Miller Heiman Group

JANUARY 16, 2020

The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% But fear not: AI offers quite powerful opportunities for those sales organizations ready to invest in it.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

Alice Heiman

FEBRUARY 13, 2024

The Catalyst for Change: Pivoting in a Pandemic Harris’s tenure at Challenger began amidst the pandemic. Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger’s training could be met despite the constraints of the global crisis.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Sales and Marketing Management

SEPTEMBER 28, 2018

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 The study shows that salespeople need to get contacts beyond passive on their phone or web-based calls.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

BuzzBoard

FEBRUARY 28, 2024

Digital marketing opens a vast realm of opportunities for small businesses, which were previously only available to larger corporations with hefty marketing budgets. Instead, focus on educating them about the pivotal role digital marketing plays in business growth and revenue improvement. A significant hurdle is website optimization.

Small Business 52

Small Business Small Business Marketing Social Media 52

Sales and Marketing Management

FEBRUARY 8, 2021

These events are major revenue sources for organizers and important opportunities for marketers to build brand awareness and generate new opportunities for their businesses. Event organizers swiftly pivoted. But we wanted to hold breakout sessions to provide an opportunity to interact and field questions.

Trade Show 136

Trade Show Segment Pivotal Conference 136

Hubspot Sales

OCTOBER 18, 2023

Trust is pivotal in building and guiding a successful, growth-oriented team — don't skimp on human connection and alignment when it comes to the people you manage. Six months later, Brian called again to inform him that HubSpot had pivoted. Capture the hearts and minds of your team as a manager.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

BuzzBoard

FEBRUARY 8, 2024

It grants a unique opportunity to visually unravel the functionalities of their products, breaking down complex aspects into consumable content. Small businesses, a pivotal part of our economy, typically operate with slim marketing budgets. Hence, online video marketing can be a game-changer.

Video 52

Video Small Business Small Business Marketing 52

SMEI

JANUARY 5, 2024

Balancing with Professional Responsibilities: Juggling certification studies with your current job can be challenging but rewarding in the long run. This enhanced trust and credibility can be pivotal in establishing strong, long-lasting client relationships.

Marketing 87

Marketing Ideal Customer Profile Social Media Google Analytics 87

Highspot

MAY 18, 2022

The very first office hour I ever went to in all my time in college was a pivotal moment in my life. He offered me a research position while I studied for my GREs. I went to continue my doctoral studies at the University of Nebraska. “It became another goal of mine to help create opportunities for people.”

Microsoft 96

Microsoft Study Engineering Margin 96

BuzzBoard

FEBRUARY 16, 2024

How to Effectively Utilize Local Events for Small Business Sales When selling to small businesses, effectively leveraging local events can present a multitude of opportunities. To leverage these opportunities, it’s vital to have a profound understanding of your target market, defined business objectives, and an efficient follow-up strategy.

Small Business 52

Small Business Small Business Networking Case Study 52

Zoominfo

NOVEMBER 16, 2022

Playbooks can also improve prospecting and customer upsells, identify untapped opportunities, and make each salesperson and marketer more effective. According to a McKinsey study , 70-80% of B2B decision-makers actually prefer digital self-service or remote connections with salespeople.

Marketing 130

Marketing Scale Decision Maker Call-back 130

Janek Performance Group

MARCH 6, 2024

In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. Consider the following from the LinkedIn/Forrester study : Sales teams that actively practice D&I have an average lead-to-conversion rate of 54 percent. This is compared to 26 percent for those that don’t.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Alice Heiman

MARCH 12, 2024

In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. The discussion delves into the transformative power of social media for personal branding and the pivotal role CEOs play in this dynamic landscape. Currently he writes a monthly column for MarTech.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Highspot

JANUARY 29, 2024

Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Why is Sales Negotiation Important?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

BuzzBoard

APRIL 18, 2024

Role of a Digital Marketing Agency in Enhancing Trust and Credibility in Local Business Partnerships Digital marketing agencies play a pivotal role in fostering credibility with local business clients. Develop case studies, gather positive client testimonials, and have a strong online presence filled with positive reviews and useful feedback.

Face-to-face 52

Face-to-face Loyalty Case Study Promotion 52

BuzzBoard

APRIL 9, 2024

ABM pivots on the concept of relationship marketing, which involves creating and nurturing long-term relationships with clients. This not only enhances client satisfaction but also increases opportunities for upselling and maximizing profits. Strategic client targeting in ABM promotes alignment between sales and marketing teams.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

BuzzBoard

FEBRUARY 8, 2024

Increasingly, consumers are turning to influencers for purchasing advice, providing an excellent opportunity for small businesses to enhance their brand visibility. Consequently, influencer marketing plays a pivotal role in boosting brand recognition among potential clients.

Small Business 52

Small Business Small Business Influencer Marketing 52

BuzzBoard

JANUARY 19, 2024

Within the developing sphere of digital marketing services, salespeople targeting small businesses face unique challenges and opportunities. Highlight how your digital marketing solutions can provide tangible benefits, using real-world examples or case studies.

Small Business 52

Small Business Small Business Sales Qualified Lead Lead Rank 52

BuzzBoard

MARCH 13, 2024

It includes the study of your competitors’ marketing maneuvers, their strong and weak points, and pinpointing opportunities where your clients can secure a competitive advantage. It enables small businesses to capture market trends, key influencers, and customer sentiment facilitating nuanced and rich outreach opportunities.

Small Business 52

Small Business Small Business Research Social Media 52

Vengreso

JULY 20, 2023

Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. In addition, the right mindset will also keep you agile, open-minded to change, and ready to pivot when things don’t go as planned. So, rather than focus on setbacks as failures (e.g.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Highspot

AUGUST 13, 2020

The study found that sales enablement is a vital lever to help organizations increase win rates, improve customer satisfaction, and accelerate revenue. As companies seek new ways to reinvigorate their customer base, support for post-sales roles is a crucial opportunity for sales enablement to bring value to the business.

