CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. For this study we primarily spoke to Mid-Market (500-2000 employees) and Enterprise (>2000 employees) – 80% of participants.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The new study found that sales operations’ already-expansive ecosystem continues to grow.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

Miller Heiman Group

AUGUST 27, 2019

Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients. A privately held, global manufacturing firm supplying the HVAC industry took a smaller upsell opportunity for granted—and risked losing it to a competitor, until its sellers took SSwP training in 2018.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

CommercialTribe

MARCH 25, 2021

When we conducted a recent benchmark study with 40+ sales leaders, we focused on the role of the sales manager in increasing new hire time to productivity. Indeed, study participants said they saw a 52% improvement in quota attainment vs. plan after their first year. High performers are disproportionately made up of tenured sellers.

Hiring 52

Hiring Study Top of Funnel Quota 52

CommercialTribe

MAY 4, 2021

In the most recent blog post in our benchmark study series, we noted that while it might be more enjoyable in the short-term to focus energy on high performers, however, the costs associated with not developing new hires and middle performers because they aren’t getting the attention they need is costly — more than $200,000 and an average of 4.3

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

Velocify

JUNE 5, 2013

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. The post Study: Think duplicate leads are all bad?

Study 100

Study Leads360 Lead Rank Lead Scoring 100

SBI Growth

JULY 18, 2013

If you do not want to suffer as Chris is, download the Comp Plan Communications Plan here. 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 266

Case Study Study Commission Company 266

Miller Heiman Group

JANUARY 16, 2020

The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% But fear not: AI offers quite powerful opportunities for those sales organizations ready to invest in it.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

The Pipeline

MAY 28, 2019

If not careful, time can be stolen by or wasted on the wrong opportunities. There are many views, there are even more truths, but time marches on without change — an opportunity for those who spend it productively, most return on units. It is vital to be cognizant of how long an opportunity should be in each stage of your sale.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

The Pipeline

APRIL 30, 2019

All those “best of breed” companies who call you the instant you download something, well that call is a cold call. In one they explored the challenges and opportunities of “networking.” It doesn’t matter how much prior contact you may have had on LinkedIn, maybe they attended your webinar, or met at a network meeting.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

DiscoverOrg Sales

FEBRUARY 9, 2018

Download our new study: Which Datapoints Predict a Purchase? Download the new study. Action-based triggers and opportunity alerts. Step up your predictive intelligence game: Download the new study. But I’m afraid I’m missing out on other opportunities. Kick it to the curb. My database is tiny.

Data 181

Data Sales Qualified Lead Study ROI 181

Allego

NOVEMBER 3, 2022

You must connect assets to opportunities and track the right metrics to measure effectiveness. From the first eBook a prospect downloads to the last case study they read, deal content tracking shows how and when your sales material influences the deal and contributes to actual dollars. How to Track Deal Content: 3 Metrics.

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Membrain

OCTOBER 7, 2018

If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement. I have to admit being consumed with CSO Insights latest Sales Performance Report.

Sales Management 111

Sales Management Analysis Consumer Study 111

Allego

DECEMBER 6, 2023

The Best Strategy to Get Sellers to Use Marketing Content Download Getting Sellers Engaged to learn the most effective approach for getting sellers to use your marketing content in their customer conversations. The research also shows case studies are the most effective presentation style for sales leaders and product specialists.

Motivation 71

Motivation Marketing Collateral Case Study 71

SBI Growth

OCTOBER 31, 2013

Start by downloading the Performance Optimizer to analyze how you spend your time. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. Turn post-sales support and client consulting into referral opportunities. of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Zoominfo

APRIL 23, 2021

ZoomInfo’s Workflows tool ensures that reps can easily automate their plays and ensure that potential sales opportunities don’t fall through the cracks. Studies show that new executives spend more than two-thirds of their available budget within their first three to six months. 2: New sales or marketing leader play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

SBI Growth

JUNE 29, 2013

Download the free “ Sales Onboarding Gamification Checklist ” and jump-start your program today. They thrive on opportunities to win rewards and prizes. See below for links to case studies.) Download the Sales Onboarding Gamification Checklist. Read the case studies and watch the video demos of their solutions in action.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Zoominfo

MARCH 8, 2022

The impact of dirty data on your sales and marketing teams can range from inaccurate targeting that prevents lead generation , to a sluggish sales pipeline that struggles to convert opportunities into customers. Download our guide to evaluating global data providers to learn more about what you should look for in a data provider.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

Score More Sales

APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call. Expand Your Pipeline.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Increase Sales

AUGUST 30, 2017

We download something and then we get an automated message for some follow-up or worse yet a direct sales pitch. Today I download some sales enablement research for an article I was writing. I received the following message: Leanne, I noticed you have downloaded the CSO Insights Sales Management Enablement study.

