Miller Heiman Group

MARCH 3, 2020

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. The 2020 Sales Performance Study survey is now open—all we need is 15 minutes of your time.

Study 88

Study Penetration Survey Face-to-face 88

DiscoverOrg Sales

FEBRUARY 7, 2018

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.”.

Intent 145

Intent Data Opportunity Intent Data 145

Adaptive Business Services

JANUARY 11, 2023

I also went on some calls with him including some significant opportunities and I placed him in a leads group. His quantity of valid opportunities was quite good. The post Electric Sign Sales Case Study – Hiring, Training, & CRM appeared first on Adaptive Business Services. He earned every dollar!

Hiring 71

Hiring Case Study Study CRM 71

Understanding the Sales Force

JANUARY 27, 2014

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. They only made 800 attempts.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Smooth Sale

JANUARY 28, 2020

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. It’s easy to push aside the study, but making that a habit will cause one’s career or business to deteriorate quickly.

Study 88

Study Top of Funnel Social Media Loyalty 88

Zoominfo

NOVEMBER 18, 2019

In fact, a recent study by LeanIn.Org looked at how workplace behavior has changed in the wake of #MeToo. . Today’s blog post examines these findings and demonstrates why equitable mentorship is crucial to fostering a safe and inclusive work environment with equal opportunities for men and women. Reduce turnover rates.

Study 167

Study Policies Education Film 167

Understanding the Sales Force

NOVEMBER 25, 2013

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. Magazine''s website.

Study 243

Study Sales Cycle Follow-up Account 243

SBI Growth

FEBRUARY 12, 2013

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”. Not bidding on a big opportunity that would drive quota was very hard emotionally. Opportunity Assessment Tool.

Case Study 314

Case Study Study Travel Quota 314

SBI Growth

FEBRUARY 26, 2019

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. It informs how to make investments in people, time and money.

Segment 204

Segment Study Analysis Marketing 204

Hubspot Sales

JANUARY 25, 2018

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. The following list of 100 case study interview questions will help you build a narrative using the “ Problem - Agitate - Solve ” method. Cheers, [Your name].

Case Study 132

Case Study Study Referrals Decision Maker 132

Score More Sales

NOVEMBER 5, 2013

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. For starters, ask good existing customers about why they worked with you in the first place.

Study 198

Study Inside Sales Buyer Lead Rank 198

BrainShark

JULY 12, 2022

They reflected on how the pharma sales enablement role still has a long way to go and how much opportunity there is for companies in the industry to upskill and prepare their customer-facing teams to deliver for HCPs and patients. Watch his presentation to get the full details of the Abbott case study. Technology considerations.

Case Study 62

Case Study Study Sales Enablement Face-to-face 62

Miller Heiman Group

JUNE 24, 2020

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. The 2020 Sales Performance Study survey is now open—all we need is 15 minutes of your time.

Study 65

Study Penetration Survey Face-to-face 65

SBI Growth

OCTOBER 2, 2013

Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Our case study is about a Sales VP Steve McKenzie. At no cost, an expert from SBI will present the full research findings. The Social Selling Process. It generates meetings with decision makers at a higher rate. Especially those for your team.

Case Study 319

Case Study Social Selling Study Decision Maker 319

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

The Sales Heretic

MAY 13, 2020

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them. Everyone’s stories are the same.

Case Study 375

Case Study Prospecting Study Benefit 375

Miller Heiman Group

FEBRUARY 11, 2020

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. Hiring New Sellers.

Trends 65

Trends Study Hiring Sales Management 65

Anthony Cole Training

JANUARY 27, 2014

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. This kind of story doesn''t happen every day.

Case Study 186

Case Study Study Sales Talent Hiring 186

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

Vendor Neutral

NOVEMBER 14, 2023

Sales Tech and Innovation Hub A Critical Look: Opportunities and Limitations of AI for Sales Professionals REGISTER NOW Sales professionals always seek ways to stay ahead of the competition and improve performance. She has also completed advanced studies from MIT on AI Business Strategy (2021). Prior to Founding SalesChoice, Dr.

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

Territories 312

Territories Retention Intent Study 312

Selling Essentials RapidLearning Center

OCTOBER 20, 2021

One quarter of employees in the CPP study had seen conflict lead to absenteeism. This blog entry is based on the following materials and research studies: CPP (2008). Conflict in New Zealand Workplaces Study. The post Conflict management training: A frequently missed opportunity appeared first on Rapid Learning Institute.

Opportunity 52

Opportunity Training Lead Rank Face-to-face 52

Score More Sales

JUNE 13, 2012

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 study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

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

SBI Growth

JANUARY 9, 2020

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.

Oracle 215

Oracle Real Estate Opportunity Revenue 215

Selling Essentials RapidLearning Center

APRIL 7, 2021

Savvy managers are well-acquainted with the tactics that motivate employees — such things as recognition, rewards, access to resources, training and development opportunities, and chances for promotion. The blog post and Rapid Learning video module are based on the following research study: Amabile, T. & & Kramer, S.

Study 52

Study Motivation Video Research 52

Understanding the Sales Force

OCTOBER 28, 2013

On one third of our opportunities, I have been selling the way we teach - using a formal, structured sales process with a consultative approach. That said, the size of the contracts, when compared with the potential of the opportunities, was proportionately smaller with approaches 2 and 3.

Case Study 220

Case Study Study Decision Maker Inbound 220

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

SalesLoft

FEBRUARY 20, 2020

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. And with the recent addition of Opportunity Management to Sales Engagement, we’re turning “Salesforce, or it didn’t happen” on its head. It took forever!”

Opportunity 59

Opportunity SalesForce Hiring eBook 59

Miller Heiman Group

JANUARY 14, 2020

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. The new study found that sales operations’ already-expansive ecosystem continues to grow.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

Sales Hacker Training

AUGUST 25, 2021

We increased the average number of qualified opportunities per SDR by 92% that year. links to relevant case studies) to save even more SDR time. The post How We Increased SDR Qualified Opportunities by 92% with Strategic Sequences appeared first on Sales Hacker. The results? Even better? Here’s how we did it.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Richardson

FEBRUARY 26, 2019

Click here to download the 2019 Selling Challenges Study. Click here to download a copy of the infographic. Share this Image On Your Site:

Study 49

Study Consultative Selling Opportunity Resources 49

Miller Heiman Group

AUGUST 27, 2019

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.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

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

Sales 2.0

AUGUST 10, 2023

AI will help with non-selling tasks A recent study from Salesforce which interviewed about 8,000 salespeople found that 72% of sales reps’ time is spent on non-selling activities. There’s an opportunity to align different buyers with different sales processes and make sure the process is tailored to the way that buyer buys.

Scale 195

Scale Study CRM Up-Sell 195

Richardson

FEBRUARY 21, 2019

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges. Our research reveals that:

Study 40

Study Research Customer Service How To 40

Sales Hacker

MAY 10, 2021

Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. The customer support process is also a good opportunity for upselling or cross-selling. For SaaS businesses, value bundles and upgrades are an excellent profit driver. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62