SBI Growth

AUGUST 15, 2024

Moving into the latter half of 2024, growth leaders should consider start ing the annual planning process for 2025 today. For organizations to make the right move, they need t o understand how their go-to-market (GTM) plan will influence their value-creation capabilities.

Report 177

Report Strategy Survey Influencer 177

Hubspot Sales

JULY 30, 2024

That‘s why HubSpot recently surveyed over 200 business owners to get a pulse on the current state of entrepreneurship — a report that covers key elements like business owners’ motivations, their pain points, the various strategies they leverage, and plenty more. The State of Entrepreneurship Report: Key Findings 1.

Survey 105

Survey Report Hiring Social Media 105

Sales and Marketing Management

NOVEMBER 21, 2023

Gartner Director Analyst Adnan Zijadic discusses his report “How GenAI Will Revolutionize Sales Force Automation Platforms.” The post How Generative AI Will Transform B2B Sales appeared first on Sales & Marketing Management.

B2B 376

B2B Report Sales Marketing 376

Understanding the Sales Force

SEPTEMBER 17, 2020

He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG).

Report 374

Report Hiring Groups Media 374

SBI Growth

DECEMBER 2, 2020

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

Motivation 373

Motivation Report Research How To 373

SBI Growth

DECEMBER 29, 2021

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams.

Trends 347

Trends B2B Intent Marketing 347

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions. Allow me to introduce you the competency called Supportive BuyCycle TM.

Guidelines 390

Guidelines Closing Call-back Report 390

Understanding the Sales Force

SEPTEMBER 8, 2024

Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months earlier. The experts tell us what to expect for the monthly, quarterly and annual numbers for the Cost of Living, Inflation, Interest Rates, Illegal Immigration, Unemployment, and Jobs.

Government 348

Government Forecasting Pipeline Report 348

Sales and Marketing Management

AUGUST 18, 2022

The Influence Styles Inventory measures a person’s self-reported influence style preference. There's a lot of talk about influencers these days. It's a prism through which to understand others’ influence styles. The post Secrets of Influence: The Extra Edge for Sales appeared first on Sales & Marketing Management.

Influencer 334

Influencer Report Sales Marketing 334

Understanding the Sales Force

MARCH 3, 2020

Myers-Briggs reports on sixteen dimensions of personality, the Hartman Profile has four dimensions of personality, Plum uses AI to predict cultural awareness, teamwork and communications, and DiSC has four dimensions of behavioral styles.

Report 356

Report Hiring Sales 356

Sales and Marketing Management

OCTOBER 15, 2020

Video technology tools like Zoom and Slack were reported helpful in fueling connection and engagement. Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently. Sixty-five percent said they felt “very” or “somewhat” engaged.

Incentive 317

Incentive Incentives Travel Cancellation 317

Understanding the Sales Force

NOVEMBER 22, 2021

I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional! Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!"

Groups 358

Groups Objections Report Examples 358

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. Image attribution: Anna Schvets ).

Referrals 432

Referrals Customer Social Media Revelation 432

Sales and Marketing Management

MARCH 22, 2021

There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.”

Report 296

Report Research 296

Steven Rosen

AUGUST 2, 2022

TSAs could be time spent on impromptu phone calls from your reports, or specific meetings you get invited to that are a complete waste of your time. Block off bi-weekly meetings with each of your reports. Determine your 3 biggest time-sucking activities (TSAs) that don’t generate any results but suck up your time. Calculate the change.

Cancellation 333

Cancellation Call-back Analysis Report 333

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

Pipeline 264

Pipeline Benefit Hubspot Coaching 264

Zoominfo

APRIL 30, 2021

Relatively speaking, yes, with 76% of those who hosted virtual events during the pandemic reporting that they were at least somewhat effective, according to results from ZoomInfo’s survey. In 2021, 54% of respondents to ZoomInfo’s survey reported their organization definitely plans to host virtual events, and 28% say they probably will.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

SBI Growth

AUGUST 18, 2021

As highlighted in our 2022 annual planning report , we see leading firms redirecting an average of 19% of their sales capacity from “Field Sellers” toward some combination of Inside Sales, eCommerce platforms, and Customer Success in 2022.

