Opportunity Pharmaceuticals Prospecting Study 
DiscoverOrg Sales
APRIL 5, 2016
This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. Where do existing predictive analytics solutions fall short – where are there opportunities for advancement? We hear a lot about Account-Based Marketing and flipping the funnel.
SBI
JUNE 4, 2014
Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.
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SBI
NOVEMBER 27, 2012
According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects.
Sales Hacker
APRIL 9, 2019
According to a study by Pew Research Center , when compared to Gen Xers at the same age, the percentage of Millennials staying with their employers for 13 or more months is slightly higher. In addition, Millennials’ comfort with mass communication helps bridge gaps and attract prospects in the sales funnel.
SBI
OCTOBER 23, 2012
In fact, studies show that effective coaching impacts sales performance by as much as 20 percent. As a VP of sales and marketing for major corporations like Biovail Pharmaceuticals Inc. Through effective coaching and leadership, sales managers have the ability to drive their sales teams to out-perform what is expected of them.
SBI
JUNE 3, 2014
Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.
The ROI Guy
APRIL 15, 2014
Yes, there are several studies that point out how sales reps are being invited later into the decision making process. In any pipeline review, the majority of the discussions are about prospects not calling reps back, not moving forward, and taking longer and longer in the process. Early and first it is important to: Quantify the Pain.
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