s SDR Team Increases Meeting Conversion Rates with Gong.io


Improving Conversion Rates. When they were first starting out, Cloudinary’s conversion rate for turning meetings set by SDRs into qualified opportunities was stuck at around 70%. But discovering how to increase meeting conversion rates had some obvious challenges.