Xactly

AUGUST 22, 2018

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. This 2018 study reveals the trends that you can stake your company’s comp strategy on. Take a look and see for yourself.

Compensation 58

Compensation Study Data Lead Rank 58

Sales 2.0

OCTOBER 23, 2023

And sad to say, not all these beautiful proposal documents ended up closing big deals. If possible, include case studies or success stories to demonstrate the effectiveness of your services. Now that we all have this new “intern” that can help with the proposal writing work. I will say more about that soon.

Proposal 221

Proposal Social Media Media Decision Maker 221

Fill the Funnel

APRIL 3, 2015

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud. Why Use Case Studies?

Case Study 48

Case Study Study Top of Funnel Engineering 48

Allego

APRIL 30, 2019

And then I would talk to the rep’s manager, the manager would give the rep some coaching, and we would document that coaching. Documentation showing that the company made an effort to correct a problem is “another great case for this kind of certification.” . Gish’s problem was solved.

Case Study 67

Case Study Pharmaceuticals Study Video 67

HeavyHitter Sales

APRIL 7, 2013

They list their needs in RFP documents that are hundreds of pages in length. Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales managers need a formal sales coaching plan document to capture individual sales rep coaching plans. Sales Coaching Plan. Field Coaching Report.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

The Sales Heretic

JANUARY 3, 2017

Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. Which means you’re no longer even reading this.)

Study 202

Study Buyer Coaching Prospecting 202

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales managers need a formal sales coaching plan document to capture individual sales rep coaching plans. Sales Coaching Plan. Field Coaching Report.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Understanding the Sales Force

JUNE 6, 2018

How many books, studies, manuals and reports have you received that sat and collected dust, reside on your hard drive or in the cloud and remain unopened to this day? In my office, I have 6 shelves full of books that I never read and probably won't read half of the books on my Kindle either!

Data 223

Data CRM Distribution Study 223

Pipeliner

OCTOBER 17, 2022

A virtual data room is essentially an ultra-secure corporate Internet cloud where an enterprise can store the documents needed for due diligence or day-to-day work tasks. Look for a virtual data room that offers more options for document organization than just a folder structure, such as the ability to tag documents.

Software 88

Software Software Data Comparison 88

Accent Technologies

SEPTEMBER 24, 2023

How the transformation unfolded—from search to knowledgebase Gone were the days of endlessly scouring through documents, hoping to extract that one nugget of information. And if you needed documentation or specific content? Within seconds, he gets a concise answer, backed by recent case studies and customer testimonials.

Enterprise 59

Enterprise Enterprise Case Study Face-to-face 59

Sales and Marketing Management

APRIL 24, 2020

Marketing technology guru Scott Brinker has been tracking and documenting the growth of the marketing technology landscape for almost a decade. In the 2019 edition of his Supergraphic , he documented more than 7,000 companies offering data management, marketing automation, customer experience tools, social media monitoring and more.

Data 240

Data B2B Ideal Customer Profile Strategy 240

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content. However, the study shows they don’t know how to produce enough content. Editorial calendar.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Zoominfo

MAY 5, 2020

Document Signing. It’s now hard to imagine a world where the simple distribution, review, signing, and archiving of documents is adopted and then abandoned in favor of a return to paper. Payroll software, however, is nowhere near as simple to adopt as document signing. HR & Payroll Software.

Tools 179

Tools Real Estate Travel Face-to-face 179

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. Let me give you an example: Let’s say that you sell software that enables you to fax documents from your desktop. One of the benefits is that it saves you time and money. So that’s the benefit.

Construction 181

Construction Engineering Software Software 181

DiscoverOrg Sales

AUGUST 11, 2017

Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. From the study: “Overall, study participants rated 12% of salespeople excellent, 23% good, 38% average, and 27% poor. First, the bad news.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SBI

FEBRUARY 20, 2018

Studies have found that companies deploying e-signatures close 17% more deals and average almost 6 times better year-over-year improvement in customer renewal rates*. The Total Economic Impact of Adobe Sign, a commissioned study conducted by Forrester Consulting on behalf of Adobe, 2017. Adobe is creating breakthrough experiences.

Microsoft 139

Microsoft ROI SalesForce How To 139

Zoominfo

JULY 25, 2022

A study about group dynamics at the University of Michigan found that as little as 10 minutes of interpersonal interaction can improve cognitive performance. Better Documentation Building synchronized communication systems for distributed teams lead to more thought-out processes that can overcome silos within your organization.

Lead Rank 130

Lead Rank Apparel Policies Distribution 130

The Pipeline

MARCH 12, 2021

As long as the data validates the failure documented by CSO, all is good. All you need are a few other studies that confirm that 80% are experiencing the same, and you’re good. Usually, those that will do what Sales Disablement and sales leadership can’t get their people to do. A Crisis In Leadership.

