The Pipeline

FEBRUARY 8, 2013

Seems it has stirred up a discussion in one the LinkedIn groups, one I did not belong to, (since joined). Whenever I do a piece on effective voice mail techniques, three things happen: It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people. THAT’S IT!

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. I asked for a show of hands: “Who here regards their CRM software implementation a success?”

CRM 82

CRM Strategy Customer Epiphany 82

Score More Sales

FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. How to not be confused by hype around what the market is telling you to do.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Hubspot Sales

AUGUST 24, 2020

It's a practice that's been picking up steam for some time now, and having a solid digital presence is becoming a staple of any high-achieving sales professional's repertoire. By joining and contributing to those groups, you can find interested prospects and establish yourself as an industry authority through your insight.

Social Media 129

Social Media Webinar Metrics Case Study How To 129

The Spiff Blog

SEPTEMBER 1, 2022

Door-to-door Sales Workers, News and Street Vendors, and Related Workers: $26,430. In a recent study of more than 160,000 salaries, job aggregator Indeed calculated the national average base salary to be $64,379 for a SaaS account executive and $49,216 for an account representative ( source ). All other: $33,200.

Compensation 81

Compensation Salary Incentives Incentive 81

Sales Hacker

AUGUST 7, 2020

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. [link]. Director of North America Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

The ROI Guy

MARCH 12, 2015

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. No surprise, according to Mike Marks, managing partner at Indian River Consulting Group.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Nutshell

NOVEMBER 9, 2018

We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1. Inside Sales” Mike Brooks put it , “you can’t close an unqualified lead.” Get to the root of the problem.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Markempa - Inside Sales

FEBRUARY 20, 2017

Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the salesperson is relevant. However, to ensure success, cold-calling needs to be part of a holistic lead generation strategy. Prospecting must be smart , articulate, engaging and organized.

Cold Calling 100

Cold Calling Lead Generation Sales Qualified Lead Lead Rank 100

Highspot

DECEMBER 19, 2023

With these elements, your SDRs can move through the sales cycle and navigate challenges along the way. This involves knowing their shopping habits, purchase preferences, research methods, demographics, and behaviors. Detailed Buyer Personas Understand your ideal customer.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

OutboundView

FEBRUARY 12, 2020

We’ve also linked to case studies for each of the appointment setting companies as well! Location: Nashville, TN Website: www.outboundview.com Company Overview: OutboundView is focused on everything inside sales related and lead generation related. Case Studies: [link]. Case Studies: [link]. Martal Group.

Lead Generation 36

Lead Generation Outsourcing Services Sales Qualified Lead Company 36

Hubspot Sales

JUNE 1, 2018

Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launch you down the path to a slump. This tactic also applies to inside sales. From a sales perspective, different tasks engage different mental muscles. Multitasking is a myth.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

LevelEleven

JULY 10, 2018

To help get you started, LevelEleven created a comprehensive KPI report featuring the most prominent metrics being used by successful sales managers. Out of all of the industries we studied, technology had the most unique set of KPIs with more than 50 percent difference compared to the other industries. Unique KPIs by Industry.

Report 48

Report Motivation Policies Study 48

ROI4Sales

APRIL 17, 2017

And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. The statistics are firmly established and organizations with inside sales are well aware of the changing buying environment. Nancy Bleeke, President, Sales Pro Insider.

Training 71

Training Hiring Journal Education 71

Sales Evangelist

OCTOBER 1, 2019

Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy. Tyson group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. Inside sales reps are responsible for prospecting.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

The Brooks Group

JUNE 3, 2020

In a recent survey of sales executives conducted by The Brooks Group, nearly half of respondents said they would replace the weakest 10 percent of their sales performers right now. Pay can be important but research shows that what truly motivates knowledge workers is a high level of autonomy, mastery, and purpose,” said HBR. “In

Hiring 52

Hiring Face-to-face Territories Churn 52

Janek Performance Group

APRIL 25, 2022

In sales, most of our time is spent on non-sales activities. How we handle this time is key to our sales success. Time spent not in front of a qualified prospect like traveling, training, and with inside sales reps’ coffee breaks, are all activities that can be performed with intention and focus.

Sports 62

Sports Lead Rank Lead Scoring Course 62

Hubspot Sales

JUNE 22, 2018

In order to exceed your sales targets (if you’re in a closing role) or your opportunity creation targets (if you’re in a sales development role), you must plan your approach, create your messages, identify and research contacts, and more. Research every contact. Group similar activities together.

Buyer 109

Buyer Prospecting Top of Funnel Ideal Customer Profile 109

Distribution Pricing Journal

SEPTEMBER 20, 2023

They once simply executed pricing inside of an ERP pricing matrix, but now they are responsible for analyzing marketing trends, conducting competitive research and sifting through customer buying patterns to determine optimal pricing that drives profitability. Warehouse workers must stock and pick-pack-ship.

Distribution 97

Distribution Infor Face-to-face Hiring 97

DocSend

JANUARY 19, 2018

Generating sales leads that are not ready to convert to your sales department will be a complete waste of time and money. A recent study shows that 40% of an e-commerce store’s revenue is created by 8% of its customers. Marketers record a 20% increase in sales from nurtured leads compared to leads that are not nurtured.

