How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

Sales Benchmark Index

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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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 222

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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 260

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.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Join the 2020 Sales Performance Study

Miller Heiman Group

By participating in our latest research study, the 2020 Sales Performance Study , sales professionals can help CSO Insights, now part of Korn Ferry, find out the answers to these questions and more. Sales organizations always look to gain a competitive advantage.

Study 84

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.

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.

Increase LinkedIn Engagement by 86% in 2 Weeks (Case Study)

Sales Hacker

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.

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 341

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Increase Opportunities. The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales.

Study 234

New Study: 2020 Trends in Sales Management

Miller Heiman Group

Even when managers do find the time, they take a narrow view, focusing on ways that their sellers can position themselves to close a specific opportunity, like acquiring a new piece of business. But coaching on individual opportunities doesn’t help the seller grow—or drive long-term sales success. Instead, managers need to take a holistic approach, focusing not just on lead and opportunity coaching but also skills and behaviors and funnel, account and territory coaching.

Study 65

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.

Will You Study And Incorporate Artificial Intelligence?

Smooth Sale

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. Your Story: Study And Incorporate Artificial Intelligence?

Study 85

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.

Want a viable future? Opportunities abound in the Common Good

Sue Barrett

Opportunities abound in the Common Good appeared first on Barrett Sales Blog. Attitudes & Behaviours Business Acumen Case study Common Ground Environment & Sustainability Ethics & Values Innovation Opportunity Optimism Selling Better Sustainability & Environment

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.

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

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.

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

Tell Your Prospect How You Failed

The Sales Heretic

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. Sales case studies consulting credibility failure keynote meeting planners prospect speaker speech stories success trust

How To Turn Demo Requests Into Opportunities

Funnel Clarity

According to a study by Totango, only about 15-25% of SaaS companies convert free users to paying subscribers. Demos are not dollars. Product demos and free trials are a great way to bring in leads, however, converting those leads into paying customers is no easy feat.

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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Using lead scoring to identify the best opportunities

Why you have no choice but to qualify leads and identify hot opportunities upfront. According to some research studies, even up to 50% of them might not be a good fit for your product. You cannot reach the best opportunities at the right moment. You get to work in the morning.

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 229

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. "

7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study)

Sales Hacker

Studies have found that only 34% of workers in the US are engaged. And… “I really appreciated the opportunity to be able to demonstrate my cold call abilities to management who don’t get to see much more than my performance metrics on a daily basis.”.

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.

How Two AEs Are Using SalesLoft for Opportunity Management


A study by Implisit found the average sales rep updates over 60 records per day , or makes over 300 updates per week, in order to keep their Salesforce CRM fully up-to-date. Thanks to Opportunity Management, sellers can close more revenue faster. Opportunity Management in the Wild.

New Study: Finding the Growth Potential for Sales Operations and Technology

Miller Heiman Group

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. But with advances in sales technologies, data accessibility and AI we also find significant opportunity for sales operations to drive even more success.”. Download the New Study for Even More Insights.

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 237

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?”

Case Study: How the Right Sales Methodology Can Change Your Business Overnight

Miller Heiman Group

Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients. A privately held, global manufacturing firm supplying the HVAC industry took a smaller upsell opportunity for granted—and risked losing it to a competitor, until its sellers took SSwP training in 2018. The sellers assumed they had a competitive edge with an upsell opportunity available at a major commercial transit hub.

Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

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. The 2019 World-Class Sales Practices Study named that having a strong data strategy as one of its top 12 sales practices, meaning it correlates strongly with sales success.

Deal Optimization—A Key to Business Survival During COVID-19

Sales Benchmark Index

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders.

Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study]


In addition to the discipline provided by video rehearsal, Gish noted that mobile video also gives reps fast and easy access to more peer-to-peer learning opportunities – in the form of bite-sized best-practice examples, objection-handling instructions, and customer win videos.

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.

New Study Indicates Men are Scared to Mentor Women: Why This is a Step in the Wrong Direction


In fact, a recent study by LeanIn.Org looked at how workplace behavior has changed in the wake of #MeToo. . The Harvard Business Review conducted a study pre- and post-#MeToo to gain a quantifiable understanding of how the movement impacted workplace dynamics.

Study 74

LeadGnome Case Study: Tigera Uses Reply Emails To Source Millions In Pipeline & Achieve An Unbelievably Low CPL


Within these LeadGnome-sourced leads were multiple opportunities that sourced and influenced $14.75M in qualified pipeline. Download the case study below to learn how Tigera achieved these incredible results, in less than a year, with LeadGnome. Download Case Study.