[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

Buyer 59

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

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 151

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 108

SaaS Case Study: Improving Conversions by 12% with Fewer Form Fields

Software Business Blog

“Less is more,” the old adage goes, and we’ve confirmed that less can be way more when it comes to cart conversion rates. Avangate recently ran some split tests on the Checkout page that increased conversion rates by an impressive 12%.

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. "

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

Study 75

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.

Avangate Spring ‘16 Release: Maximize Revenue Growth with Conversion & Retention Enhancements

Software Business Blog

The new Adobe Analytics conversion reports provide insights into your top converting markets and payment methods, monthly conversion rate, and shopping cart traffic. This spring, Avangate has invested in new features and tools designed to remove conversion barriers and bottlenecks.

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

Sharon Drew Morgan

If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts.

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

5 Coupon Conversion and Retention Best Practices for Sustainable Growth

Software Business Blog

Promotions continue to drive engagement for omnichannel commerce, offering the extra nudge that increases conversion and retention rates to power growth for your business. Promotions can play a big role in generating conversions, especially if you find that shoppers ignore simple reminders.

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.

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.

Book Review: The Challenger Sale: Taking Control of the Customer Conversation

Sales and Management Blog

Matthew Dixon and Brent Adamson in their new book , The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin: 2011) challenge traditional sales theory at its very core. According to their study, the generally accepted view that in complex selling the Relationship Sellers are the most effective and key for building a high performance sales team is 100% wrong.

How to Increase Your Conversion Rate by 10 Percent. At least.

Software Business Blog

What’s killing your conversion rates? By pinpointing and optimizing those areas, you can dramatically, and often quickly, improve your conversion rates throughout your buyer journey. Here’s what you can do to optimize your cart conversion by at least 10 percent.

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

And a new study from International Data Corporation and LinkedIn , surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. The study reveals just how important your sales teams’ social media profiles are at a crucial moment in the sales cycle: the close.

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How to Boost Conversion Rates: What Your SaaS Business Needs To Know About Omnichannnel Commerce

Software Business Blog

Delivering that experience can boost conversion rates. While much of the conversation around omnichannel revolves around uniting in-store and digital experiences, the concept is just as important for B2B SaaS companies.

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

[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.”

21 Of The Best Resources For Improving Your Website Conversions

Ian Brodie

Since then I’ve had a few people ask about other resources to learn about conversion rate optimisation. So here’s my list of the best resources for improving conversions on your website with a special focus on increasing email optins. Case Studies and Examples.

A technology case study: implementing what the customer wants

Sharon Drew Morgan

I continued: “Imagine where we’d be now if you had started our conversation with ‘ What would you have if you had all of your wishes and dreams, and a computer could do everything that your brain would like to do?’ Winning the RFP business: a case study.

The Best Sales Books You’ve Never Heard Of… Some Webinars and an Important Study

Dave Stein's Blog

In this webinar, Mike Schultz, President of RAIN Group and co-author of the Wall Street Journal bestselling Rainmaking Conversations, will cover how sales managers and company leaders can help their sales teams inspire buyers to buy even when they weren’t thinking of buying.

Buyer 64

Study Proves Why Your Salespeople Love Living in No-Po Land

Productivity and Motivational Tips for Inside Sale

A new study from Corporate Visions confirm this. It turns out that most salespeople are not prepared to have high-value conversations : 26% feel unprepared when demonstrating financial justification. 24% feel unprepared during executive conversations.

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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.

A Sales Floor Designed with Motivation in Mind: New Studies on Motivational Workplaces

Productivity and Motivational Tips for Inside Sale

When doctors are calling for more sunlight, more air, and more greenery, and the latest studies show they’re linked to both productivity and motivation, you’d better start thinking twice about throwing up high cubicle walls.

Study 24

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.

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

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.”.

PBTO36: Why Giving a Damn is Underrated and Caring is a Competitive Advantage with Bernadette Jiwa

Mukesh Gupta

In this conversation, we dig deep into her latest book – Meaningful. You can find all the case studies that she mentions here. In this post, we host best selling author, Bernadette Jiwa.

Five Tips To Increase Your Conversions This Holiday Season


So how do you go about capturing their attention and providing the best experience for your holiday shoppers to drive conversions, fast? Entering the conversation that is already going on in their head is always a good idea. We’re racing towards Christmas—FAST.

“My job is to start a conversation”

Sharon Drew Morgan

“My job is to start a conversation,” he said. YOU CAN FACILITATE CHOICE AS YOUR FIRST CONVERSATION. Don’t stop having conversations. By that time, you will not only have ‘started’ a conversation, but you will have facilitated their choice.

PBTO18: In Conversation with Howard Moskowitz and Stephen Rappaport

Mukesh Gupta

He is best known for the detailed study he made of the types of spaghetti sauce and horizontal segmentation. Most important learnings from the conversation: Market Segmentation: . Who is on the show today: In today’s episode, we host Dr. Howard Moskowitz and Stephen Rappaport.

Three Killer Headline Formulas That Could Skyrocket Your Conversion Rates…


Recently I had an interesting conversation with one of our GKIC copywriters about how she cut down her writing time by 75 percent and skyrocketed conversion literally overnight. About six months into her intense study as a copywriter (dedicating about 20 hours a week learning her craft) she was still spending hours and hours just to write a headline for a salesletter. (A

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.

Learn How to Double Call Volume and Drive Higher Conversion Rates

The Sales Insider

Auto Dialer Best Practices How To's Inside Sales Inside Sales Best Practices Inside Sales Tips InsideSales.com Act On Software Act-On case study double call volume increase conversion rate marketing automation Sales Automation solutionSince January 2011, when Act-On Software implemented the InsideSales.com solution, the company has experienced revenue growth of 269 percent year after year. Not to mention, they also experienced growth of over 50 percent quarter after quarter.

Can the CIO facilitate IoT Line of Business Convergence in the Smart Plant – Part 2

Babette Ten Haken

The industrial Internet of Things context expands the value conversation beyond either Business-IT convergence or IT OT convergence. Is IoT line of business convergence part of the CIO’s next evolutionary role as smart enterprises undergo digital transformation?

6 Ways to keep your thinking fresh

Mukesh Gupta

You would be even better off, if you include a lot of variety in your consumption habits and are not restricted to your own field of study or operation. Conversing. Even better if the conversation helps you either solidify or help change your position on a specific topic.

How to Maximize Free Trial Conversion for Desktop Software

Software Business Blog

Marketers are constantly seeking to improve trial conversion rates to grow their user base and reduce their CPA (cost per acquisition, or cost per download). We also cover using a/b testing and analytics to enhance your conversion results across both B2C and B2B markets.

John Carlton’s “Bar Room Conversation” Marketing Tip

Ian Brodie

Rather than just describe your ideal client, you write down the conversation they would have with a barman if they’d come in to a bar at the end of a tough day ready to unload their problems. The Authority Formula – A Marketing Case Study. John Carlton’s “Bar Room Conversation” Marketing Tip is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results. News barroom conversation copywriting John Carlton pen picture