Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. sales recruiting sales hiring sales process sales pipeline Sales Coaching Dave Kurlan cso insights sales recruiting failure sales opportunities

Study 205

Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

Understanding market opportunity and market dynamics is critical. Geographic growth opportunity Industry/Vertical market. Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO.

LinkedIn Study Women In Sales

Score More Sales

This week, LinkedIn shared some statistics in its study women in sales. Increase Opportunities. The post LinkedIn Study Women In Sales appeared first on Score More Sales.

Study 274

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. As a former Economist, I’m always thinking about efficiency and opportunity costs. The DiscoverOrg vs. ZoomInfo case study. Case-study conclusion.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

And in a recent study by IDG, generating high quality leads was #1 lead generation challenge. Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

Can Case Studies Help Your Business?

Fill the Funnel

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud.

20.5 Attitude Gems For You To Read And Study | Jeffrey Gitomer.

Jeffrey Gitomer

Attitude Gems For You To Read And Study. Every obstacle presents an opportunity, if you’re looking for it. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Gitomer | November 15, 2011 | Leave a Comment. Tweet Share Here are 20.5

Study 343

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps.

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

Specifically – when to walk away from an opportunity. Q&A with Stefan Captijn from Genesys: 1) Can you briefly describe the opportunity? The hardest part was stepping over the sales rep’s “opportunity DNA”. Or losing future opportunities? Opportunity Assessment Tool.

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They weren''t very good at selling, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere.

Your Recipe for Inbound Success

Speaker: Jen Spencer, VP Sales and Marketing, SmartBug Media

Recent studies have shown what a lot of B2B marketers already know - it’s hard to build a successful inbound marketing program. Join Jen Spencer, VP of Smartbug Media, as she discusses how to grow an inbound strategy and framework in your organization to attract leads and establish your brand.

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. How to Ask Your Customer for a Case Study. The Ultimate List of Case Study Interview Questions.

Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. They weren''t very good, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. An effective sales cycle not only will be shorter, but opportunities will convert from stage to stage with higher frequency.

Study 214

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Tread lightly and adopt the experimentation mindset to this tactic, because according to a study by Touchstone , using question marks resulted in a 8% lower click rate on emails with question marks in the subject line. Many studies say 8am (of your prospects’ local time) is best.

A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data

DiscoverOrg Sales

Our study did indeed reveal the most predictive data points. Finally, the data stack is topped with more sophisticated Opportunity data. Indeed, the most significant finding from this comprehensive study is that “Buying magic happens at the confluence of 3 different types of predictive data: Fit, Intent, and Opportunity.”. For complete predictive intelligence results, download the new study. Our offering includes Fit, Intent, and Opportunity data.

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Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose.

Study 152

Study: Think duplicate leads are all bad? Think again.


New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads.

Study 104

4 Powerful Methods to Keep Opportunities from Stalling

Smart Selling Tools

According to studies, somewhere between 25–50% of forecasted deals end with “no decision.” The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling.

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

Truscott said he had met with Advantage head of commercial John Sullivan last week and "talked about opportunities for a fuller conversation" but Sullivan''s colleague Lo Bue-Said was clearly unimpressed with Truscott''s latest move. "

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 249

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

On one third of our opportunities, I have been selling the way we teach - using a formal, structured sales process with a consultative approach. On another third of our opportunities (inbound leads), I have experimented with a more transactional approach, although e ven that has a consultative element because I can''t help but ask some good questions. Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles.

How to spot opportunities and risks faster: top sales triggers

Artesian Solutions

How to spot opportunities and risks faster – top sales triggers. So how do you spot opportunities (or threats) that could impact your sales pipeline? HubSpot’s definition of a sales trigger event is an occurrence that creates an opening for a marketing or a sales opportunity.

Execute Your Sales Strategy By Pinpointing Growth Opportunities

Sales Benchmark Index

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. Do you know which product, geography, industry or company type has the highest growth opportunity?”

7 Sales Triggers Guaranteed to Uncover New Sales Opportunities

Sales Hacker

They are perfect for nudging prospects over the line and discovering sales opportunities you never knew existed. Identifying these ahead of time can create perfect sales opportunities for companies that can help solve the pain.

PODCAST 36: How To Model Sales Productivity And Identify Opportunity For Marketing To Developers

Sales Hacker

How a Focus Study Ended in the Switch to MongoDB’s Account Model [23:13]. Sam Jacobs: Walk us through the model for how MongoDB identifies an opportunity and how you became good at figuring out how to market to developers.

LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2% By Mining Emails


A new case study reveals how Vocera Communications leveraged LeadGnome’s reply email mining service to increase their email deliverability in just three months. Learn more at [link] The post LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2%

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. There seems to be a direct correlation between sports and sales success as top performers are able to handle emotional disappointments, bounce back from losses, and mentally prepare themselves for the next opportunity to compete. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts.

Study 128

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


It is the time when a sales rep is working to connect with a new prospect and to develop that prospect into a qualified opportunity. If a rep can’t combat the status quo in this early stage of the sales cycle, the sales opportunity never develops.

Case Study: Palo Alto Networks TCO Calculator

The ROI Guy

The Palo Alto Networks marketing team worked with Alinean to create a TCO savings campaign, with a web-based calculator for prospects and sales use, enabling quick and credible quantification of cost savings opportunities and TCO advantages.

Case Study: IBM PureFlex TCO Analysis

The ROI Guy

The tool quantifies the high costs of traditional approaches and potential savings with IBM, helping to drive new sales opportunities and accelerate decision cycles.

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities.

When Sales Opportunities Don’t Go As Expected with Mary Lombardo, Absolute Impact

Igniting Sales Transformation

In this episode, I talked with Mary Lombardo at Absolute Impact Corporation about what to do when sales opportunities don’t go as expected. No matter how long you’ve been in sales, it will happen.

Case Study: Windows Azure TCO Tool

The ROI Guy

To address this opportunity, Alinean analysts worked with the Azure team to create the Azure TCO Calculator, determining that in most configurations, at least 40% can be saved with SaaS, along with service level, performance and scalability improvements, making it a perfect choice in frugal times.

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

With visibility limited to digital behavior tracked on your own corporate website, lead and account scoring provides a purview to a fraction of the opportunities developing all around. This includes: Downloads of whitepapers, case studies, tech publications.

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Case Study: Dell Desktop Virtualization Solution (DDVS) Benefits Estimator

The ROI Guy

Providing a few data points about their virtualization opportunity, a prospect gets an overview of potential total cost of ownership savings and Return on Investment (ROI) on-screen, and after registering, a complete savings analysis report.

Our Customers Are Missing The Opportunity To ….

Partners in Excellence

They are equipped with PowerPoint decks, brochures, case studies to present the product Features, Functions, Feeds, and Speeds! It might start like this: “Our customers are missing the opportunity to… … increase revenues more than they anticipated.” I’d like the sales person to guide the discussion, at the appropriate point, to how our new solution helps them address them translate opportunity to reality. We Have The Opportunity Of A Lifetime.

The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103


I recently witnessed the importance of organizational culture when I had the opportunity to spend time alongside my guest on this episode of #SellingWithSocial. Other times, it may mean they decide to take an opportunity at another company. Subscribe to Selling With Social.

LeadGnome Case Study: QuickMobile By Cvent Mines Email Replies To Enhance 75%+ of Existing Leads


A new case study reveals how QuickMobile by Cvent leveraged LeadGnome’s reply email mining service to update existing leads with fresh data and generate new leads at a low CPL. News Case Studies