Marc Wayshak

AUGUST 24, 2021

Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. In this video, I’m going to show you 5 keys to a great case study presentation in sales. Check it out: 1. Think of any great movie plot. Let me explain what I mean.

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Case Study Study Face-to-face Benefit 118

Score More Sales

JUNE 27, 2014

This week, LinkedIn shared some statistics in its study women in sales. The data is compelling to show that very few women make it to executive leadership in sales, and that there are fewer women in sales than there are in general business positions. If it encourages one woman to go for a sales leadership position – all the better!

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Pipeliner

AUGUST 13, 2023

The Power of Positive Reinforcement: A Conversation with Bill Sims As a podcast host, I’ve had the privilege of engaging with some of the most insightful minds in various industries. Bill fondly recalls his mother using positive reinforcement during his childhood, offering him ice cream if he ate his green beans.

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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. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. In this study summary, we’ll focus on the global data.

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Selling Essentials RapidLearning Center

APRIL 5, 2023

People in charge of employee learning often incline toward the positive, i.e., they train folks in what TO do, not what to NOT do. But, according to a study from Harvard Business School, when it comes to business ethics, the situation is reversed. This blog post is based on the following research study: Gino, F. &

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Selling Essentials RapidLearning Center

DECEMBER 13, 2022

One study looked at more than 2,000 managers and found that 86% of managers who focused on enhancing strengths led above-average teams – against 45% for those who focused on improving weaknesses. To answer that question, another study looked at what would happen if a strength-based training strategy were applied to low-performing teams.

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Selling Essentials RapidLearning Center

JUNE 29, 2023

The positive behaviors, on the other hand, were examples of “affiliative” behavior – they signal a desire to connect with the other person. And that’s the real takeaway from this study. Other studies show that what we do affects how we think. They literally create barriers and distance. It’s about your intentions.

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DiscoverOrg Sales

OCTOBER 5, 2017

It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one. Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. They are too pushy.

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Steven Rosen

APRIL 1, 2024

A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations. This fear is compounded by a lack of confidence in their ability to navigate the conversation effectively and reach a positive outcome.

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Selling Essentials RapidLearning Center

JANUARY 24, 2023

But according to a major study about how the brain processes feedback, this approach is likely to boomerang. One focused positively on the subject’s future. The future-focused interview triggered what the study leader, Richard Boyatzis, calls the Positive Emotional Attractor, or PEA. Let’s be candid. I’m curious.

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Positioning Lead Rank Face-to-face Study 52

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.

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Study Top of Funnel Social Media Loyalty 88

Zoominfo

NOVEMBER 18, 2019

For many men in management positions, however, the message behind the movement seemed to have missed its mark. In fact, a recent study by LeanIn.Org looked at how workplace behavior has changed in the wake of #MeToo. . MeToo and Gender Bias in the Workplace. Reduce turnover rates. Create a learning culture. Why not yours?

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Study Policies Education Film 167

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. Get the Study. Our study uncovered four key ways that Leaders differentiate themselves through their customer experience strategy.

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Study Customer Hiring Loyalty 67

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” This will create intrigue and allow you a chance to explain yourself.

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Score More Sales

APRIL 5, 2014

Because of the feast or famine mentality that can happen in a professional selling career, and because of the things we say internally to ourselves, having a primary positive attitude is crucial for your success. Research over the years has found that positive attitudes impact sales success. – Jack Canfield. Expand Your Pipeline.

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Selling Essentials RapidLearning Center

JULY 12, 2022

In one study , researchers from the University of Michigan Business School investigated a real-world case — a large IT company where some teams performed much better than others — and found that positive communication contributes to high performance. The positive message was six times more effective than the negative one!

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SBI Growth

FEBRUARY 12, 2013

There has always been successful implementation and a very positive customer relationship. There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. The tool helps you evaluate: The strength of your position. The likelihood of success.

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Hubspot Sales

OCTOBER 3, 2018

There’s only one surefire way to build a strong brand: brand positioning. Here's how to successfully position a brand in your market in 2018. What is Brand Positioning? Brand positioning is the process of positioning your brand in the mind of your customers. 6 Steps to Create Your Own Brand Positioning Strategy.

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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. in win rates than a less formal approach, according to the 5th Annual Sales Enablement Study. Coaching Sellers. Hiring New Sellers.

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DiscoverOrg Sales

MARCH 20, 2018

We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations. Get the full study here. Interestingly, though, no other positive result (e.g. Grab a full copy of our study to find out.

