Corporate Visions

JULY 26, 2018

At a time when 61% of respondents conduct at least half of their meetings over the phone on on the web (and 38% conduct more than 75% of their conversations in these non-face-to-face environments), it’s clear that “virtual” sales calls are a big deal. How, in other words, do you gain an edge? Read the article here.

Research 40

Research Face-to-face Journal Conference 40

No More Cold Calling

DECEMBER 14, 2017

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Today, many account based sales teams depend on email, texts, and social media for generating sales leads.

Account 228

Account Face-to-face Decision Maker Social Media 228

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Selling Essentials RapidLearning Center

MARCH 26, 2024

But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. An experiment Researchers asked a group of college students to evaluate an editorial arguing that comprehensive final exams should be a requirement for graduation.

Journal 52

Journal Groups Buyer Cold Calling 52

Selling Essentials RapidLearning Center

MARCH 26, 2024

But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. An experiment Researchers asked a group of college students to evaluate an editorial arguing that comprehensive final exams should be a requirement for graduation.

Journal 52

Journal Groups Buyer Cold Calling 52

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Buyers have increasingly embraced completing their own research for years.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Selling Energy

MARCH 3, 2023

Read the relevant trade journals, research the company’s history, and talk to people you know in the industry. If your honest answer to this question is “not really,” do yourself a favor and take the time to understand what that prospect measures to gauge his/her success in business.

Segment 72

Segment Prospecting Journal Industry 72

Selling Essentials RapidLearning Center

NOVEMBER 4, 2019

Maybe they’re trying to close a big sale. But the research also sheds some light on what you should do. The research. Researchers from the University of Houston wanted to see how stress plays a role in learning, so they chose learners who are no strangers to pressure — medical students. How stress affects memory.

Research 40

Research Dendrite Groups Journal 40

Sales and Marketing Management

APRIL 12, 2019

We tend to think of anger as a wild, negative emotion, but research beyond Averill’s study finds that anger also has its positive side. A report on PsyBlog, a collection of scientific research on how the mind works written by British psychologist Jeremy Dean, offers some upsides of anger that are associated with effective management.

Face-to-face 240

Face-to-face Journal Study Construction 240

Sales and Marketing Management

FEBRUARY 11, 2019

Today, as many as 88 percent of consumers perform online research ahead of time before they buy a product. Online reviews and company websites are the two primary platforms for research, but other channels such as social media can provide valuable information, too. Establishing a Sales Enablement Process.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to

Journal 180

Journal Study Comparison Territories 180

Janek Performance Group

NOVEMBER 29, 2023

This article explores sales habits—the good, the bad, and the science. ” For sales professionals, the more mental resources we free up with automatic behaviors, the higher our cognitive abilities will be. But in sales, we often overlook the basic habits that can make a substantial difference. Learners are earners in sales.

Energy 77

Energy Intent Exercises Journal 77

Increase Sales

NOVEMBER 12, 2016

Your sustainable sales success can be directly traced back to how much people trust you. If salespeople do not invest in their own professional development, how can they confidently display expertise and trust when talking to sales leads. Sustainable sales success is possible. People buy from people they know and trust.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

Pipeliner

SEPTEMBER 29, 2023

In sales, ethics is equally as important. Ethics in Business and Sales In such times, a business must have a moral compass of some kind. Sales is a whole other level of ethics problems, thanks to the reputation of corruption that fiction, plays, and films have given it. The post Why is Ethics So Important to Sales?

Face-to-face 107

Face-to-face Film Consumer Journal 107

Jeff Shore

DECEMBER 31, 2018

Is it when you close the sale? buyersmind #sales Tweet This. Kirk’s research centers around consumer behavior, especially in the areas of psychological ownership, emotions, and decision-making. Focusing her research on experimental design, Dr. Kirk is also interested in diverse methodologies and analytical techniques.

Journal 59

Journal Nonprofit Consumer Retail 59

SalesProInsider

SEPTEMBER 16, 2022

New research published in the European Journal of Psychology from Phillippa Lally of the University College in London found that it takes two to eight months to create a new habit. Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. It’s just a few weeks. I can do that.”

Journal 133

Journal Face-to-face Exercises Energy 133

Selling Essentials RapidLearning Center

MARCH 17, 2021

In fact, according to scientific research, a well-told story affects both the brain and the body chemistry of potential buyers, putting them in the right frame of mind to buy from you. The researchers presented several intensely emotional stories to a group of volunteers. Obviously, these experiments have major implications for sales.

Transportation 109

Transportation Closing Face-to-face Journal 109

No More Cold Calling

JULY 15, 2014

Eye contact can make or break your sales effectiveness. I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. In fact, there are proven links between eye contact and increasing sales activity. The key to sales is making connections that count.

Journal 287

Journal Social Media Cold Calling Enterprise 287

Selling Essentials RapidLearning Center

JUNE 15, 2022

And yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making presentations. The researchers examined seller and buyer attitudes toward sales presentations by interviewing separate groups of salespeople and B2B buyers. Attitude gap. But for buyers, product knowledge is a given.

