Study reveals suprising attributes of higher quality leads


Insurance agents , on the other hand, would be wise to target their efforts towards: Individuals with “very poor” credit, who were almost three times more likely to sign up for an insurance policy than those with “excellent” credit.

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How to Kill Social Selling at Your Company

Sales Benchmark Index

However, company policies against social media are hampering many a sales team. I’ll explain the first component, Policy. I even provide a sample Social Media Policy for Sales. Policy – It all starts here. The Policy Problem. A Social Media Policy for Sales.

5 Things Sales Managers Should Never Say To A Salesperson

MTD Sales Training

It follows the age-old ‘why can’t you study like your sister?’ This is company policy. Blaming company policy, or your boss, or legislation changes only puts more pressure on people to conform, you want people who have creative ideas and innovative thoughts to build the future direction. Privacy Policy. No matter how long you’ve been associated with sales, you’ll never know it all.

Simple Ways Sales Can Turn Anger into Genuine Delight


Studies have shown that you have at most 24 hours to repair your blunder; after that period you’ve missed the opportunity to be in the game for a hug. Shut up about company policy. NEVER quote company policy to justify what was done to anger the customer.

In the Race to Win More Customers, Sales Needs Digital Transformation

letters (25%) and policies and procedures (28%). In a recent study by 451 Research, 31% of. 1 Online: | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

Midsize Business Optimistic

Score More Sales

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here. 36% allow a “bring your own device” (BYOD) policy.

4 Tips for Training Sales Managers How to Coach


A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.”. Once you convince a handful of “influencers” to advocate your new programs and policies, especially if you can demonstrate that they are generating tangible results, the momentum will accelerate.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

However, much of this training is wasted on corporate policies and internal systems training. Personas and buying process maps should be studied to ensure buyer alignment. Your company is growing quickly. You have an aggressive number for the year.

5 Less Annoying Alternatives to "Please Find Attached"

Hubspot Sales

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You can also describe the attachment’s contents, such as, “This case study includes …” or “This business case explains …”.

How to Add Some Muscle to Your Sales Kickoff


Studies indicate that participants in traditional curriculum-based training can forget 80% or more of the information they were taught within 90 days.”. Many studies have detailed the workings of the “ forgetting curve.”

True Story: What Every Salesperson Ought To Know Before Writing Content

Bernadette McClelland

What case studies and stories could you tell? Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn.

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

What's wrong with salespeople (& how to fix it) Get the complete study. Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome.

Mobile Tools to Sell More

Score More Sales

Bring-your-own-device (BYOD) policies are growing at mid-sized companies with many organizations giving new sales reps a tablet rather than a desktop or laptop now. See their whole study here. New ways to sell in the midmarket world are happening all around us.

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Is your training budget really the key to success?

Selling Essentials RapidLearning Center

A recent study out of Ohio State University explores this question. A team of education policy researchers wanted to explore how financial resources impact learner achievement – and if money wasn’t the biggest determinant of success, then what was? The study looked at over 5,000 students in schools across the state of Michigan. Specifically, the study explored organizational culture to look for the amount of “social capital” each school possessed.

Study 40

Is your training budget really the key to success?

Selling Essentials RapidLearning Center

A recent study out of Ohio State University explores this question. A team of education policy researchers wanted to explore how financial resources impact learner achievement – and if money wasn’t the biggest determinant of success, then what was? The study looked at over 5,000 students in schools across the state of Michigan. Specifically, the study explored organizational culture to look for the amount of “social capital” each school possessed.

Study 40

Does Your Sales Incentive Plan Drive Customers Away?

Sales Benchmark Index

Reps manipulating trade-in policies to earn a bonus. However, these studies focus on customer attitudes. Unlike marketing studies, customer interviews ‘map’ the buyer’s journey. Time Study. Time studies are intrusive. The purpose of every incentive compensation plan is to influence the actions of sales reps. But an internally-focused plan can encourage behavior that works against the customer. This destroys trust.

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

What they should be doing is developing programs to keep these valuable employees up-to-date on technology advances, policy changes, customer feedback, and anything else they need to know. Women also excel at quota attainment, according to a study by Xactly.

22 Things We Learned About the Sales Industry in 2017

Hubspot Sales

Administrative tasks, such as dealing with internal policies and approvals (14.8%) and customer meetings (14.0%, required the most time, while training took up the least (3.9%). Our State of Sales 2017 study showed the average base/variable compensation split was 47:53.

Five Myths About Price and Discounting


Mara and Roriello, in Harvard Business Review, studied an even larger sample and found a 1% drop in average price would cause a 1 % drop in profit. Your pricing policy is one of the easiest things to train customers on. It gets even worse: customers are very hard to “un-train” on a new pricing policy. I can’t think of any concepts more misunderstood than price, pricing, and discounting. An alarming number of businesses price poorly.

6 Steps to Improve ROI of your Mortgage Email Marketing


To succeed at email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email. Email is a powerful sales and marketing tool.

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

The best way to think of continuous onboarding is an insurance policy that protects investments in hiring, onboarding and training. Studies show that in as little as 30 days, 79% of new information is forgotten – it’s just how the brain works.