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Ideal Customer Profile Positioning Data Lead Rank 69

Selling Essentials RapidLearning Center

OCTOBER 21, 2020

The group that had felt successful after the first round — those who got positive feedback — performed significantly better on the retest. This blog entry is based on the following research study: Eskreis-Winkler, L., Then all the participants were retested on the same questions, phrased somewhat differently.

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SalesFuel

APRIL 11, 2024

Researchers at Cornell University recently studied the impact of asking for help over various communication channels. Specifically, they studied responses to a request asked by way of video, phone, email, text or face-to-face (FtF). Significantly, the study asked participants to predict which channel would be most effective.

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Selling Essentials RapidLearning Center

APRIL 7, 2021

They identified three broad categories of positive events that people commented on at the end of a given day: Nourishing events: for example, a show of respect or encouragement from a manager that could increase one’s sense of well-being. The blog post and Rapid Learning video module are based on the following research study: Amabile, T. &

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Study Motivation Video Research 52

SalesLoft

MAY 25, 2018

Leaving a lasting impact and positive experience for the buyer begins with the discovery phase and communicating the value your solution can offer individual prospects. This step builds a relationship of trust and positions you as a business partner. Studies support this assertion. See Deputy’s full results here.

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Case Study Study Face-to-face ROI 52

Sales Hacker

APRIL 9, 2020

Here’s a case study that will show you how it’s done in a real life situation. As such, Dan needed to be positioned as a thought leader on the subjects of technology, cyber security, and modern data. This step involves studying both the company and CEO’s brand to understand what is working and what is not. Client Background.

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Case Study Study LinkedIn Top of Funnel 79

SBI Growth

MAY 4, 2022

In a Q1 2022 study by SBI , seller attrition rates hovered around ~27%, on average, where 15% to 20% was the historical range. One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep.

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Sales Hacker

MAY 10, 2021

It is at this stage that consumers share their problems and queries, which puts the customer support team in a crucial position as they have the first-hand experience of customer concerns. Customer support teams are in a prime position to upsell and cross-sell services. Prevent churn and highlight positive customer experiences.

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Smooth Sale

JULY 13, 2021

There are positives and negatives associated with being a game player, but a strategic game player is at another level. Using strategy implies studying, reviewing, and giving thought to better ways for proceeding. Efforts perform best when they include a thought-out plan.

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Sales Hacker

JANUARY 17, 2020

We polled over 5,000 people and we’re going to look at what we’ve learned about how you can improve your reps’ sales pitches with positive vibes and AI technology so that your prospects aren’t turning away cringing. Here’s what we’re going to cover… How to Improve a Sales Pitch: Incorporate positive vibes. Practice makes perfect.

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Positioning Coaching Tools Study 66

Product Management University

OCTOBER 7, 2019

In this day and age where buying decisions are 50-80% made (depending on the study) before prospects ever engage, establishing an immediate emotional connection is a must. The Playbook : The #1 rule of positioning is that it has to reflect the customer’s mindset. Sign up for The Art & Science of Positioning Solutions.

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Positioning Study Relationals Pipeline 40

Emissary

JANUARY 5, 2022

To position your products for success, shape your sales strategy around a nuanced understanding of the pressures driving these companies and the cultural or technical challenges they face. In order to position your IT solution as the obvious and necessary choice, you need to figure out who’s making the decision to buy.

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Selling Essentials RapidLearning Center

APRIL 14, 2021

Meantime, sales managers, under pressure to fill positions and meet sales targets, often let their emotions and biases sway their choices without even realizing it. In one study , researchers from the University of Missouri analyzed eight months of taped job interviews by three interviewers at a large corporation. 5, 659-665.

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Sales and Marketing Management

APRIL 12, 2019

Duhigg cites a study from the 1970s by James Averill, a University of Massachusetts psychology professor, in which Averill surveyed the residents of Greenfield, Mass., More than two-thirds of those on the receiving end of Averill’s anger study said they came to realize their own faults. Can anger motivate?

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Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. The top-rated WFH job: writer/author.

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Alice Heiman

DECEMBER 12, 2023

April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book “Obviously Awesome” and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products.

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Siebel Positioning Banking SAP 103

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.

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SBI

OCTOBER 2, 2013

Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game. The results of the study were astonishing. It can be difficult to put yourself in the buyer’s position and to understand they don’t have the benefit of your knowledge.

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Study Buyer Benefit CRM 138