Insights from New Research Uncover Opportunities for Sales Success


Richardson’s Selling Challenges research tracks the latest trends and identifies opportunities for building stronger connections with buyers in the new selling reality. Prospecting was a significant challenge reported by respondents.

New Research Reveals the Personality of Top Salespeople

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review.   CLICK HERE TO READ THE REPORT AND TAKE THE SALES PERSONA TEST. Steve is a noted sales researcher and the author of the “Heavy Hitter” series of books on the human nature of complex sales.

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HeavyHitter Sales

BE A PART OF SALES RESEARCH HISTORY.   Noted sales researcher Steve W. QUALITIES OF TOP SALES LEADERS - Twenty-two page report comparing high-performing and underperforming sales leaders.   Click Here to Read More Sales Organization Research Articles here.

Sales Acceleration Technology Spending: Special Report

The Sales Insider

Sales Acceleration Technology sales acceleration sales acceleration technology Sales Research Sales acceleration technology has transformed the B2B sales world. That much is indisputable.

Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site. Inside sales.

New ESR Report and Upcoming Webinar: The State of Sales and Purchasing

Dave Stein's Blog

This Thursday, November 29, ESR will publish a report which provides an enlightening look at the state of sales and purchasing. We wanted our researchers to compare both sides’ perspectives about challenges, pressures, and strategies that do and don’t work in negotiations.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Download the full report here. Vendor websites are most influential at the beginning of the sales cycle in the Buyer research stage. Buyer research stage: The customer conducts independent research on the vendors, underlying technologies, and methodologies via the Internet, analyst reports, product reviews, industry news, member associations, and elsewhere. Download the full report here. Deals aren’t won or lost on product features alone.

[Report] Social Selling Increases Sales Revenue

A Sales Guy

The Social Media and Sales Quota Report will be released this week and boy are the findings interesting. The report will be available by weeks end, but I wanted to give this community first peak. The most compelling insight from the report is that in 2012, 72.6%

Salesfusion ranked highly in latest report by Industry analyst David Raab


one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field.

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations.

ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

In Q3 2011, ES Research Group, Inc. The report was published today. Here is the press release: ESR’s 2011 Report on Virtual Sales Training. Here is some of what is covered in this Report: Average investment in sales training by salesrep.

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Because all of the salespeople worked for the same company, they reported to that one company''s sales management team, further skewing the results; The author incorrectly classified the ten traits as personality traits but some of them are actually behavioral styles.

Hoovers and LinkedIn Team Up to Make Prospect Research Easier

Sales and Management Blog

I have yet to see a purchased leads list—no matter the price or the promises–that didn’t require a good deal of additional research of the names provided. Hoovers is seeking to give an answer to both of the above situations—a research tool to help fill out the names and phone numbers on a leads list and the search ability to construct a list from scratch. Is the Hoovers and LinkedIn combination product the be all and end all of prospect research?

Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. You can’t research what you don’t know exists. By 2020, the B2B SALESMAN WILL BE DEAD.

What’s Your Win Rate and How Do You Stack Up to Top Performers? [New Research]

The Sales Insider

For the Top-Performing Sales Organization Benchmark Report, the RAIN Group Center for Sales Research studied what the Top-Performing Sales Organizations—companies that [.]. Driving your win rate higher can be the single biggest factor to beating your sales goals.

Study 29

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions).

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

Get the results of our 2017 Growth Drivers Report here. Justin : That’s great, and that’s exactly what came out of this report. Get the insights from our 2017 Growth Drivers Report. Learn high-growth secrets in our 2017 Growth Drivers Report. If that’s what we have to do, let’s hire people, researchers, in Vancouver, to make calls into our perspective accounts, gather data on them, and then feed it to our SDRs and our account executives.”

Please Let's Stop Selling Buggy Whips

Increase Sales

The Danger Report authorized by the National Association of Realtors supports this movement away from real estate agents. This report revealed the number one danger at 100% in residential real estate is the incompetence of real estate agents.

