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Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Taking the lead with lead quality insights

Leads360

This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way.

Sales CRM for Small Businesses with BIG Ambition

Leads360

It was also built as a sales equalizer – with winning sales strategies baked right into the product including workflows, call strategies, and email templates, all based on research of top performing sales organizations.

Insurance ICM Industry Market Overview

LeapComp

Gartner released a market overview specific to the insurance incentive compensation industry. For those who haven’t seen it or don’t have access to it, here is a summary of what I found to be the most interesting facts: There are 9 main ICM vendors in the life, property and casuality (P&C), and health insurance industry: ActekSoft, Callidus Software, CSC, CSSI, MajescoMastek, SAP, SunGard, Synygy and Versata.

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The Value (And The Sale)…Was In The Solution

Bob Burg's Blog

Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill. Surprised, they did some research and found out this was indeed true. They then called their insurance company. My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home.

The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota. At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process.

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The Single Biggest Difference Between Highly Successful Sellers and Also Rans

Sales and Management Blog

If you network, it means actually being in front of and meeting prospects or garnering introductions to prospects from referral partners, not researching events or even spending time at non-qualified events where you’ll meet few, if any, prospects. . It means creating a highly targeted and well researched direct mail campaign, not just sending letters to a purchased list.

A/B Testing to Increase Conversion Rates

Software Business Blog

Sellpoints conducted qualitative research by polling shoppers and found that a perception of high price, as well as confusion about the digital delivery method and download insurance offering, were all affecting conversion rates. Sometimes the best tests don’t tell us anything at all.

April 1st - A Day for Sales People to Remember

Anthony Cole Training

I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. With April Fool’s Day on the horizon, I did some research on this annual day of chicanery. I got into the life insurance business as an agent with National Life of Vermont.

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The 3 Top Industries for Social Selling with LinkedIn

No More Cold Calling

Business Services: Industries like Commercial Insurance, Commercial Real Estate, and Business Banking benefit from the long-term payoff of a LinkedIn investment. Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Research over the years has found that positive attitudes impact sales success. One of the pioneers of this research is Dr. Martin Seligman. Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it.

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

Sharon Drew Morgan

My tech team used the material to involve all the right people immediately and extract the most vital information quickly, making programming and implementing more efficient, and insuring early project completion and no ‘user errors’. I’d like to set the record straight.

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales by Sharon Drew Morgen

Sharon Drew Morgan

My tech team used the material to involve all the right people immediately and extract the most vital information quickly, making programming and implementing more efficient, and insuring early project completion and no ‘user errors’. I’d like to set the record straight.

Sales Tips: Overcoming Basic Instincts

Customer Centric Selling

For example if approaching a car head on, veering to the right (an American instinct) can make you wish you’d opted for the insurance. They do their own research of offerings via the Internet and social networking. Sales Tips: Overcoming Basic Instincts.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

I haven’t researched how rare.). Insurance actuaries would give you a life expectancy of around 50 years. My insurance man graduated from Rutgers in Agriculture. Read the speech that helped to shape my perspective on education, sales, and life in general.

Study reveals suprising attributes of higher quality leads

Leads360

Today we’re sharing a gold mine of valuable insight on what makes for a higher quality lead in insurance, mortgage and education. Our research shows that leads with specific characteristics convert or enroll more than three times higher than average.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

At DiscoverOrg we hear about them more than most, because we actually solve this issue for our customers with a database of more than 400,000 contacts within the IT, Marketing and Finance departments of over 19,000 companies that is constantly refreshed by our in-house research team.

Leveraging LinkedIn Connections

Jill Konrath's Fresh Sales Strategies Blog

Recent research from Reachable.com shows just how much it impacts you''re ability to get a callback from a "stranger." I work with seniors, but I am referred by business partners such as attorneys, financial planners, certified financial planners and insurance planners.

What's in a Name? Alternative Senders in Email Marketing

Inside Campaigner

For instance, if a brand regularly asks contacts to participate in surveys, a From address that contains “Surveys” or “Research” in the name would be ideal for these emails; this step adds transparency between the brand and customer, and encourages opens from contacts who normally take such surveys.

Dogfooding: is it part of your CRM selection process?

Jonathan Farrington

” I recently had the opportunity to present my product to the VP of Sales Support at a major insurance company. Based on his research, the VP came up with 4 key features that he believed were critical for the successful implementation of a new CRM system: 1.

Never Again Struggle with Staying in Contact with Prospects

Sales and Management Blog

Do you have a proven process for insuring that your relationships with prospects are continually moving forward in a manner that is purposeful and leads to the natural culmination of the process? Never leave a meeting without agreeing on what will happen next and when it will happen: Are you going to research an issue for the prospect? If so, when will you deliver the results of your research and how will you deliver them-in person, via an email, or will you send them via the mail?

How Much Sales Content is Too Much?

Dave Stein's Blog

” I heard that question too many times when I was running ES Research Group. because the customer knows they have to pay for your product, whether its software, trucks, or group life insurance.

I’ll Never Make That Mistake Again. Ever.

Dave Stein's Blog

I’ve used research data from HireRight in some of my presentations over the years. Dave Stein: I know HireRight has done research in the past about the dramatic number of candidates that misrepresent themselves and their experience on resumes.