4 Reasons to Hire a Social Media Manager


According to one recent study, 93% of B2B marketers reported social media as the most utilized marketing tactic of their teams ( source ). In a 2010 blog post, we state that in order to stay viable, B2B companies need to hire a social media manager.

5 Insights from LevelEleven’s KPI Report


Out of all of the industries we studied, technology had the most unique set of KPIs with more than 50 percent difference compared to the other industries. Some of the most notable KPIs outside of the technology industry include event bookings , bottles sold , and paperless policies.

The Critical Building Blocks of an Enterprise Sales Engine


If you are selling to an enterprise like Boeing or Microsoft, then you need to take into account the fact that external factors like foreign policy (tariffs, sanctions, etc), exchange rates and international regulations (GDPR) are going to have a trickle-down impact on the department you are selling to. Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market.

The Worst Phrases Salespeople Can Use in a Negotiation and What to Say Instead

Sales Hacker

But if you need more reason than that, here are some findings from a two-year study of sales negotiations from Huthwaite International : Companies with no formal negotiation process had a 63.3% For example, you could say: “It’s against company policy to offer free shipping.”.

Top Boston Startups with Female Founders


According to one study of 45,000 business leaders , women receive higher marks on average for leadership effectiveness. The company’s work space and policies enable a healthy lifestyle. For job seekers, it’s worth paying attention to companies with women CEOs.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. Pull: Implement clear incentive policies that offer appropriate rewards for idea generation, not just successful implementation. Drive sales innovation.

Are You Stuck in a Revolving Door?

No More Cold Calling

Studies show that employees who take vacation time— real vacation time—experience an 82-percent increase in job performance and have a lower turnover rate than their overworked counterparts. It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it?

Do These Five for a Best Sales Kickoff – SKO

Women Sales Pros

SHARE BUYER STORIES Helping the newer reps and acknowledging the reps who worked on a past deal, holding a “case study” session reminds everyone of what is in it for the buyer. You also need to bring up a new policy or two – but don’t lead with negative new information or it will set a tone of bad news. With so many underperforming sellers, why put on an annual “rah rah” event only to turn everyone loose to go back to what they did before that hasn’t worked?

How to Increase Customer Retention, Lifetime Value and Reduce Your Cost Per Sale

Keith Rosen

T hat same study showed that increasing customer retention by 5% could lead to an increase in profits by 25 to 95%. This study also reported that it’s slower and costs five – seven times more to acquire a new customer, than to retain an existing one.

How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement

DiscoverOrg Sales

For example, a CEO under pressure from analysts or investors might publicly state their new policy demanding strict ROI measurements for all future projects and major purchases. Read the study: How Sales and Marketing Intelligence is Democratizing Growth and Driving Disruption. The Last Mile Effort of Pre-Sales Customer Analysis.

Making Sales Playbooks Work for You


If you’ve hired a sales manager to lead your sales team, this is your insurance policy that execution at 5,000 feet will occur in alignment with the goals you set at 30,000 feet. This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks, which is crucial for getting business development right.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Countless books, articles and studies have attempted to identify the characteristics of a high-performing salesperson , but a consensus has yet to be achieved. Policy Knowledge. Modern sales teams need competent professionals with a variety of talents, skills and abilities.

5 Critical Sales Questions You’re Not Asking Your Leads (but Should)


A study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer’s point of view, the greatest need for improvement is in salespeople’s knowledge of the customer’s business and industry.”

3 Recap Email Templates to Use After Connect, Discovery, and Demo Calls

Hubspot Sales

We’ll put together a sustainability report highlighting areas of improvement in your environmental policies. You hang up, take off your headset, and enter meeting notes into your CRM. Another productive meeting with a prospect.

Customer Service Makes Sales Amazing


Regardless of formal competitive analysts studies, nothing is more telling than the voice of the customer. The service team will provide information on how the customer perceives your prices which is often different than the conclusions reached in formal price-demand studies based on the real level of prices. In addition, internal rules and policies determine how “friendly” and organization is, and the “dumb” ones very often annoy customers so much they leave.

The Definitive Guide to B2B Employee Engagement and Brand Awareness


A recent study shows social media posts shared by employees reach 561% more people than the posts shared by the company’s page ( source ). Minimize risk by implementing a social media policy to establish clear ‘dos & don’ts’ for social media use.

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A sales leadership red flag – sales turnover matters

Sales Training Connection

The issues can vary from travel policies and territory designs to compensation structures and bonuses. In regard to expectations, a recent leadership study by Bluteau DeVenney & Company reported that the one of the most important expectations of all employees is the opportunity to grow.

5 Reasons Sellers are Leaving Your Organization

Sales and Marketing Management

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. Make a list of the different ways you can be more flexible with your team – within the bounds of HR policy and your organization’s culture, of course. Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover.

People > Processes: A Conversation with Scott Leese, Senior Vice President of Sales at Qualia


I studied psychology, religion, and learning theory,” he said. By the time I was healthy enough to join the workforce, I felt like all my studies were irrelevant—I literally picked sales to make up for lost time.”.