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.

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Study: What outcomes can you expect from workplace coaching?

Selling Essentials RapidLearning Center

Coaching in the workplace has been the subject of a variety of studies across multiple real-world occupations. A recent research paper has collected and analyzed the findings of multiple studies to answer those questions. It collected findings from 17 different studies comprising over 1,700 subjects. The analysis included studies conducted in the United States and Europe and in a variety of professional settings.

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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

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E-learning: Study suggests the keys to success

Selling Essentials RapidLearning Center

A recent study out of Israel looked to uncover the success factors for workplace e-learning. The top four success factors were deemed by the researchers as “must have” factors, meaning they are, according to the study, “undisputed to learning success.”. The study suggests that it’s important to use an intensive marketing strategy targeting employees that continually promotes e-learning’s benefits and content. The study suggests several ways to go about it.

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E-learning: Study suggests the keys to success

Selling Essentials RapidLearning Center

A recent study out of Israel looked to uncover the success factors for workplace e-learning. The top four success factors were deemed by the researchers as “must have” factors, meaning they are, according to the study, “undisputed to learning success.”. The study suggests that it’s important to use an intensive marketing strategy targeting employees that continually promotes e-learning’s benefits and content. The study suggests several ways to go about it.

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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.

7 Habits the Most Productive Marketers Swear By

Zoominfo

Studies show that multitaskers experience a 40% drop in productivity, and take 50% longer to complete a single task ( source ). Embrace daily journaling. There are hundreds of different journaling techniques, from the Bullet Journal to the Gratitude Journal to the one-line-a day method.

Being more remarkable in virtual sales meetings

Sales and Marketing Management

based market-sizing study done by InsideSales.com 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

7 FASCINATING FACTS ABOUT A SALESPERSON'S MIND

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.

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.

Research: Differentiating Your “Virtual” Sales Meetings

Corporate Visions

As you’ll see in this article from the International Journal of Sales Transformation , there’s no shortage of theories about what makes for a compelling sales call. That study, conducted in partnership with the International Journal of Sales Transformation and Dr. Nick Lee, a professor at the Warwick Business School, is covered in the article link below. What does the typical sales meeting look like today?

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.

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

According to the International Journal of Applied Studies , the largest contributor to merger and acquisition failure is people – specifically, a lack of effective communication between them, and an inability to successfully traverse cultural differences.

“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 Definitive Guide to a Data-Driven PR Strategy

Zoominfo

Large companies have the means to fund complex research studies, run advanced data analysis, or partner with other companies, while smaller organizations are often left to gather and analyze data on their own.

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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.

The Critical Building Blocks of an Enterprise Sales Engine

InsightSquared

Understanding the impact of these externalities requires the account team to study investor communications and to be tuned into industry journals and related media to get ahead of what may be changing executive priorities. ESPs keep themselves up to date by subscribing to industry journals, maintaining an industry network and attending relevant conferences.

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.

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.

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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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.

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?

E-learning: How to head off multitasking

Selling Essentials RapidLearning Center

A recent study out of Kent State University explored how problematic multitasking is among learners using e-learning compared to traditional classroom learning. Another study out of a South Korean university may have some answers. The rest of the study remained the same.

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Are managers really that important to workplace learning?

Selling Essentials RapidLearning Center

One study out of the UK found that when a manager was directly involved in their employee’s professional development, the positive impact of workplace learning doubled. A study conducted by a team of international researchers looked at whether managerial success and coaching were related.

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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.

Building a Great Sales Culture

Pipeliner

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.

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.

5 Critical Sales Questions You’re Not Asking Your Leads (but Should)

LeadFuze

A study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer’s point of view, the greatest need for improvement is in salespeople’s knowledge of the customer’s business and industry.”

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

Openview

According to the latest study conducted by salesforce.com , 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.

E-learning: How to head off multitasking

Selling Essentials RapidLearning Center

A recent study out of Kent State University explored how problematic multitasking is among learners using e-learning compared to traditional classroom learning. If that wasn’t bad enough, learners who measured high in self-motivation and self-control, or what the study calls “self-efficacy for self-regulated learning,” weren’t any better at resisting the temptation to multitask than their less disciplined peers. Another study out of a South Korean university may have some answers.

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Is your training budget really the key to success?

Selling Essentials RapidLearning Center

A recent study out of Ohio State University explores this question. The study looked at over 5,000 students in schools across the state of Michigan. Specifically, the study explored organizational culture to look for the amount of “social capital” each school possessed. Importantly, the study also found that increasing financial spending at an institution did not increase social capital. Journal of Education for Students Placed at Risk.

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Is your training budget really the key to success?

Selling Essentials RapidLearning Center

A recent study out of Ohio State University explores this question. The study looked at over 5,000 students in schools across the state of Michigan. Specifically, the study explored organizational culture to look for the amount of “social capital” each school possessed. Importantly, the study also found that increasing financial spending at an institution did not increase social capital. Journal of Education for Students Placed at Risk.

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Are managers really that important to workplace learning?

Selling Essentials RapidLearning Center

One study out of the UK found that when a manager was directly involved in their employee’s professional development, the positive impact of workplace learning doubled. A study conducted by a team of international researchers looked at whether managerial success and coaching were related. A study out of CQ University in Australia surveyed employees within a large government agency after they’d participated in a professional development course.

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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.

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.

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.

Sales Experts Share Why They’re Thankful

Xactly

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.