Taking the lead with lead quality insights

Velocify

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.

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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.

Trending Sources

Sales CRM for Small Businesses with BIG Ambition

Velocify

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.

Are You the Hare or the Tortoise in Your Marketing Approach?

Increase Sales

” My last words to him were: “I have insurance with people I already know and trust.” He or she is far more educated as evidenced by ongoing research that suggests 60% of the buying decision is made before any outreach to a salesperson or firm.

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.

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 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.

16 Sales Jokes to Brighten Up Your Day

Hubspot Sales

6) "I was just doing some personal research". I was selling insurance, but I'm sure you don't want any. Sales can be rough. Some reps deal with hard days by going for a coffee or listening to music.

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.

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.

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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.

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.

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

Prospects expect you to research their company and industry before you call or meet with them, so try to find an answer to your question through a different channel first.

How I Stood Out from 437 Applicants To Get Hired At My Dream Company

Hubspot Sales

Now I'm surrounded by incredibly smart (and fun) people, propelling my marketing career forward, and experiencing perks such as unlimited vacation, health insurance, 401k matching, tuition reimbursement, free books, free beer, and more. But first, I knew I had to do my research.

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.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing

As the previously mentioned Demand Gen Report found, 75 percent of buyers use more sources to research their purchases. Servicing multiple industries, including auto insurance, post-secondary education, health insurance and home services, Underground Elephant provides cloud-based SaaS marketing technology and platforms that deliver qualified calls, clicks and inquiries

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.

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?”

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7 Ways to Add Personality to the Sales Process

Hubspot Sales

There’s a fine line between Internet Researcher Extraordinaire and Creep You Want to Avoid. Instead, find out something cool about your prospect or congratulate her on a recent success, as I did with this contact from a maritime insurance company: Look at you guys hosting a great Summit.

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.

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.

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.

“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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You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. Here’s what you might have missed from No More Cold Calling this month. My pharmacy sent a text that my prescription would be ready at noon on Saturday.

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.

The 10 Best Audiobooks for Salespeople & Sales Managers

Hubspot Sales

You can use simple, research-backed techniques to become more confident, charismatic, and influential. The book draws on more than 35 years of his research into influence and persuasion. It tells the story of Frank Bettger, who at 29 was a failed insurance rep.

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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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

Why Should I Talk to You?

Keith Rosen

If you’re selling IT solutions, insurance, advertising, marketing services, financial or legal services, staffing, consumer goods (clothes, jewelry, make up, etc.), For example, Jill, a client of mine, sells insurance and financial services.

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.

Top 7 Sales Lessons from BISA's 2013 Annual Convention

Anthony Cole Training

BISA is the Bank Insurance and Securities Association. The research they shared indicated that only 50% of the FAs in only 30% of the banks are doing ONE financial plan a month. Her interviews and research about women buyers revealed the following: Women don’t feel listened to.

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Sitting With The Problem

Partners in Excellence

Perhaps the customer has done a lot of research on what they think they want to buy. They think they may know the issues, they think they may understand the problem, they think they may be able to determine their needs and requirements, leveraging web and other research.

Rethinking Account And Opportunity Prioritization

Partners in Excellence

Financial services includes commercial banks, investment companies, insurance, hedge funds, credit card, financing and a number of other segments. In Challenger Customer , and other research, we’ve learned about how difficult it is for the customer to buy.

Selling Financial Results to Executives

Sales Excellence

A large financial services firm might categorize income into interest from loans, insurance premiums, and commissions, while a pharmaceuticals firm lumps all income together and calls it revenue. A restaurant chain could categorize operational expenses by food costs, payroll, and rents, whereas a high-tech manufacturer would break down expenses by research and development, sales and marketing, and administrative costs.

Achieve Greater Sales Success in 2012

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! In the research we do prior to engaging with a new client we find the following: 1.

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The Laws of Sales Attraction By Drew Stevens

Sales Training Advice

Value stems from reading newspapers, trade publications and conducting research. ES Research Group reveals that 90% of all sales training programs conducted for corporations result only in a 90-120 day increase in sales productivity and, as a result, fewer than 20% of companies realize any sustainable productivity gain that lasts beyond 12 months. There is a story of an insurance professional that would visit clients and not leave without three new referrals.

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Think Referrals Don’t Scale?

No More Cold Calling

They research and get links and connections in one place and save hours a week scouring for relevant data. This harkens back to old insurance tactics, when an agent would deliver a policy and then ask the client to send a letter to 10 or 20 of his best friends. Think again.

Are Your Salespeople Still Cold Calling? The Ugly Truth

Understanding the Sales Force

You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services. Understanding the Sales Force by Dave Kurlan Cold calling. It sounds so.20th Century.

Busting Sales Myth #3 - When Enough is Enough

Anthony Cole Training

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?"