Mindtickle

JANUARY 19, 2023

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage. Forrester’s 2021 B2B Buying Study ).

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

The ROI Guy

JANUARY 15, 2015

Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal.

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

No More Cold Calling

OCTOBER 30, 2016

Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? ” “We’re staying with our current vendor.” Devastating.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Your Sales Management Guru

AUGUST 10, 2016

A Case Study-. BTW: I know from personal experience the steps I am outlining can be executed by small, medium or even large vendor based teams. Constantly invent new sales or partner incentive programs. Next the vendor organization created new salesperson and technical development programs. Financial Planning.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

The Spiff Blog

FEBRUARY 24, 2023

Would it be helpful to see case studies we’ve done with companies similar to yours? Right now your competitor is our vendor of choice.” “XYZ Your product seems superior, but we don’t want to deal with the hassle of switching vendors.” Which vendor is currently in the lead right now? And, what is it about them you prefer?”

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Sales Hacker

SEPTEMBER 24, 2022

Action: The prospect takes action — either purchasing your product, postponing their decision, or opting out and going with another vendor. With that in mind, consider using the strategies below to move your leads down the sales funnel: Leverage social proof, such as case studies and customer testimonials, to build trust.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Cincom Smart Selling

DECEMBER 8, 2016

The MIT and Capgemini study showed that while the involvement of senior management is crucial in getting employees such as the sales team more open to adopting technology, only a third of CEOs think digital transformation is important. One lousy experience with a sales agent, and there goes a new customer, and possibly an incentive payout.

Sales Technology 61

Sales Technology Software Software Proposal 61

SBI

AUGUST 21, 2012

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. Studies now reveal startling findings: that”buyers conduct75% of their research before talking to a vendor” and that “the majority of buyers claim theywere the ones who found the vendor, not the other way around.”

Vendor 108

Vendor Quota Account Incentives 108

The ROI Guy

JUNE 29, 2015

Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. IDC reports discounts of 20% are now commonplace, but most vendors wich that was all. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

Hubspot Sales

MAY 22, 2018

Prospects who have recently experienced a significant trigger event, such as a change in leadership, market shift, legal problem, or major company development, will have more incentive to address the issue now rather than later. The best way to make sure you don't repeat history is to study it. If so, what happened?

Prospecting 144

Prospecting Hiring Decision Maker Sales Qualified Lead 144

OpenSymmetry

FEBRUARY 23, 2017

According to a study from WorldatWork , best-in-class companies have three or fewer measures for sales compensation calculations. In the past, this was built into their spreadsheet system in a very complicated formula and tracked manually, but it was not a necessary piece of the incentive compensation process.

Compensation 46

Compensation Hiring Commission Churn 46

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Study them, learn from them, and apply their best practices in your own partner programs.

Commission 112

Commission Referrals Hubspot Marketo 112

SBI

NOVEMBER 27, 2012

According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. Whichever approach you choose, gamifying CRM through incentive-centered motivational strategies, or changing the game with newer and more versatile technologies, the end-result will be higher sales efficiency.

CRM 133

CRM Wireless SalesForce Commission 133

Cience

NOVEMBER 6, 2019

Power study, U.S. A study of millions of messages on platforms like Twitter, Yahoo and others found that more than 90% of the messages did not diffuse at all, about 4% were shared only once, and less than 1% were shared more than seven times. Buying a car is an example. Consumers now routinely do lots of online research.

Channels 42

Channels Marketing Retail How To 42

OpenSymmetry

FEBRUARY 22, 2015

Gallup reports from their 2014 study that 31.5% For example, you are able to measure the job and development performance ( Human Capital Management ) of your sales team as it relates to their incentives, rewards, territories and quotas ( Sales Performance Management ).

Scale 40

Scale Compensation Report Twitter 40

LeadFuze

JANUARY 1, 2022

When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. In most cases, the best way to scale an outsource sales team is by hiring service vendors that can help your company grow without adding headcount.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Hyper-Connected Selling

DECEMBER 12, 2017

Now the buyer is controlling the sales process, not the sellers and vendors of the world. For example, a CEB Challenger Study found that 57% of an organization’s buying process is completed before ever engaging with a salesperson. This is flipping the traditional selling relationship.

Marketing 53

Marketing Ideal Customer Profile Lead Rank Lead Scoring 53

Sales and Marketing Management

JUNE 28, 2017

The B2B world has experienced a shift in the way buyers engage with vendors. This trend translates directly into how the RFP process has evolved: multiple buying groups now submit requirements to assess and select the best vendor. These types of incentives align all employees on the growth of the business.

Hiring 180

Hiring Incentives Incentive Compensation 180

The Spiff Blog

JULY 21, 2022

Standardize Your Vendor Assessment Process. However, it’s also important to establish a framework for evaluating the answers to those questions for multiple vendors. Otherwise, it can feel like comparing apples to oranges, since every vendor has their own way of explaining and contextualizing how their software works.

Software 76

Software Software B2B Vendor 76

Sales Hacker

MAY 3, 2021

There’s a myth that corporate buyers hold all the power over vendors – that vendors struggle to sell. 6 things vendors can do to ease the pain of buying. You may have noticed some vendors pushing the envelope and creating landing pages or sales pages that pit them against a competitor – or several. Work on this.

Ideal Customer Profile 77

Ideal Customer Profile Top of Funnel Customer Vendor 77

The Spiff Blog

SEPTEMBER 14, 2023

In fact, studies show that organizations lose an average of $4 million in revenue due to a single non-compliance event ( source ). Include IT and cybersecurity leaders in the evaluation process to ensure that the vendor has sufficient protocols in place to mitigate the risk of a security breach.

Commission 84

Commission Account Compensation Face-to-face 84

Sales and Marketing Management

JUNE 28, 2017

The B2B world has experienced a shift in the way buyers engage with vendors. This trend translates directly into how the RFP process has evolved: multiple buying groups now submit requirements to assess and select the best vendor. These types of incentives align all employees on the growth of the business.

Closing 120

Closing Hiring Incentives Incentive 120

OnePageCRM

MARCH 8, 2017

That’s why vendors use the manufacturer’s suggested retail price (MSRP). And as long as the data support it, vendors will continue to use the power of the number 9. Digital sales platform, Gumroad ran a meta study to compare the conversion rates (the proportion of people who saw a product that bought it). Same with Dropbox.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

LeveragePoint

SEPTEMBER 21, 2018

A Forrester survey of buyer executives found that the first vendor to communicate a vision of value wins the business three quarters of the time. Here is a case study where our solution reduced installation costs by 30%.”. Here is the clinical study. Flexible Case Studies highlight what your solution does for your customers.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Hacker

APRIL 21, 2022

These enterprise features are usually the incentive for the company to purchase the bigger package. To build this list, there’s a number of data vendors like ZoomInfo and Clearbit. These vendors help companies organize a list of target companies and associated contact information. Get case studies from bigger companies.

Ideal Customer Profile 85

Ideal Customer Profile Marketing Enterprise Enterprise 85

LeadFuze

MAY 17, 2021

Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? In a white paper by David Fritz of Growth Solutions, LLC entitled “ Sales Incentive Compensation Best Practices Research ” the firm completed a benchmark survey on sales compensation plans and practices. What is the length of the sales cycle?

Compensation 52

Compensation Hiring Incentives Incentive 52

Tony Hughes

MARCH 12, 2018

Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization. This is a vast challenge in that studies revealed 92% of those listening in on a virtual meeting are disengaged : checking blackberry, calendar, doing email or simply drifting off. Huge mistake, yes?

Social Selling 67

Social Selling Government Top of Funnel Call-back 67

OnePageCRM

MARCH 8, 2017

That’s why vendors use the manufacturer’s suggested retail price (MSRP). And as long as the data support it, vendors will continue to use the power of the number 9. Digital sales platform, Gumroad ran a meta study to compare the conversion rates (the proportion of people who saw a product that bought it). Same with Dropbox.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Sales Hacker

DECEMBER 13, 2018

A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 80

Sales Management Revenue Incentives Incentive 80

The Spiff Blog

FEBRUARY 15, 2022

But those mean different things to different vendors, and may or may not be compatible with a programmer-style approach. According to one study, more than 80% of Excel spreadsheets have mistakes in them ( source ). The post Re-programming Commission Operations for Maximum Growth appeared first on Spiff.

Commission 53

Commission Scale Software Software 53

Allbound

JANUARY 9, 2019

For the longest time, channel partner recruitment put vendors in the driver’s seat. Many partners work with as many as 50 vendors at a time, so they have to be strategic about picking the right vendor to partner with. To make your channel partner program recruitment efforts successful, use these tips: .

Social Media 52

Social Media Channels Media Vendor 52

Openview

MARCH 15, 2019

SIs purchase third-party hardware and software components (usually from multiple vendors) and integrate them to create a customized solution for the end user. Extra Incentives. And sometimes, the extra incentive is old-fashioned swag like tickets to special events. System Integrators. Consultants. Business Planning.

Channels 129

Channels Scale Hiring Lead Rank 129

Sales Hacker

AUGUST 21, 2018

A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

PandaDoc

SEPTEMBER 19, 2023

It may be confused with vertical integration , which is an economic term that refers to the practice of reducing operational costs by producing everything in-house instead of outsourcing from vendors. This involves utilizing industry-specific language, examples, and case studies.

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

LeadFuze

DECEMBER 31, 2021

My vendors, who I pay for my marketing and cold emailing services to reach out on behalf of our company don’t seem as motivated as they should be. This study by HubSpot shows that you should try to reach your prospects during the week. Statistics and Case Studies. You want to be yourself in your writing. I have a problem.

Email Marketing 52

Email Marketing Marketing Lead Rank Lead Scoring 52

Sales Hacker

DECEMBER 8, 2017

That means companies and buyers are getting bombarded with offers, calls, and emails for the same types of vendors left and right, and it’s only getting harder to cut through all the noise. Adopt a millennial-focused incentives and promotions scheme. Reason #2 – GDPR. They don’t know you. They don’t trust you.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Sales Hacker

JULY 17, 2018

Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue. Marketers also analyze and predict prospect behavior by studying the results of these account-specific interactions. How Important Is Lead Nurturing in ABS?

Ideal Customer Profile 54

Ideal Customer Profile Account Decision Maker Buyer Persona 54