IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of.

Study 251

Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

The Brooks Group

A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you According to the study, the follow?up

Study 74

Episode #097: Psychological Ownership in Sales with Colleen Kirk

Jeff Shore

An award-winning researcher and reviewer, she presents at leading national and international conferences, and is a regular reviewer for top journals. In This Episode of The Buyer’s Mind with Jeff Shore: Colleen Kirk and Jeff get into the topic of psychological ownership.

Being more remarkable in virtual sales meetings

Sales and Marketing Management

based market-sizing study done by found that, of the 5.7 a big jump from just years before when they ran a similar study. The study also assessed the recall and retell-ability of the various conditions?—?both

How you manage makes a difference

Sales and Marketing Management

A 20-year study was conducted with residents of Framingham, Massachusetts, to understand how happiness and heart attacks connect in the real world. 2 That was revolutionary in 1898, but it’s been carefully studied in recent years and the results are more nuanced.


HeavyHitter Sales

  However, an MIT study found that this ability is an inherited specialized trait that is not linked to a person’s IQ in general. Obviously, you are mentally and emotionally frustrated but you are also in physical pain according to a recent Columbia study.

Letting Others Shine Can Get You Sky-High Referral Rates

Sales and Marketing Management

Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received an “average” or “poor” label. Plus, a study published in the Journal of Marketing Research found that customers who were given a product were 20 percent more apt to talk it up.

“Why Evolve?”: Researching the Best Upselling Techniques

Corporate Visions

The “why evolve” study, done in partnership with the International Journal of Sales Transformation, is covered in depth in the latest issue of the journal of the same name.

The Eyes Have It

No More Cold Calling

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers.

Sustainable Sales Success - Tip #15 Expertise

Increase Sales

Yes it does require dedicating time to reading the perspectives of others from blogs, journals and books. Also attending paid learning events devoted to one’s field of study as well as gaining additional knowledge about indirect fields of knowledge. People buy from people they know and trust. Your sustainable sales success can be directly traced back to how much people trust you. Expertise is one of the crucial factors that works to build that trust.

Is Who You See Who I See?

Bernadette McClelland

Cynicism today can be a major mask for depression and a recent study of over 622 people published in the Neurology journal of 2014, linked ‘cynical distrust ‘with dementia. I’ve grappled with some people’s styles over the years and people have probably grappled with mine as well.

The Eyes Have It Test

No More Cold Calling

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers.

New book: How to Get a Meeting with Anyone

The Science and Art of Selling

He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. He has been named to the San Antonio Business Journal’s 40 Under 40 list, and Stirista has won a DMA Silver ECHO award and a third-place DMN Award. Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients.

Building a Great Sales Culture


Don’t, and instead, pay attention to a study published last year in the Journal of Positive Psychology. Not surprisingly, the study revealed the more gratitude they showed, the stronger the relationships with. Want to build a great sales culture? Have a habit of gratitude. Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture.

6 Business Performance Metrics of Aligned Organizations

Jeff Davis

I had the privilege of recently reading a study conducted by Northern Illinois University in conjunction with Miller Heiman (Journal of Selling - Volume 15, Number 1). The study was titled "The Upside of Sales and Marketing Alignment".

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11 Easy Morning Motivation Rituals to Kickstart Your Day

Hubspot Sales

Journal. A 2006 study showed that regular physical exercise led to increases in willpower and self-regulatory behavior. Multiple studies have shown that happiness is closely correlated with job performance , and of course, happiness is closely tied to our personal health as well.

Setting Your Strategic Direction

Sales and Marketing Management

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” Unfortunately, in an APQC study on the skills managers need versus the skills they possess, the number one skill deficiency identified was strategic planning. Author: Rich Horwath Think back to your childhood. Can you recall a time when you got lost?

How to Relax: 35 Ways to Unwind in 4 Minutes or Less

Hubspot Sales

Journal. In fact, the American Institute of Stress cites several studies naming work-related anxiety and fear as the leading source of stress among adults. Journal. A Stanford University study found listening to music changes brain function to the same extent as some medications.

The Eyes Have It

No More Cold Calling

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

Business Journals. Business Journals. Local business journals cover news on big events happening at companies in the area, whether that be a lawsuit, a new location, or additional funding. How to Find Prospects. Job Boards. Twitter Searches. Industry Blogs and Forums. LinkedIn.