Top of Funnel 66

Top of Funnel Funnel Lead Rank Customer 66

Close.io

JUNE 26, 2019

Integrations allow for better analysis and reporting, superior communication flow as well as better sales prospecting. Step 3: Study & analyze online reviews for tools. Ask about the product in tech-focused Facebook groups. What’s the first thing you do before buying the latest tech tool? You look at reviews. Conclusion.

CRM 75

CRM Decision Maker Follow-up Cold Calling 75

InsideSales.com

OCTOBER 29, 2019

We made a list of the sales skills of the best sales reps, and you know what? Why Sales Success Decreases over the Years. Data from the Miller Heiman group shows that only 53% of sales professionals are hitting or exceeding their quota. BONUS TIP: Research Is One of the Most Important Sales Skills; Use It Wisely.

Face-to-face 78

Face-to-face Scale Motivation Negotiation 78

Sales Training Connection

JANUARY 10, 2014

Inside sales. Recently we published a blog on the emerging importance of inside sales in the B2B market. We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site.

Inside Sales 106

Inside Sales Research B2B Sales Qualified Lead 106

DocSend

APRIL 13, 2019

Generating sales leads that are not ready to convert to your sales department will be a complete waste of time and money. A recent study shows that 40% of an e-commerce store’s revenue is created by 8% of its customers. Marketers record a 20% increase in sales from nurtured leads compared to leads that are not nurtured.

Top of Funnel 40

Top of Funnel Funnel Lead Rank Customer 40

The ROI Guy

MARCH 1, 2016

Most technology spending decisions are now driven and controlled by business groups vs. formal IT. And its not just your direct sales reps that have the issue. Many organizations are relying more and more on channel partners and inside sales to drive growth. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

ExecVision

AUGUST 5, 2019

When your business measures the productivity of your call centers and inside sales teams, it just might be leaving out one of the most important factors. Research has found that “the average annual turnover rate for agents in U.S. And sometimes, group events can be useful as part of the learning process as well.

Hiring 40

Hiring Call-back Retention Coaching 40

Jonathan Farrington

AUGUST 14, 2013

I know much of that developmental need was fulfilled through all the many musical groups I’ve played with, from jazz combos to orchestras, from concert bands to big bands. I think the sooner more of us start saying “sales organization” rather than “sales team” and begin thinking in those terms, the better off everyone will be.

Sports 44

Sports Case Study Research Inside Sales 44

Chorus.ai

MARCH 19, 2019

The same study found they saw 42% less growth than those who say it’s alive and well. Sales reps must learn to leverage technology and adapt to changing communication styles. Reference a personal connection or something you know about their company that you have been researching. and “you’re really great!” Ask for advice.

Cold Calling 67

Cold Calling Face-to-face Call-back Lead Rank 67

Hubspot Sales

JULY 31, 2018

Two types of companies that see the most benefit are: B2B companies that track leads across longer, consultative sales cycles and through upgrade paths (for example, software companies, agencies, or recruiting firms). There are many companies that may not fall into the above groups but would still benefit from a CRM system.

CRM 99

CRM System Hubspot Lead Rank 99

Hubspot Sales

OCTOBER 29, 2017

These channels are run by well-established sales experts -- they're bestselling authors and well-known speakers in the industry. YouTube isn’t their only outlet, but it's one this group has smartly leveraged as the site has grown to reach more than one billion users. 1) Jeffrey Gitomer. 3) Influence at Work. Robert Cialdini, Ph.D.,

Channels 112

Channels Video Training Hiring 112

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ).

Channels 42

Channels Marketing Retail How To 42

SalesHandy

JUNE 5, 2020

The HubSpot research shows that 50% of leads who are qualified to buy are not ready to purchase immediately. Leads interested in similar features and use cases are grouped into segments that will have a unique outreach sequence. Social proof can include referrals, reviews, testimonials, and case studies from existing clients.

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80

Markempa - Inside Sales

FEBRUARY 2, 2015

As part of my research and training, I read a series of books on the subject of lead generation through strategic connections with people. Research your customers and find out where they network, and then do the same. You can follow Josh Wilson, Content Writer, MECLABS Institute on Twitter at @TheVillagePush.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

OnePageCRM

JANUARY 21, 2019

Do your research prior to attending an event, this is especially useful if there are 100’s of talks. This leadership retreat is perfect for individuals who have a sales leadership responsibility. You’ll have the opportunity to network and learn from a select group of 50 leaders in a fun and relaxing learning environment.

Conference 22

Conference Twitter Networking Inbound 22

OnePageCRM

JANUARY 7, 2019

If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! Do your research prior to attending an event, this is especially useful if there are 100’s of talks. This leadership retreat is perfect for individuals who have a sales leadership responsibility.

Conference 22

Conference Twitter Networking Inbound 22

OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. According to research from Harvard Business Review , clear communication is often what separates the strongest sales reps from those who miss their quotas.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52