Sales Qualified Lead 95

Sales Qualified Lead Influencer Study Follow-up 95

SBI Growth

SEPTEMBER 28, 2013

A recent study by CEO.com shows that 70% of Fortune 500 CEO’s are not on Social Media. You can download the Social Executive Profile Builder to help you create a social brand. Here is a good opportunity to lead from the front. Download the Social Executive Profile Builder and learn to build your brand effectively.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

JANUARY 19, 2014

Opportunities slip through the cracks. Download our New Rep Onboarding Checklist document for 4 weeks of successful training. Personas and buying process maps should be studied to ensure buyer alignment. Opportunity Entry. Download our New Rep Onboarding Checklist. This is a critial mistake. Buying Process Maps.

Hiring 275

Hiring Policies Territories System 275

Zoominfo

FEBRUARY 25, 2021

As emails feed into your CRM, sales and marketing will have the opportunity to nurture the new leads with additional content. Keep the conversation going by offering additional, related content, such as: A related blog post link A 30-second “thank you” video from the host A limited-time ungated whitepaper or case study.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Highspot

MARCH 21, 2024

Do you have irresistible savings, limited-time offers, or other exclusive opportunities? Is it causing them frustration, rejection, loss of opportunity, or any other negative outcomes? Download our industry insights report! Be sure to choose case studies in the same industry and company size. Send a promo email.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Sales and Marketing Management

JUNE 20, 2019

Author: Todd Caponi Every year, Gallup publishes a study focused on the most and least trusted professions. There’s an opportunity being exacerbated by a non-obvious evolution in buying behavior. According to a PowerReviews study , purchase likelihood peaks when a review score is between a 4.2-4.5.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Closer's Coffee

FEBRUARY 27, 2021

A STUDY ON SALES PROFESSIONALS AND GAME THEORY. During the 4th quarter of 2020, it was presented with an interesting opportunity to prove out a new business concept in partnership with Closer’s Coffee Inc, a sales enablement and media company that’s focuses on solutions meant to drive performance among sales reps.

CRM 52

CRM Case Study Face-to-face Outside Sales 52

Nutshell

MARCH 15, 2024

DOWNLOAD Ready to become a better sales leader? FREE DOWNLOAD The importance of lead nurturing for closing deals It’s true that many sales reps out there obsess over closing deals versus building genuine relationships with their prospects and customers. Download it today and start heating up your cold leads!

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Sales and Marketing Management

JUNE 26, 2017

The key is to leverage technology that identifies a web visitor’s company if they are a known or unknown lead in the system, and then ties it back to their CRM/MAP to know if the visitor belongs to a segment with an open opportunity. A Case Study on Successful Web Personalization. .

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Highspot

JANUARY 29, 2024

Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Build on Success Stories: Share success stories or case studies that resonate with the prospect’s situation. Offer strategies for turning objections into opportunities.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Allego

NOVEMBER 30, 2022

Research from Accenture’s Future of Work Study 2021 shows that 83% of workers prefer a hybrid model and greater flexibility. Organizations must take this opportunity to revamp their onboarding practices and adapt them for hybrid work environments. During the height of the pandemic, millions of employees began working from home.

Hiring 118

Hiring Exercises Lead Rank Case Study 118

SBI Growth

DECEMBER 26, 2013

Jerry leverages his CRM system to manage his opportunities. A time study can pinpoint the activities that drain hours from sales efforts. But a simple time study be just as effective. Here’s how: Download the free SBI Time Study Template. Here’s how: Download the free SBI Time Study Template.

Hiring 282

Hiring SAP Study Retention 282

Miller Heiman Group

FEBRUARY 18, 2020

Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. But driving the adoption of sales tools and technology with frontline sellers was one of sales management’s three biggest weaknesses, according to our 2020 Trends in Sales Management study. Where’s the disconnect?

Sales Management 99

Sales Management Sales Technology Study Quota 99

SBI Growth

DECEMBER 5, 2013

This article and download will provoke you to make change. Download the Customer Quality Checklist to facilitate the effort. Conduct a time study on yourself. Use this opportunity to refer them to a better alternative. Then it’s time to identify them, fire them, and look to greener pastures. Terminate your Bad Customer.

Customer 303

Customer Referrals Margin Territories 303

criteria for success

MARCH 14, 2023

Featured on this episode: Ravi Rajani on LinkedIn Elizabeth Frederick on LinkedIn Ravi's Resource Recommendations: Influence Is Your Superpower by Zoe Chance Ravi's free guide to develop your elevator story CFS Resource Recommendations: Check out our free resource Change Ignites Growth: 7 Ways to Use Change as an Opportunity Subscribe to our blog

Case Study 52

Case Study Social Media Twitter LinkedIn 52

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. Download the Customer Alignment Guide to get started. Marketing - Poor lead quality and quantity of opportunities can lead to a downward revenue spiral. Selling time is wasted on deals that result in no decisions and lost opportunities. Out of Touch.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

criteria for success

AUGUST 3, 2022

Studies have shown that those private, internal conversations are usually self-critical, negative, and usually based on our, often skewed, interpretation of reality. When I approach a sales meeting from the perspective of abundance, I’m more sincere, confident, and focused on finding opportunities that'll add value. Download Now.

Sales Meeting 98

Sales Meeting Meeting Objections ACT 98

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. But don’t merely accept digital, learn to use it effectively. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312