CIO as Strategic B2C Revenue Generator versus Cost Center

Babette Ten Haken

The IDG Enterprise 2017 State of the CIO report surveyed 646 US-based CIOs and IT leaders. Through the LOB lens, the CIO serves the LOB not only by researching various technology platforms and applications but also creating and managing projects to facilitate digital transformation.

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How High-Growth Companies Buy Leads


Source: Lead Trends Report ). Velocify research has found that making between five and seven calls yields the best results – by the sixth call attempt, 95% of leads who will eventually convert have been contacted. Source: Lead Trends Report ). Leads are expensive!

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

Reports of the Death of the Salesperson Are Greatly Exaggerated. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. CNi Rapid Research.

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

Here is an update on what’s coming from ESR over the next few months: Research on Negotiation. Anyone who completes the survey will be entitled to a copy of the final report when it is published. During this one-hour webinar, ES Research Group, Inc.

Sales Compensation Impacts Performance-New Research

HeavyHitter Sales


Multi-touch Revenue Attribution: Quantify Marketing’s Impact

Sales Benchmark Index

If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Corporate Strategy Magazine Market Research Marketing Strategy buyer's journey Marketing marketing campaign Multi-touch multi-touch revenue attribution revenue attribution revenue attribution model sales cycles single-touch revenue attributionRevenue attribution is one of the most important KPIs a board member can review.

An Independent Review of DiscoverOrg’s Data Accuracy Claims

DiscoverOrg Sales

From a list of over 10,000 contacts, Mr. Martin randomly selected 100 records and personally researched each one. A high level of data accuracy allows sales teams and marketers to do what they do best —solve problems for customers—and leave the research and verification to us. When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Martin.

Search Spies: Increase your conversions immediately by using these two awesome tools for competitive research

Software Business Blog

Competitive Keyword Research Tools. One of my favorite tools for competitive keyword research, SEMRush is very user friendly and intuitive. Domain Research. Advertising Research. Competitor Research. Keyword Research. Basic Research.

The Single Biggest Challenge to Hiring Sales People

Dave Stein's Blog

A Bit of Background did research on the subject of lying a while back. A number of other firms have done similar research. They report that the percentage of people that lie about themselves during job interviews is 81% (from a University of Massachusetts study).

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

And Forrester Research’s findings show that “78% of executive buyers claim salespeople do not have relevant examples or case studies to share with them.” An, study on sales acceleration reports US companies currently employ 5.62

10 Winning Ways to Keep up with Industry Trends

Vertical Response

Blogs and news sites will also often analyze key statistics and research that’s relevant for your industry, and break it down into bite-size chunks, in a form you can understand. Small Business Marketing business research Circa industry research industry trends small business marketing

Why “User Adoption” is the Best Indicator of Success

Smart Selling Tools

Our research specifically investigated: Who controls the budget (Marketing, Sales, IT, Executive office?). As someone who is contemplating the acquisition of sales tools, you should ask every vendor you talk with about their reported rate of adoption.

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Sales Tips: Dig Deeper on Your Competitors with Win Loss

Customer Centric Selling

State of Win Loss Research Highlights Increased Competition. In our annual State of Win Loss research, Primary Intelligence asks Win Loss managers to share details about their Win Loss initiatives, including their perceptions of the incidence of competition in their markets.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

ES Research worked with Mike on a special project for his last company, so we got to know him a bit better. Our research indicates that 85% of sales training doesn’t impact performance for long. Hiring Interview Measurement Methodology Presentations Research sales process social media

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

DiscoverOrg Sales

After analyzing, processing, and summarizing survey responses, the same advice I had received over a decade ago emerged as the overarching theme for the report—high growth companies do hard things. Get the full report: 2017 Growth Drivers Report: Unlock the Sales and Marketing Secrets of High Revenue Growth. According to TOPO’s 2016 Sales Development Report, outbound SDR teams set an average of 18.2

3 Deadly Sales Forecasting Mistakes (And How to Avoid Them)

The Sales Insider

Credible research [.]. sales forecasting sales pipeline reviews sales reportingIn many organizations, sales forecasting is almost a completely manual process run on spreadsheets.

Sales Tips: Why Phone Interviews Are Effective in Collecting Customer Insights

Customer Centric Selling

I lead Primary Intelligence’s new Research & