All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. The DiscoverOrg vs. ZoomInfo case study. Case-study conclusion. to be exact) from the first touch, with a nearly 8% bounce rate on the second touch.

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Our case study is about a Sales VP Steve McKenzie. His exact words to me. “I Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling?

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Since they’re not exactly sure how to behave, they may act in a way the buyer considers too pushy, or overcompensate by being overly friendly. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. Get Part 1 of our 2-part study: Why Didn’t They Buy? What's wrong with salespeople (& how to fix it) Get the complete study.

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.

In the Race to Win More Customers, Sales Needs Digital Transformation

Results track almost exactly the same regarding. In a recent study by 451 Research, 31% of. 1 Online: | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. This kind of story doesn''t happen every day.

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

It’ll make it feel like a marketing broadcast that went out to half a million people—not exactly the best first impression with a sales email that’s intended to be somewhat personal. Many studies say 8am (of your prospects’ local time) is best.

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.

Surprising Social Selling Secret Drives Sales Revenue

Understanding the Sales Force

If you''ve been reading my Blog, then you are probably aware of OMG''s big Sales Force Effectiveness Study that we''ve been working on for the past three months. One of the things we studied is the impact of Social Selling.

How NOT to Write a Cold Email: Real Life Example (Complete Breakdown)

Sales Hacker

This is a real life cold email example, fully broken down step by step, to show you exactly what NOT to do when engaging your prospects. Certified Sales Expert Sales Emails Winning By Design Case Studies

A Killer Sales Story!

A Sales Guy

A great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. Book Reviews/Quotes Sales Book Reviews Sales Case Studies Sales Stories Selling The Challenger Sale Winning Sales StoriesThis is the compelling element of sales for me. It’s where the challenge lies.

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. I reported on last year's report in detail here , but my conclusion for 2018 is the exact same conclusion I came to in 2017.

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Part 4 - The Real Story Behind the Sales Selection Fiasco

Understanding the Sales Force

The 2016 MLB playoffs are in full swing so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting - at bats in pressure situations that usually occur late in the game - has been studied a lot in recent years.

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OneLaw increases productivity and gains momentum using OnePageCRM


It does exactly what we need it to do”. Case study Featured Inside Sales SMB / SME B2B sales close sales Sales sales cycleThe management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul. It was during this process that the opportunity arose to try other CRM’s and the team jumped at the chance to try OnePageCRM.

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Content marketing for sales: 6 ideas to address the bottom of the funnel

Base CRM

It’s also important to know exactly what to measure to prove to company management that the content you’re producing is effective. Case studies. Case studies prove to prospects that your product/service works for other businesses.

4 Steps to Crafting Compelling Value Propositions

Sales and Marketing Management

With competition so immense, and the chances of failure so high (at a rate of 95 percent, to be exact), attention should be paid to delivering value to your target audience. It’s a short narrative explaining how exactly your products or services will help a customer’s life in a distinct way.

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

DiscoverOrg Sales

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. This is Part 2 of the study “Why Didn’t They Buy?” Martin and DiscoverOrg CRO Katie Bullard discuss study findings.

5 Ways Sales Managers Can Improve Their Leadership & Culture At Work

MTD Sales Training

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Yet, the study shows that many of the top 20 companies advocate giving their staff a degree of independence and free-thinking that allows them some semblance of control.

4 Foolproof Ways to Beat Price Objections


Leverage customer testimonials or case studies. Did you know most B2B marketers consider customer testimonials and case studies to be the most effective content marketing tactic ( source )? Here’s why: Testimonials and case studies build trust.

Stop Overlooking This if You Really Want Qualified Leads

No More Cold Calling

In the same study, 71.4 In a separate HubSpot study, salespeople were asked which part of the sales process is most difficult—prospecting (42%), closing (36%), or qualifying (22%). That means you: Clearly describe your ideal client—exactly who you want to meet.

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The Rules of Sales Engagement Have Changed {Infographic}


A commissioned study conducted by Forrester Consulting on behalf of SalesLoft found that “while increasingly independent, prospective customers will engage with knowledgeable, empathetic, and informed sellers who provide relevant information and insights tailored to their business and needs.”

A Salesperson’s Ideal Height and Do Tall Salespeople Sell More?

HeavyHitter Sales

I recently conducted a study of over five-hundred sales professionals across the United States who shared thoughts about their height in relation to their sales performance to answer this question. This study was part of a much larger research project on the Personas of Top Salespeople.

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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

That’s exactly where you want to be. A study from SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. A Buyer Persona Study by Steve W. If you’re dealing with an objection, congratulations!

Three Proven Ways to Increase the Value of Your Sales Content

Smart Selling Tools

But what is that value, exactly? The study also revealed insights into what it takes to actually accomplish that level of effective sales enablement. In fact, less than one-fourth of study participants said they could track sales content ROI with any precision.

How to Deal with a Failure

Go for No!

What exactly are our qualifications for writing the answers? We dug in and studied why those books failed and taught people how to avoid the mistakes we made. You tried (business venture, project, idea, etc.) and failed. Now what?

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B2B sales – is more better?

Sales Training Connection

In Carlson and Shu’s study , more claims were better – until the 4 th. If you want to read a brief summary of the study, you can find it in the New York Times.]. But, as is always the case, it’s wise to examine the study details. But the study was about B2C sales.

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Best holiday gifts for Sales from Marketing

Jeff Davis

Thus, the sales leader must be able to clearly articulate exactly how completing alignment activities will help them achieve quota. The top five based on the study were as follows: Increase the productivity of customer/opportunity acquisition.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

And this is exactly what the new Salesforce sales rep did. A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings.

How to Get Your Voice Mails Returned

Mr. Inside Sales

Studies have shown that repeated attempts to reach new contacts is crucial in not only creating a brand awareness, but also in increasing the odds of that prospect reaching back out to you. Studies differ, but the best strategy tends to run from 22 days to a month.

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Welcome to Customer Revenue Optimization – The New Science of Selling


I don’t know when exactly it happened, but it definitely happened in the last 15 years – selling changed. Our new Benchmark research study validates that the thirst for revenue growth is the top business priority (89%) in 2019.

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


Sales content – from product overviews to case studies – has long been a tool that sales reps have leveraged to keep prospects engaged and to drive deals forward. That’s easier said than done, though – and this is exactly where sales content benchmarks come into the picture.

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Is Your Sales Enablement Enabling the Right Things?

Smart Selling Tools

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% One reason for this failure is confusion about what exactly sales enablement should be enabling. But what, exactly, does that entail?

Got sales goals for next year? Here's how to achieve them.

Jeffrey Gitomer

These reasons seem pretty easy to overcome, yet studies show that more than 70% of our adult society does not even set goals in writing. Write exactly what you want to Where will you be one year from today? Where will your sales be? How will you get there?

Challenger Sales Shares Two Elements for Winning Critical Customer Moments


He grabbed the flight manual and studied in the nick of time, learning the protocol and following the steps to make it out alive. A study conducted by Aberdeen Group uncovered that 42% of best-in-class companies use sales playbooks , resulting in better attainment of quota, higher rates of customer retention, and higher lead conversion rates. Highspot notes that studies have shown sales reps spend 40% of their time finding or creating content.

Do Women in Sales Really Lack Self-Confidence?

No More Cold Calling

Well, women’s lack of confidence is a myth, according to several recent studies. When the playing field is equal, women know exactly how to excel. Don’t believe everything you hear about women.

Time Management is a Myth

Bernadette McClelland

In saying that, here are 5 thoughts you may like to consider if you find yourself veering off course or chasing that next shiny object: Discover exactly where you wasting your time. Have you ever done a time in motion study and actually tracked your usage of time.

How to stop losing customers in your sales funnel to your competitors


You should find out exactly what’s causing your prospects to leave your sales funnel. You’ll also be able to monitor them to know when customers are not meeting the goal and exactly where they are dropping off. Are you losing customers in your sales funnel?

You’re Only Fooling Yourself – Sales eXecution 293

The Pipeline

People commit to doing things differently, to taking on new practices, decide to approach things differently, only to stay exactly where they started, and by virtue of that, and given the nature if sales these days, that is really a step back.

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Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. STUDY] Breaking Open the Predictive Black Box : What Data Points Actually Lead to Higher Conversion Rates and More Sales? Sometimes a prospect stumbles upon a solution at exactly the moment they need it … but luck has never been a great sales strategy. Get the complete study.

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How to Use Netflix Secrets to Create Binge-worthy Effective Sales Pitches

Sales Hacker

Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year. The math doesn’t exactly add up. Case studies, videos, ebooks, blog articles — these can and should be used as supplementary content to spice up a sales pitch.