Showpad

APRIL 29, 2020

As highlighted in our new eBook, “No more half measures: How to identify and maximize sales enablement ROI,” the combination of sales enablement strategy and sales enablement technology can help CSOs drive millions of dollars in revenue. Quantifiable sales enablement ROI. Unquantifiable sales enablement ROI.

ROI 72

ROI Sales Enablement eBook Maximizer 72

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? Have you conducted growth opportunity analyses in your market? Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer. The objective for each was to identify growth opportunity and align resources accordingly.

Opportunity 316

Opportunity Strategy Banking Territories 316

BuzzBoard

MARCH 6, 2024

By comprehending the ideal client profile and focusing on the audience’s needs, small business marketing can achieve significant results through data-driven insights and emphasis on Return on Investment (ROI) strategies. These data-driven evaluations prompt more informed decision-making, leading to increased ROI.

Small Business 52

Small Business Small Business Ideal Customer Profile Case Study 52

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. For this study we primarily spoke to Mid-Market (500-2000 employees) and Enterprise (>2000 employees) – 80% of participants.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

Showpad

MAY 1, 2020

As highlighted in our new eBook, “ No more half measures: How to identify and maximize sales enablement ROI ,” the combination of sales enablement strategy and technology can help product marketing directors drive hundreds of thousands of dollars in revenue. Quantifiable sales enablement ROI for a product marketing director.

Top of Funnel 52

Top of Funnel ROI Sales Enablement Marketing 52

Mereo

JUNE 24, 2021

A 2019 research study found that identifying data-driven firms were on the decline: from 37.1% Assess and reassess the opportunities — defining and redefining your goals and objectives. Portfolio Rationalization Opportunities. It is important to always keep an eye on opportunities for portfolio rationalization.

Government 93

Government ROI Revenue Remedy 93

CommercialTribe

MARCH 25, 2021

When we conducted a recent benchmark study with 40+ sales leaders, we focused on the role of the sales manager in increasing new hire time to productivity. Indeed, study participants said they saw a 52% improvement in quota attainment vs. plan after their first year. High performers are disproportionately made up of tenured sellers.

Hiring 52

Hiring Study Top of Funnel Quota 52

Sales Hacker

APRIL 9, 2020

There’s still an opportunity to build your brand, establish digital thought leadership, and develop your audience. Here’s a case study that will show you how it’s done in a real life situation. Ultimately this would serve as a lead gen funnel for new business opportunities. What does that look like? Client Background.

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

CommercialTribe

MAY 4, 2021

In the most recent blog post in our benchmark study series, we noted that while it might be more enjoyable in the short-term to focus energy on high performers, however, the costs associated with not developing new hires and middle performers because they aren’t getting the attention they need is costly — more than $200,000 and an average of 4.3

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. As a rule, the gift increases and matches the opportunity value the further you go down the funnel.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Lead411

FEBRUARY 8, 2024

However, with the right strategies and mindset, you can turn objections into opportunities and improve your success rate in cold calling. Turning Objections into Opportunities: Instead of viewing objections as roadblocks, see them as opportunities to provide further clarification and demonstrate the value of your offering.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Hubspot Sales

OCTOBER 5, 2023

Marketers say it offers the highest ROI and best selling tools. If you use videos in your social selling strategy, Instagram is a good place to be because it has the highest ROI for marketing videos. Consumer perspective: Consumers say Instagram offers the best in-app shopping experience.

Social Selling 92

Social Selling Channels Social Media ROI 92

Allego

JUNE 28, 2018

This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau. But I saw an opportunity to collect rich data from the coaching exercises… a way to creep our way up the Kirkpatrick pyramid.”

ROI 48

ROI Data Training Exercises 48

Lead411

MARCH 28, 2024

Better ROI: By targeting the right audience with the right message at the right time, firms can increase marketing and sales efficiency, resulting in a higher return on investment (ROI). Monitor critical data like engagement rates, conversion rates, and ROI to find areas for improvement and tailor future ads accordingly.

Buyer Intent 52

Buyer Intent Intent Data Intent Buyer 52

Miller Heiman Group

AUGUST 24, 2019

Almost two-thirds of organizations invest in sales enablement but don’t see any meaningful improvement in results, according to the CSO Insights 2018 Sales Enablement Study. If this investment doesn’t move the needle, senior leadership may wonder whether it makes sense to continue supporting a dedicated enablement function.

Sales Enablement 77

Sales Enablement ROI Lead Rank How To 77

Sales and Marketing Management

JUNE 26, 2017

The key is to leverage technology that identifies a web visitor’s company if they are a known or unknown lead in the system, and then ties it back to their CRM/MAP to know if the visitor belongs to a segment with an open opportunity. A Case Study on Successful Web Personalization. .