Buyer 59

Buyer Journal Survey Research 59

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. Don’t focus on a speedy sale. Want proof of this attitude reversal?

Referrals 219

Referrals Journal Buyer Persona Study 219

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

But there are no offhand remarks in sales. Behavioral research reveals one big reason why: When people converse, speakers pay more attention to planning what they’re going to say than to what the other person is saying. This holds true in sales and many other situations. Journal of Social Psychology, Vol. Why was this?

Journal 52

Journal Call-back Research Video 52

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

But there are no offhand remarks in sales. Behavioral research reveals one big reason why: When people converse, speakers pay more attention to planning what they’re going to say than to what the other person is saying. This holds true in sales and many other situations. Journal of Social Psychology, Vol. Why was this?

Journal 52

Journal Call-back Research Video 52

Sales and Marketing Management

JUNE 14, 2020

Colvin presented research that shows how damaging social isolation can be, significantly increasing the risk of heart disease and stroke. the Minnesota-based manufacturer of snowmobile, motorcycles and other vehicles, told The Wall Street Journal that he expects his team will be back together for traditional work days when it’s safe. “I

Face-to-face 194

Face-to-face Policies Journal Call-back 194

Pipeliner

JULY 16, 2022

In this Expert Insight Interview, David Hoffeld discusses his latest book, Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success. David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group and the author of The Science of Selling and Sell More with Science. Science Behind Mindsets.

Video 52

Video Journal Social Selling Up-Sell 52

MTD Sales Training

FEBRUARY 22, 2018

Especially if things aren’t going well and sales are drying up. Well, here are 7 phrases you can use that will add sparkle to your sales interactions , allowing you to build rapport and create interest in you as a salesperson, and your products, too. 5) Have you seen this new information from today’s trade journal? Sean McPheat.

Journal 120

Journal ROI Influencer Industry 120

Selling Essentials RapidLearning Center

MAY 24, 2023

You had what behavioral researchers call “goal intentions,” but numerous studies have shown that these aren’t enough. What’s also needed is what the researchers call “implementation intentions.” Consider a research study of three groups of people who all wanted to exercise more regularly. Researcher Peter M.

Intent 52

Intent Sales Goal Exercises Cold Calling 52

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Case Study Influencer Sports 171

Zoominfo

MAY 23, 2019

In fact, according to research, companies that have embraced a data-driven culture are three times more likely to be substantially ahead of their competitors financially ( source ). On the ZoomInfo blog we often discuss the use of data in sales, marketing, and recruiting. Simple enough, right? Stuck for data ideas?

Data 188

Data Strategy Survey Retail 188

Janek Performance Group

FEBRUARY 4, 2019

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. In fact, the Journal of Consumer Research and others consistently report that 50% of all buying choices are made on emotion.

Journal 63

Journal Consumer Report Objections 63

SBI Growth

AUGUST 5, 2013

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute.

Strategy 319

Strategy Journal Margin Construction 319

Alice Heiman

JUNE 17, 2020

The Wall Street Journal has estimated a loss of 30 – million positions from payrolls and 40-million layoffs this spring as a result of the pandemic. in April , the steepest decline since 1959 according to a May 29 article in the Wall Street Journal. Keep Sales Going . consumer spending, fell by a record 13.6%

Sales Qualified Lead 134

Sales Qualified Lead Lead Rank Ideal Customer Profile Leads 134

No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. In fact, there are proven links between eye contact and increasing sales activity. The key to sales is making connections that count.

Journal 247

Journal Social Media Cold Calling Study 247

Anne Miller

DECEMBER 2, 2021

But why I dropped him reminded me what the basic requirements are for sales success. . At a time when clients have many options and can research competitors, it is very risky to rely too heavily on just your strong relationship skills. Sales Skills. Visiting him was fun. A Necessary Balance. ” Anne Miller. Presenting.

Hiring 62

Hiring Journal Referrals Retention 62

Hubspot Sales

MARCH 15, 2021

That offers a new dimension of sophistication to your pricing strategy — allowing you to make the most out of your sales efforts. Researchers conducted tests by using different prices of beer, starting with just two prices and then shifting over to three. Not Trying Enough Price Points. This was the result of their first test.

Margin 118

Margin Remedy Lead Rank Lead Scoring 118

No More Cold Calling

MARCH 18, 2014

Eye contact can make or break your sales effectiveness. The Wall Street Journal article, “ Just Look Me in the Eye Already ,” explores the decreased eye contact in our tech-driven society, and explains why this puts professionals at a disadvantage: [Eye contact can be a tool for influencing others. You only need 20 seconds.

Customer 244

Customer Journal Sports Cold Calling 244

Pipeliner

DECEMBER 26, 2020

Writing accomplishment journal. That is why intuitive questions should help you in separating and researching your past in order to create an enjoyable future. Writing Accomplishment Journal. Thus, an accomplishment journal is a necessity and guidance that we are using as a reminder of our accomplished goals.

Maximizer 52

Maximizer Journal How To Social Media 52