Stupid, Damn Sales Scripts @#$%&?!!!

Increase Sales

When we were discussing shipping the phone to my home address, she asked me “Do you want the device insured?” So I asked “Why should I insure the phone? Doesn’t Verizon pay for insurance shipping? Her response was “Do you want the device insured?”

Customer Retention: A Critical Selling Capability

Dave Stein's Blog

But the research clearly shows how customers feel about their experience has a much more powerful impact on retention. Interview Research sales training Customer Retention Matthew HawkMy friend, Joe Galvin, of SiriusDecisions, recently introduced me to Matthew Hawk, Ph.D. (See

What Makes YOU So Special?

No More Cold Calling

Most consumers, before buying anything, will conduct online research. consult with some of the nation’s top advisors and agents, broker dealers, and insurance companies on strategic marketing planning, recruiting, and the development of more effective business-growth strategies.

The Best B2B Customer Service I’ve Ever Seen

Dave Stein's Blog

The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. I must also mention that the independent market research firm, Gestalt, conducts surveys on Minnesota Life clients. Dave: I know some of your clients need to buy group life insurance at the lowest rates. While we are experts at group life insurance, the foundation of what we do lies in treating people with respect.

The Best B2B Customer Service I’ve Ever Seen

Dave Stein's Blog

The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. I must also mention that the independent market research firm, Gestalt, conducts surveys on Minnesota Life clients. Dave: I know some of your clients need to buy group life insurance at the lowest rates. While we are experts at group life insurance, the foundation of what we do lies in treating people with respect.

Brent's Social CRM Blog: Social CRM Mainstreaming Continues.

Social CRM

Theyll have to be able to do so in a way that insures a cohesive message is delivered at the local level that reinforces the overall brand, while insuring each message coming from individual representatives is compliant with regulations (corporate and governmental). I know personally I have spoken to many insurance agents, financial service professionals, and others in regulated industries who have said many of the same things that would seem to back up the numbers above.

Are You BS’ing Yourself with Your “Prospecting” Activity?

Sales and Management Blog

If you network, it means actually being in front of and meeting prospects or garnering introductions to prospects from referral partners, not researching events or even spending time at non-qualified events where you’ll meet few, if any, prospects. It means creating a highly targeted and well researched direct mail campaign, not just sending letters to a purchased list.

B2B Prospecting Data Just Keeps Getting Better

Pointclear

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively.

No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

The majority of our volume comes from direct repair programs (DRP) that requires you be on the insurance company’s preferred list. He conducted buyer research and asked his customers what their requirements would be. To learn more about winning big deals using a Key Account Management Program, register for SBI’s Make The Number Q3 Research Tour here. This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market.

“People Buy from People” and Other Lies

Cincom Smart Selling

It doesn’t matter if you are buying groceries, guitars, insurance or airplane tickets, you are likely dealing with a self- operated POS scanner or an online e-commerce facility. They do their own research, they collect their own impartial comparative data and typically they have their decision mostly made when they pick up the phone and ask for a salesperson. We’ve all heard it many times. It comes up almost every time you discuss B2B versus B2C selling.

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CPQ Software – Who Needs It?

Cincom Smart Selling

It turns out that Aberdeen has done quite a bit of research on this subject, and their findings are quite interesting. Aberdeen’s research reveals that lead conversion rates for users of CPQ software run about 8.2 It doesn’t matter if you are talking software, hardware, dump trucks or liability insurance. Aberdeen research shows 1.6 We‘ve just covered a few points revealed by the research conducted by Aberdeen.

CPQ – Who Needs It?

Cincom Smart Selling

It turns out that Aberdeen has done quite a bit of research on this subject, and their findings are quite interesting. Aberdeen’s research reveals that lead conversion rates for users of CPQ software run about 8.2 It doesn’t matter if you are talking software, hardware, dump trucks or liability insurance. Aberdeen research shows 1.6 We‘ve just covered a few points revealed by the research conducted by Aberdeen.

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The Sales Association: 5 Secrets for Asking for a Referral - Do What.

The Sales Association

But there are a lot of business people that benefit from referrals that we don’t readily think of, like car washes, insurance providers, utilities and of course, retail stores. Do your research. Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, February 22, 2011. 5 Secrets for Asking for a Referral - Do What Bill Did. By Julie Hansen I bought a new phone last week. I had no intention of buying a new phone.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

The solution to avoiding these penalties: implement a value-based compensation method to receive the highest reimbursement from insurance companies and government healthcare services. Sales in the pharmaceutical industry has been a rigid and consistent business.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

Improve negotiating positions with vendors and insurance companies. As a result, the evidence from research studies consistently show higher hospital prices and profits following consolidation. Medical sales. In 2010, hospital mergers and acquisitions were valued at $3.8

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

The solution to avoiding these penalties: implement a value-based compensation method to receive the highest reimbursement from insurance companies and government healthcare services. But, based on current research from the physician perspective of value-based plans and recent regulations that foster favorable patient outcome, we may see this change sometime down the line. Sales in the pharmaceutical industry has been a rigid and consistent business.

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Today doctors are under significant pressure from health insurance providers to curb costs. Along with reduced insurance reimbursement and other financial pressures, doctors are finding it harder to make money. Pharma - new challenge, new sales strategy, new sales training.