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales and Marketing Management

JUNE 27, 2019

A recent study reveals that the continuous input of data into spreadsheets in a CRM system makes up nearly 10% of a sales personnel’s time, which accounts for over half the total time spent in CRM-related tasks. Traditionally, sales professionals have only looked at CRM data to identify opportunities and risks.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

The ROI Guy

MARCH 20, 2013

ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval. ROI Analysis Tools – delivering the financial justification to prioritize your solutions’ value and cost-benefits analysis versus other competing projects.

ROI 80

ROI Sales Process Analysis Comparison 80

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 Explain the potential ROI of taking action on an improvement opportunity. A recent HBR study of hundreds of technology buyers found that only 18 percent of salespeople are trusted during the sales process. It’s not hard to understand why.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. That’s why putting plenty of focus on sales enablement will be crucial for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

BuzzBoard

FEBRUARY 7, 2024

Targeted Reach: Reach your ideal customers precisely based on demographics, interests, and online behavior, maximizing marketing ROI. Share success stories and relevant case studies to build trust. Addressing Common Concerns Local businesses often express concerns about cost, complexity, and time commitment.

Education 52

Education Marketing Hiring Case Study 52

No More Cold Calling

JULY 18, 2013

A new study reveals that referrals produce far more ROI than any other prospecting strategy. Now study after study proves what I’ve been saying for years: Referral selling is, hands down, the most effective prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades.

Referrals 212

Referrals Webinar Metrics Cold Calling Sales Qualified Lead 212

OpenSymmetry

OCTOBER 24, 2016

Much like the elusive yeti, the identification of Return On Investment (ROI) for a sales incentive plan is believed to exist by enthusiasts from the sales compensation design team, but met with much skepticism by others, namely the Finance department. So how do you prove the existence of ROI in your sales incentive plan proposal?

Incentives 40

Incentives Incentive ROI Compensation 40

SBI

FEBRUARY 27, 2018

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. Matching CRM opportunity record information to available references and content to “spoon feed” the best, most relevant assets (whether ‘live’ reference calls or ‘static’ like a written case study) for salespeople to utilize when and where they need them.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

The ROI Guy

APRIL 18, 2012

Concur needed a way to communicate the current cost of travel and expense management to prospects, and the potential savings and ROI of automation.

Case Study 63

Case Study Travel Study System 63

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

BuzzBoard

FEBRUARY 20, 2024

This technique studies customer preferences to provide highly personalized sales suggestions—a strategy that boosts small businesses’ visibility, attracting prospective customers. A recent study suggests that, by 2035, AI could increase profitability in retail and wholesale sectors by nearly 60%. Engagement breeds success.

Small Business 52

Small Business Small Business Lead Rank Study 52

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

SalesFuel

MARCH 20, 2024

It’s time to show the value you can bring to their business, as well as current clients’ ROI. She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” Use this opportunity to directly address how they can benefit from your solution.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

The Spiff Blog

AUGUST 22, 2023

Identify the ROI of resource-heavy GTM campaigns and initiatives. Be sure to include ROI calculations and model “what-if” scenarios that illustrate the money your organization would either save or earn by eliminating or rectifying inefficiencies within your GTM organization. Then, share that data with each department head.

Strategy 74

Strategy Compensation Commission ROI 74

LeadFuze

AUGUST 29, 2023

This study shows that with proper optimization techniques, ecommerce platforms are successfully engaging visitors and driving conversions. Boosting SaaS Business ROI Through Higher Conversion Rates For SaaS businesses, conversion rates can be the key to unlocking greater ROI. What is a Good Conversion Rate?

Conversion 52

Conversion ROI How To Top of Funnel 52

Zoominfo

NOVEMBER 22, 2019

Generally, we recommend sorting your customers by ROI or strategic value, and then look for commonalities like: Firmographics (Company Size, Total Revenue, etc.) Discover your highest ROI products and services. This one is pretty self-explanatory: Which product or service delivers the highest ROI for your business? (If

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

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

SBI

AUGUST 2, 2018

Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Nancy: How have companies determined the ROI of your solution?

VanillaSoft 95

VanillaSoft Sales Qualified Lead Marketing Qualified Lead Lead Rank 95

Increase Sales

AUGUST 6, 2018

.” When salespeople jump into the sales price discussion before having established a solid relationships or even more importantly before providing a solution to the wants and needs of the sales prospect, they have already started to lose the sales opportunity. ROI can be easily computed for many solutions through wasted time.

ROI 91

ROI Sales Coaching Coaching Lead Rank 91

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. That’s why putting plenty of focus on sales enablement will be crucial for 2021.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The ROI Guy

AUGUST 26, 2011

These spreadsheet based ROI / TCO Tools are meeting a great need, to help fight Frugalnomics and implement value-based sales / marketing campaigns, but are not the ideal platform to support sales / marketing success. Hard to get sales and channel to retire and replace old versions , keep the field up to date, 6.

ROI 73

ROI Tools Distribution Marketing 73