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. He is the author of the Amazon best-selling book Sell Without Selling Without: A Guide to Success on Your Own Terms.

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? Cross-selling could be a breakthrough if you aren’t already using it to your advantage. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

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 were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. 1 team had the strongest overall Desire and Commitment.

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. Setting the new hire up on Slack? In our experience, visualizing the opportunity in real-time makes all the difference.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

Sales Hacker Training

AUGUST 25, 2021

We increased the average number of qualified opportunities per SDR by 92% that year. We started getting emails like these: Best of all, our reps got out of the spreadsheets and back to what they do best: selling! links to relevant case studies) to save even more SDR time. The results? Even better? Here’s how we did it.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

SalesLoft

FEBRUARY 20, 2020

That’s a quarter of the workweek that sellers aren’t selling. 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. Sales Engagement automates the manual tasks that pull your reps away from selling.

Opportunity 59

Opportunity SalesForce Hiring eBook 59

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. What’s the best response when the competition are brought up? Instead of knocking them down, build yourself up. Should you try to by-pass the issue?

Competition 375

Competition Sales Meeting Meeting How To 375

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

CommercialTribe

MARCH 25, 2021

High performers are disproportionately made up of tenured sellers. 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.

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. RELATED: Why Social Selling Is Killing Your LinkedIn Strategy (How to Transition to a Strategy That Works). What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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 Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. 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. Wrapping up. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

Partners in Excellence

MARCH 5, 2024

Since then, I pay attention to everything he does, he’s a great thinker/practiioner in selling. I love his passion/obsession with selling. Why Am I Obsessed With Selling? The question is correct: “ Why am I obsessed with selling?” – because the love for my job looks like an obsession from the outside.

Fashion 73

Fashion Study ACT Retail 73

HeavyHitter Sales

APRIL 7, 2013

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. Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues.

Study 146

Study B2B Penetration Lead Rank 146

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

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268

No More Cold Calling

APRIL 26, 2021

The Harvard Business Review (HBR) expands on this very real challenge: “As the pandemic persists, most B2B companies are finding that selling to current customers has moved to virtual methods—such as connecting remotely using video or telephone—with surprising ease. Customer testimonials and case studies can be effective.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales Hacker

MARCH 8, 2024

What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. ELG puts less strain on your team because partners can provide additional data, resources, and opportunities, meaning less time is spent chasing low-quality leads. Early-bird tickets expire next week. A chance to tour (and maybe even race on?)

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. The conclusions are reinforced across everything we studied. It turns out the singular secret to selling success is “Build more pipeline!” All totaled we have large, diverse sample sizes.

Lead Gen 98

Lead Gen Pipeline Scale Hiring 98

Zoominfo

MAY 12, 2020

They’re the ones with the ready-to-go resume and up-to-date website. However, these positive traits also make it more difficult to actively recruit them to your opportunities. We split up passive job seekers into a few different groups: Types of Passive Candidates. Talk about opportunities. Make them sell to you.

Hiring 278

Hiring How To Networking Salary 278

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. They are only engaging in one-to-many ABM and one-to-few ABM, and they are missing opportunities to drive sales cycles with target organizations that are stuck in status quo. This year, that number dropped to just 5.8%.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

SBI

JUNE 4, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Fill the Funnel

APRIL 3, 2015

For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. 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. Why Use Case Studies?

Case Study 48

Case Study Study Top of Funnel Engineering 48

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Waking up to a request for a meeting in his office felt surreal. 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 105

Everest Social Media Call-back Media 105

BuzzBoard

FEBRUARY 16, 2024

Understanding the Importance of Local Events in Selling to Small Businesses For those of you in the sales department of a digital marketing agency, selling to small businesses may seem intimidating. Selling to small businesses isn’t just about competitive pricing or attractive packages. Ready to make a difference?

Small Business 52

Small Business Small Business Networking Case Study 52

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Personalization and understanding your prospect’s needs are vital for effectively selling to small businesses.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

SBI

MARCH 4, 2014

Jonathan : For Sales time is critical to your bottom line; studies show that almost a quarter of a sales person’s time is spent researching to prepare for sales calls. In the year 2010 alone, the world generated enough data to be the equivalent of 18 times the amount of information contained in all the books every written up that point.

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122

BuzzBoard

MARCH 5, 2024

Numerous case studies have appeared over the years, offering tangible evidence of the effectiveness of digital marketing strategies. Such stories demonstrate how small businesses have converted challenges into opportunities, leveraging online resources to fuel their growth. These serve as impressive digital marketing examples.

Small Business 52

Small Business Small Business Case Study Lead Rank 52

Hubspot Sales

JANUARY 31, 2023

Hybrid work, in particular, has been picking up steam over the past few years, as many workplaces see it as a comprise between remote and in-office work. For instance, with remote work, salespeople can skip the commute, work flexible hours, and execute day-to-day selling activities without a hitch. What does this mean for you?

Data 100

Data Microsoft Survey Lead Rank 100

Janek Performance Group

SEPTEMBER 29, 2021

If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Highspot

MARCH 12, 2024

After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership. In fact, a study by ValueSelling Associates revealed that only 25% of organizations track leading indicators – the most accurate measurement of behavior change. There are typically two tiers to this.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Hubspot Sales

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Are they constantly printing out reports to pin up on a wall? Creating that connection is invaluable.

Customer 129

Customer Face-to-face How To Case Study 129

Sales Hacker

MARCH 23, 2023

Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. I’ve been selling to B2B for over 35 years — that’s more than 70,000 hours of practice. Buyers will pick up on your attitude.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98