Medical device sales – selling with clinical data

Sales Training Connection

Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. Not sharing study findings in a sequence that is easy for docs to process. Selling with clinical data.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

5 Reasons Your Sales Reps Hate Their Jobs and What To Do About It


According to the latest study conducted by , a mere 20% of B2B sales teams are considered “high performing.”. Bill Gates cites the enormous flop of the 1957 Ford Edsel as his favorite case study in this regard.

Sales Negotiation. The Big Bold Opening Demand.

The Sales Hunter

There’s a great article in the Wall Street Journal by Jason Gay that does a phenomenal job of pointing out how the strategy works. You find yourself suddenly in a sales negotiation and the only thing you know to do is to let the other person go first.

Sales Experts Share Why They’re Thankful


People who write in a gratitude journal even sleep better, according to a study in Applied Psychology: Health and Well-Being. Expressing gratitude has been proven to improve our physical and mental health, increase our empathy toward others, and lower aggression.

Texting While Walking—Not Worth the Risk

No More Cold Calling

The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. That number has doubled each year since 2006, according to a study by Ohio State University.

Where Executives Think AI Has a Practical Place in Their Businesses


(Editor’s Note, this post originally appeared in the Silicon Valley Business Journal , and was syndicated in 42 Biz Journal publications across the country). With this in mind, the CITE Research study found that the majority of respondents (63 percent) plan to use AI in the next two years. Data security and loss of control over data have also been huge barriers to AI adoption, and the CITE Research study results support this.

Top 7 Most Difficult B2B Sales Activities


Studies show more than 50% of orders go to the first sales Person to follow up. 6) Consistently Journal. There is no Self Development , Sales Training or Sales Coaching expert in the world who does not advocate Personal Journaling.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition. Success begins with setting goals.

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

A recent study by confirmed this: More than 90 percent of employees stuck in pointless meetings end up lost in daydreams; almost 40 percent fall asleep. Years ago when I was a sales manager, I bought everyone on my team a subscription to The Wall Street Journal.

Every Great Salesperson Was Once a Beginner | Jeffrey Gitomer.

Jeffrey Gitomer

Actually I started studying sales in 1972. I subscribed to the local business journal. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Every Great Salesperson Was Once a Beginner. Gitomer | January 6, 2012 | Leave a Comment. Tweet Share Every great salesperson was once a beginner. That’s easy for you to say!

The Year in Review: Top Posts of 2015

The Brooks Group

Triad’s Best Place to Work, Triad Business Journal. Fast 50, Triad Business Journal. Recent study shows that while close to 90% of organizations provide some sort of coaching to their salespeople, 65% of those programs are considered ineffective."

How to Stop Worrying

Hubspot Sales

Good news: A study published in The International Journal of Environmental Research and Public Health found simply looking at pictures of nature is enough to lower your stress levels. I wish worrying was a marketable skill, because I am good at it. An expert, even.

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The Annual Self Improvement Race Begins

Increase Sales

And once again only a few will cross the finish line if we believe the 2014 study by the Journal of Clinical Psychology from the University of Scranton. Once again the annual self improvement race begins.

5 Clever Ways to Convince Someone (Without Being Dishonest)

Hubspot Sales

However, a meta-analysis of 107 studies with a total of 20,111 participants showed that, across the board, two-sided arguments are more persuasive than one-sided ones. How to Convince Someone. Ask them to share their thoughts.

Sales Training is a “Process” not an Event


1] Accenture, B2B Procurement Study. [2] 3] ATD Journal. [4] We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” 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.

2018 in Review – Happy Employees, eLearning Awards, and a New View for Sales Training

The Brooks Group

The Brooks Group proved that the culture we’ve created is both hardworking and happy by winning the following awards: Triad Business Journal Best Places to Work. 2018 was a big year for The Brooks Group.

Best Sales Books: 10 More Titles to Supercharge Your Sales Strategy

Sales Hacker

In fact, a five-year study of self-made millionaires from author Tom Corley found that 88% of respondents read for at least 30 minutes a day. If you’ve never read this classic study on the psychology of persuasion, now is the perfect time to settle in with Dr. Robert Cialdini.

9 Sales Motivation Ideas You Can Use NOW | Sales Motivation and.

The Sales Hunter

Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. Keep a journal and record your successes and the goals you achieve. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION.