The Center for Sales Strategy

JULY 5, 2023

According to a Gallup study, 70% of the variance in team engagement is determined solely by the manager. According to the Engage 2023 Report, nearly half (49%) of survey respondents shared that their company is only somewhat focused or not focused at all on employee development. Don’t assume that only new managers need attention.

Survey 114

Survey Influencer Study Report 114

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

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

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. While this year has knocked us all off-balance, opportunities for growth still exist. Our mission at HubSpot is to help millions of organizations grow better.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Zoominfo

NOVEMBER 29, 2023

In fact, 90% of Gen Z and Millennial survey respondents say they were dissatisfied with a vendor, compared to 71% of Gen X and Baby Boomer respondents. Additionally, 75% of Millennials and Gen Z respondents surveyed by Sid Lee USA and Angus Reid Group feel they have a voice and social capital within their communities.

B2B 130

B2B Social Media Loyalty B2C 130

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

SalesFuel

APRIL 2, 2024

The company’s analysts define this practice as follows. “… Contact multiple individuals inside a prospect account before concluding that there is no opportunity present.” Unfortunately, the 6sense study has uncovered a pattern of declining support for BDRs. As 6sense data indicates , BDRs are also multithreading.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

BuzzBoard

MARCH 13, 2024

Primary data can be collected via surveys, interviews, and focus groups straight from consumers. 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.

Small Business 52

Small Business Small Business Research Social Media 52

Sales and Marketing Management

SEPTEMBER 28, 2018

based market-sizing study done by InsideSales.com found that, of the 5.7 In fact, the same survey found that more than 45 percent of outside sales reps’ time is spent selling remotely? a big jump from just years before when they ran a similar study. But that doesn’t mean remote meetings are only relevant to them.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Zoominfo

MAY 23, 2019

Large companies have the means to fund complex research studies, run advanced data analysis, or partner with other companies, while smaller organizations are often left to gather and analyze data on their own. Conduct a survey. Technology has made it easier than ever to conduct a customer survey and analyze the findings.

Data 188

Data Strategy Survey Retail 188

Hubspot Sales

JANUARY 31, 2023

To find some answers, we surveyed 100+ sales professionals to uncover whether they're returning to the office or not. This was confirmed in a 2022 survey by Microsoft that found hybrid work models continue to rise year-over-year. Let's dive in. Plus, salespeople are still ironing out best practices and strategies for remote work.

Data 100

Data Microsoft Survey Lead Rank 100

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. Second, data like testimonials, reviews, and customer satisfaction surveys can be helpful elements to include in the sales prospecting content. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62

Pipeliner

AUGUST 2, 2023

Consider taking a customer relations class to study and practice techniques. If you have children, you will likely have plenty of opportunities. Tip #4 – Collect Data From All Customers When you encourage all customers to fill out surveys, you can identify potential problem areas with how you run your visit.

Insurance 97

Insurance Insurance Customer Survey 97

Zoominfo

FEBRUARY 3, 2022

According to the Havas’ Meaningful Brands Report , a survey of 395,000 consumers found that 75% of brands could disappear and be easily replaced. In a study by Qualtrics , 62% of respondents said that businesses need to care more about them. The study also found that after a positive customer experience, consumers are 3.5

Customer 100

Customer Loyalty Consumer Survey 100

No More Cold Calling

APRIL 26, 2021

With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. Customer testimonials and case studies can be effective. But acquiring new customers remains extremely difficult. For sellers, this makes access to prospective buyers the first chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Janek Performance Group

APRIL 12, 2023

Together with Selling Power, we’re conducting a survey in support of an upcoming research study to explore how top-performing sales leaders are improving customer relationships to drive growth. The survey is quick and easy to complete, taking just 5-10 minutes of your time.

Research 48

Research Account Survey Study 48

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. As a result, very few companies realize the gains promised by these studies. Cadence.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week, a new email is being delivered, showcasing the best links, blog posts and case studies of your brand. After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. Offer them a case study that proves something that’s relevant to them. Day 2 – Case Study.

Case Study 237

Case Study Discount Webinar Metrics How To 237

Zoominfo

JULY 7, 2021

And on a positive note: Many employees are quitting their jobs to seek out ones with fully remote opportunities and better work-life balance. Surveys show that up to 40% of workers are thinking about quitting their jobs. A recent Findem recruitment study found that increasing diversity in recruiting is a top challenge.