Ideal Customer Profile 293

Ideal Customer Profile Inside Sales How To Report 293

Sales and Marketing Management

SEPTEMBER 11, 2023

A report from CSO states that 77% of buyers don’t see salespeople as a helpful resource to solve their business problems. Harvard Business Review reports that a survey of nearly 1,000 B2B […] The post The New ABC: Always Be Credible appeared first on Sales & Marketing Management.

Report 194

Report Survey B2B Buyer 194

Sales and Marketing Management

MARCH 3, 2021

Pre-COVID-19, it was reported that one in four individuals experienced a diagnosable mental health condition annually. The relapse rate after inpatient treatment is reported to be approximately 50% in the first 12 months, and the drop-out rate from treatment is approximately 40%. Clearly traditional treatments are not enough.

Coaching 317

Coaching Cost Per Click Insurance Insurance 317

No More Cold Calling

JANUARY 13, 2022

For instance, NBC reports that astrologers predict 2022 will bring “enlightenment, glow-ups, and some serious rebirths and that we should expect for secrets to be revealed, the marginalized to rise up, and chances for a phoenix to rise from the ashes.” But what will happen in 2022?

Trends 356

Trends Margin Cold Calling Inbound 356

Steven Rosen

MARCH 23, 2022

The stress behaviour occurs when we have all our reports in on time, and we have followed up on all our messages. From a sales rep’s perspective, imagine getting a field report listing everything you do wrong? Some reps would not even read the report. Generally, we do the busy work first as they are the easiest to do.

Coaching 292

Coaching Sales Management Face-to-face Sports 292

The Pipeline

AUGUST 4, 2020

Most successful companies have learned to think outside the limits of quarterly reporting. There will always be a month-end, quarter or year-end, that will not change, which means we do. With most salespeople failing on most measures, we need to focus on more than just the first step.

Proposal 427

Proposal Objections Quota Closing 427

Sales 2.0

JULY 28, 2020

The rest reported improvement. You can access the entire Selling SaaS in the COVID Economy report over on SalesRoads’ website. On the whole, a relatively small percentage of our surveyees said that the coronavirus had negatively affected their ability to use email, the phone, social media, and webinars to contact prospects.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Understanding the Sales Force

FEBRUARY 25, 2024

The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.

Coaching 347

Coaching Guidelines Margin Incentives 347

Understanding the Sales Force

AUGUST 31, 2024

The point is that chasing your tail – whether gardening or selling – is a giant waste of time. On the gardening side, I gave up on the old technology – a coaxial cable that wasn’t buried deep enough in the ground, and upgraded to the Halo collar which uses GPS and a geofence to keep Dinger safe.

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

No More Cold Calling

JULY 12, 2024

With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call Convert prospects to clients more than 50 percent of the time (Many salespeople report a 70%+ conversion rate with referrals) Penetrate prime accounts with personal introductions Consistently increase deal size by more than 10 percent Ace (..)

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Sales and Marketing Management

DECEMBER 16, 2019

That person should not be the president, CEO or owner, but someone who reports directly to them. . . This entails having a leader who oversees the entire company’s customer service across every department. Why Employees Often Lack Customer Empathy . Customer service and soft skills aren’t common sense. Most people aren’t born with them.

Company 423

Company Customer Insurance Insurance 423

Sales and Marketing Management

SEPTEMBER 16, 2020

Information, reports, statistics and tutorials you used to deliver via an in-person meeting can instead be the focal points of blog posts, newsletter-delivered informational courses, video lessons and similar forms of marketing collateral. What To Do. This is an excellent time to double down on your automated content marketing.

Trends 333

Trends Marketing Lead Rank Conference 333

Steven Rosen

NOVEMBER 7, 2022

Developing a monthly tracking and reporting system to provide feedback on how each team member is doing against their CSFs helps keep things real. As part of generating buy-in from your sales and marketing teams, you have empowered them to define the CSF. They have also built the plan and come up with their metrics.

Strategy 380

Strategy Call-back Objections Forecasting 380