Revenue 69

Revenue Pivotal Sales Enablement Report 69

BuzzBoard

MARCH 14, 2024

In the current digital business landscape, an effective online presence is pivotal. Agency partnerships provide small businesses an opportunity to utilize the resources of professional marketers. Small businesses need to closely study their marketing budget and the potential ROI from the agency partnership or freelancer services.

Outsourcing Services 52

Outsourcing Services Small Business Small Business Comparison 52

Miller Heiman Group

JUNE 25, 2019

According to the new report “ All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study ,” several indicators suggest a less-than-sparkling state of sales. As the study found, customer retention is down 3%, while seller attrition has reached 18% per year. In 2019, sales organizations can’t afford to be complacent.

Report 75

Report Revenue Forecasting Study 75

Crunchbase

SEPTEMBER 21, 2020

According to a Gallup study, about 36 percent of U.S. That same study reports that high-skill, high-earning gig workers comprise one of the fastest-growing segments of the freelance workforce. Any way you slice it, the gig economy represents an enormous opportunity for B2B companies of many stripes and it’s here to stay.

Penetration 134

Penetration Segment Demographics Benefit 134

Hubspot Sales

DECEMBER 7, 2023

Every Q4, reassess opportunities that you’ve spent time on but didn’t close in the past year. Call your top 40 to 50 opportunities. Likewise, update them on changes in your product or company, share a case study or success story, and point out that Q4 is a great time to finalize a transaction because both sides are motivated.

Data 117

Data Discount How To Quota 117

BuzzBoard

FEBRUARY 15, 2024

A study by McKinsey & Company indicated that using a conventional “one-size-fits-all” pricing strategy can backfire when selling to small business owners. Both examples illustrate how effective pricing strategies are pivotal to sales success.

Small Business 52

Small Business Small Business Strategy Lead Rank 52

Janek Performance Group

MARCH 26, 2024

Here are some key areas where buyer personas play a pivotal role: Lead generation Customer experience Content creation Sales enablement Marketing ROI Design targeted lead generation campaigns that speak directly to the concerns and objectives of your buyer personas. This should include blogs, case studies, and white papers.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Hubspot Sales

APRIL 5, 2021

Companies have made major pivots since the pandemic with fully remote teams, budget cuts, and at-home perks. From distilleries making disinfectant to pharmacies offering delivery services, the pandemic forced many businesses to pivot. This is an opportunity to strengthen our core values, especially as founders and organizations.".

Pivotal 85

Pivotal Sage Energy Strategy 85

Hubspot Sales

MAY 18, 2020

Beyond having a strong professional network to rely on for mentorship or to help you land your next opportunity, connections with others are essential for our overall health and well-being. Hitting the "connect" button there automatically sends a request without giving you the opportunity to customize the message.

Networking 143

Networking Sage Face-to-face Pivotal 143

Highspot

JULY 29, 2022

I had an opportunity to actually go back to Chico, which is where I went to school, and to get a job in educational sales. It was a slight pivot to me, but I realized I really enjoyed it. As we start to see more academic study on the enablement and sales practice, data is going to inform our best practices as we go forward.

Pivotal 52

Pivotal Airlines Travel Hotels 52

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). You shouldn’t invent super-specific alternatives to these titles, but you should use your job description as an opportunity to tell the candidate what kind of impact they will make.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Highspot

APRIL 16, 2020

Customer experience has become more critical to revenue goals, with one study finding that CX will overtake price and product as the key brand differentiators by the end of this year. To learn how you can seize this opportunity and become a virtual enablement superstar, watch The Enablement Imperative webinar.

Top of Funnel 98

Top of Funnel Cancellation Webinar Metrics Pivotal 98

Sell Integrity

JANUARY 28, 2021

In most organizations, salespeople are the pivotal drivers of growth. Various studies have shown that salesperson turnover rates are up to three times as high as rates for the overall labor force. There goes the talent, the institutional knowledge, the continuity of relationships, the momentum. How to Reduce Sales Rep Turnover.

Hiring 114

Hiring Face-to-face Coaching Salary 114

Vengreso

AUGUST 1, 2023

The role of FlyMSG in the transition A pivotal player in this journey was our innovative product – FlyMSG. Case Study – Vengreso Vengreso serves as an ideal example when discussing effective customer education strategies leading to substantial increases in adoption rates over short periods. The end result?

Training 40

Training Lead Rank Pivotal Hiring 40

Nutshell

MARCH 15, 2024

The importance of lead nurturing for closing deals Pivotal stages in the lead nurturing process Lead nurturing tips and best practices Tools needed for effective lead nurturing What does lead nurturing mean? A strong relationship like this could lead to upsell opportunities long after the lead becomes a customer.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

BuzzBoard

FEBRUARY 20, 2024

AI is much more than a trendy buzzterm; it represents a significant opportunity to craft and execute effective sales strategies. Capturing and analyzing this data with artificial intelligence can be a major boon, enabling you to identify profitable opportunities and trends that would otherwise go unnoticed.

Outsourcing Services 52

Outsourcing Services Sales Process Small Business Small Business 52

Highspot

AUGUST 19, 2021

Armed with the latest analyst research, you can identify opportunities ripe for transformation – and adjust your strategy accordingly. Forced to pivot to remote work, thousands of employees quickly learned the ins and out of platforms like Zoom and Slack. Here are five areas on which to focus your efforts. May 3, 2021).

Trends 105

Trends Survey Research Pivotal 105