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 108

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

Trending Sources

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 150

[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 58

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 78

[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 46

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 ).”.

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. "

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 , emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information

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 65

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.

Infographic: How to use SMS to win love, leads, revenue


As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love.

Unica 117

Is Your Sales Lead Response Strategy More James Bond Than Maxwell Smart?


Though the study examines both email and call driven responses, we’ll focus on calls and voicemail strategies in this post. Leaving your first voicemail on your second call has a 31% higher conversion rate than leaving that voicemail on any other call.

Sales 78

A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing

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.

Coaching My Team is Harder Than I Thought! A Coach the Coach Conversation

Keith Rosen

But a possibility that goes unfulfilled is still a possibility, for you continually co-create new possibilities throughout a conversation that neither you or your direct report saw before. Not, “The act of instilling my expectations into the conversation and driving my own personal agenda.”.

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.

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. Watch the video here, or read through the conversation below. Henry : When you, Justin, first started here at DiscoverOrg, I remember a conversation I had with you where you said, “The way that DiscoverOrg embraces technology is just so much different than any other company I’ve ever worked at.”

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 23

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.

6 Positive Habits You Must Adopt For All Sales Calls


You can even focus on writing positive things down, as one scientific study found that writing about intensely positive experiences has a dramatic effect on mood levels. The ideal salesperson is someone who isn’t looking for a quick commission or a bump in their conversion ratio. Building Trust Conversation listening Story b2b conversation habits motivation sales storytelling

Spaced Repetition is the Key to Sales Training Reinforcement


But with complex relationships to manage, deals to close and quotas to hit, sales professionals can’t sit and study all day. Studies show a 30 to 55 percent improvement in knowledge recall when using spaced repetition over a single, point-in-time learning event.

SAP 15

Determining the right number of sales leads for reps and vice versa


Leads360 sales scientists (OK, they’re really analysts) have been busy in the lab office, analyzing the relationship between number of sales leads, number of reps, and conversion rates across hundreds of sales teams. Leads360 shares its formula for optimizing the sales leads-to-rep ratio.

Book Review: The Challenger Sale | Sales Motivation and Sales.

The Sales Hunter

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking.

The inside sales calculator you can’t live without


A recent Leads360 study, “ Guide to: Optimizing Your Leads-to-Rep Ratio ,” provides guidance on maximizing outcomes by determining the optimal number of leads to assign to each sales rep to put them in their peak performance zone.

True Story: What Every Salesperson Ought To Know Before Writing Content

Bernadette McClelland

However, if we remove product and company related content, which I am sure you agree would come further down the sales conversation line, then what other content is there to write about or even curate that would stand you in good stead and ensure you be seen as a relevant resource?

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.

Winning contact strategies used by high-performing inside sales teams


New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance. Knowing the answers to these questions can have a measurable impact on conversion.

Putting lead scoring to work for sales


A few months back, we released a study about lead scoring in response to the growing number of customers who voiced interest in leveraging lead scoring to boost performance. sales automation sales conversion sales cycle sales performance sales process

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.

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.


A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo.

Sales success – just how important is grit?

Sales Training Connection

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. She studied the background and works of 300 recognized geniuses, from Leonardo Da Vinci to Mozart to Albert Einstein.

Study 116

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

And they don’t think salespeople can converse with the senior executives who sign off on major purchases. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey.

Top Sales Lead Management Mishaps


A recent study revealed that 33% of inbound leads didn’t even receive a single follow-up call ! Following up within a minute of receiving a lead can increase conversion by up to 5x. Joshua studied at Anoka Ramsey in Minneapolis with a focus on business management and administration.

How to Successfully Market a Product Launch

Increase Sales

Today a close friend, Dan Waldschmidt, unveiled his first book EDGY Conversations. For example, Dan shared this overview of his book in just 52 words: EDGY Conversations is a fresh look at how ordinary people can achieve outrageous success.

The Truth About Why Salespeople Get No Respect

No More Cold Calling

In his recent study, 230 business buyers took a 76-part survey that evaluated how they feel about different types of salespeople. For more on the study—including buyer insights on the challenges that salespeople face—read the rest of Bova’s interview with Martin.).

How to Get Your Sales Message to Resonate Every Time

Understanding the Sales Force

Last week, an article I wrote for LinkedIn went viral and included a large number of very good, very insightful comments that took the conversation deeper and wider. This is an article about getting your sales message to resonate - every time.

Study 72

34 Million Data Points Show What Type of Sales Content Performs Best


What’s more, as the sales process becomes more complex, new demands on sales and marketing emerge, specifically as it relates to using content to drive conversions. A new study from DocSend provides much-needed insight into how sales content can be used to drive a more efficient sales process.

Year-End Roundup: Top 10 Most Popular Blogs of 2017

DiscoverOrg Sales

Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. Join the conversation in the comments!). TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email. STUDY] What Do B2B Buyers Want? The second of two buyer persona studies, this piece is based on surveys of over 270 professionals who control the purse strings of their organization.

Do you understand the impact of pricing reductions on profit?

Sales Training Connection

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.”

Is the Internet Ruining Your People Skills?

No More Cold Calling

Real conversations don’t happen in 140 characters or less. But while there’s much to be said for efficiency, we should not be taking shortcuts when it comes to conversations. Are Your Conversation Skills Getting Rusty? The art of conversation is your competitive advantage.