How To 130

How To Face-to-face Salary Survey 130

Janek Performance Group

MARCH 26, 2024

The Importance of Buyer Personas A recent Janek survey showed 83 percent of best-in-class sales organizations have clearly defined buyer personas. Engage with existing customers through surveys and interviews. Analyze the data collected from surveys, interviews, and market research. This includes BDRs and account managers.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Partners in Excellence

AUGUST 22, 2023

The conclusions are reinforced across everything we studied. To achieve this, the focus of sales activities is on finding those opportunities to fill the pipelines. Ramping up prospecting, outreach, lead gen, demand gen enables sellers to find those opportunities to fill the pipelines. Several said, “We only need around 1.2-1.3X

Lead Gen 104

Lead Gen Pipeline Scale Hiring 104

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. As a result, very few companies realize the gains promised by these studies. Cadence.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Sales and Marketing Management

MAY 20, 2019

As executive assistant Kristina Charneki explains, Hodges-Mace’s “Smarter Choices” program for its employees focuses on enhancing not only workers’ physical well-being, but their financial health as well as a sense of belonging to the greater community through volunteer opportunities. The motivation is not purely altruistic.

ROI 257

ROI Incentives Incentive Study 257

Hubspot Sales

APRIL 11, 2023

One LinkedIn study found that 64% of recruiting professionals believe that the job search will be more favorable to candidates (as opposed to employers) over the next five years. Sales representatives may seek out new opportunities that include better pay, more benefits, less stress, or greater flexibility. Reevaluate your benefits.

Churn 114

Churn Hiring Survey Hubspot 114

Partners in Excellence

APRIL 16, 2024

As we discussed the interview, she made a number of suggestions improving the survey and interview process. Intrigued by this fresh perspective, I mentioned my financial situation and work-study eligibility. Seizing the moment, Dr. Dover presented me with an unexpected opportunity.

Everest 94

Everest Social Media Call-back Media 94

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

Highspot

MARCH 12, 2024

In fact, a study by ValueSelling Associates revealed that only 25% of organizations track leading indicators – the most accurate measurement of behavior change. To start, many enablement teams will track participation metrics and associated survey data. This partnership is essential to driving change for your organization.

Scale 115

Scale Engineering Maximizer Lead Rank 115

DiscoverOrg Sales

JANUARY 1, 2018

Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results. This wealth of data comes from DiscoverOrg’s own primary research based on surveys conducted with mid- to high-level professionals in the Marketing Department.

Trends 184

Trends Advertising Advertising Survey 184

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. And these responsibilities cover the two enablement domains on the left hand side of our domain framework, sales readiness and sales content management that are all before the opportunity.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Zoominfo

FEBRUARY 3, 2023

Let’s break down the various channels for finding prospects and look at how effective each is at converting leads to opportunities, and ultimately, to customers. In a recent study, more than half of marketers said chatbots increased their conversion rates by at least 10%. of the time. Get a demo today to learn more.

Conversion 130

Conversion Lead Rank Ideal Customer Profile Leads 130

Pipeliner

OCTOBER 27, 2021

In the Harvard Business Review, one study even showed that increasing customer retention by only 5 percent will increase profit margin by 25 to 95 percent. Every customer response is an opportunity to grow not only customer satisfaction but your business. Not taking advantage of suggestions made by customers is a missed opportunity.

Retention 96

Retention Customer Analytics Churn 96

Zoominfo

OCTOBER 20, 2021

Times were uncertain, making it difficult to start a new opportunity, site unseen. When they (or someone they know) are looking for a new opportunity, they may remember you and reach out. Emphasize opportunities and growth potential For you, it’s just a job that needs to be filled. Many people stayed put.

How To 147

How To Positioning Salary Survey 147

HeavyHitter Sales

JULY 1, 2011

Personality Study of 1,000 Top Salespeople-Harvard Business Review. In casual surveys I have conducted throughout the years, I have found that 90 percent of top performers played organized sports in high school. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Sales and Marketing Management

MARCH 8, 2018

As soon as we conduct a study that illuminates how to address a certain moment in the purchase cycle, another customer comes along wondering how to handle a different selling scenario. These studies covered a lot of terrain in the customer lifecycle—two huge moments in the realms of customer acquisition and customer expansion.

Ideal Customer Profile 159

Ideal Customer Profile Customer Face-to-face Vendor 159

Zoominfo

JANUARY 19, 2022

A recent Deloitte survey of global executives shows that high-growth brands (those with 10% or more annual growth) are using organizational purpose to drive their progress. Deloitte’s survey indicates that 93% of high-growth brands have “established key performance metrics related to their purpose statement.”

Trends 100

Trends Marketing Lead Rank Lead Scoring 100

Hubspot Sales

JANUARY 30, 2023

You can find new job opportunities and learn from new connections. If you’re doing networking right, you’ll have instances or opportunities to associate with well-known figures in your industry. Whether it’s launching a new product or finding new opportunities (jobs, grants, scholarships, etc.), Here’s how this works.

Networking 87

Networking Referrals How To Survey 87

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. As a result, very few companies realize the gains promised by these studies.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273