Data 386

Data Sales Leadership Quota Sports 386

Distribution Pricing Journal

SEPTEMBER 20, 2023

It is important to develop cultural norms as well as facilitate adoption of communication tools and project management software to facilitate collaboration with real-time messaging, video conferencing, document sharing and workflows. Management Perspective: Encouragingly, management is aligned with the benefits of remote work.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Sales and Marketing Management

MARCH 9, 2021

A recent study documenting risk-taking found that there is a correlation between a willingness to take risks and higher personal satisfaction. He enjoys using what he’s learned from 10 years of studying business and money to help others achieve financial stability. Andy Braddell is a financial analyst and instructor.

Face-to-face 177

Face-to-face Microsoft Competition Influencer 177

PandaDoc

APRIL 24, 2023

Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers. It’s much easier to pull together such disparate content if you use a document management solution like PandaDoc.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

No More Cold Calling

JANUARY 24, 2013

A November 2011 study by Facebook and the University of Milan, which mined data from the social media site’s 721 million active users, found that the number of intermediate links between two strangers—better known as degrees of separation—is, at 4.74, fewer than we thought. Guess we’re all that much closer to Kevin Bacon.”. Lesson learned.

Referrals 243

Referrals Airlines Social Media Networking 243

SBI

OCTOBER 17, 2017

According to an IDC report, Bridging the Document Disconnect in Sales , although most business today is digital, 56 percent of executives still rely on paper to sign contracts and close deals. Business slows down every time your sales team needs to download a document, print out a hard copy, chase down a signature, or correct an error.

Face-to-face 139

Face-to-face Margin Closing Study 139

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

PandaDoc

JULY 27, 2020

Companies that opt for e-signatures tend to see a myriad of positive outcomes, from reduced document creation costs to happier, more loyal customers. What’s more, investment in a document management app drives a positive return-on-investment in the vast majority of cases. Faster document processing time. Fewer document errors.

Benefit 59

Benefit Data Proposal Loyalty 59

Sales and Marketing Management

NOVEMBER 12, 2018

Studies show that high-performing sales teams depend on strictly enforced structures and processes to get work done. Over 70 percent of all high-performing teams in a study published by HBR were found to have at least a well-documented, if not closely monitored and enforced, sales structure in place.

B2B 205

B2B Hiring Lead Rank Scale 205

Zoominfo

MAY 5, 2020

Document Signing The in-person signature is a critical part of billing and contracts for many businesses. It’s now hard to imagine a world where the simple distribution, review, signing, and archiving of documents is adopted and then abandoned in favor of a return to paper.

Tools 130

Tools Real Estate Travel Face-to-face 130

DocSend

JUNE 21, 2022

You’ll know exactly when your documents are forwarded to and viewed by other stakeholders within the company. DocSend’s document analytics gives sales reps x-ray vision into exactly how prospects are engaging with your collateral. It justifies greater spend on whitepapers or case studies since you can actually tie data to them. .

Scale 88

Scale Closing Collateral Top of Funnel 88

Shari Levitin

AUGUST 23, 2023

We have files we don’t know about, others that appeared mysteriously by accident when we read an email and multiple versions of the same document; it’s often difficult to tell which is the most current.” ” Unfortunately, most training programs are no different. Does it provide clarity? Are my communications direct?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Zoominfo

SEPTEMBER 24, 2021

A Hinge Research Institute study indicated that greater sales automation adoption is a characteristic of high-growth firms , which it defines as businesses that have a compound annual growth rate of 20 percent or greater over a three-year period. Source: High Growth Study 2021, published by the Hinge Research Institute. percent vs. 16.6

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Zoominfo

JULY 25, 2022

A study by Great Place to Work found that productivity increased sharply at the start of the pandemic in 2020. In a study published by Forbes , more than half of employees who became accustomed to a hybrid workplace model experienced better mental health, work-life balance, and increased physical activity.

Lead Rank 130

Lead Rank Compensation Journal Retention 130

Janek Performance Group

FEBRUARY 1, 2022

In addition, these activities can reveal their true motivation and sales acumen: Ask them to highlight an instance where they had to “think like an entrepreneur” Ask about specific leadership skills (for example, starting a new business initiative) Ask them to recommend a feasible solution to a real-life customer case study.

Hiring 118

Hiring How To Coaching Retention 118

PandaDoc

APRIL 8, 2024

A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. Finally, a deal desk decides on the supporting sales collateral needed to strengthen a sales offer , such as a presentation deck, a one-pager, a case study, and other materials.

Strategy 52

Strategy Decision Maker Proposal How To 52

Alice Heiman

NOVEMBER 13, 2019

A sales playbook is a document compiled either in a document or on an electronic platform that outlines the sales process and provides necessary information and resources salespeople can use at each stage of the sale. What is a Sales Playbook? Use bullet points and multimedia such as videos and podcasts.

Hiring 116

Hiring Case Study Webinar Metrics Video 116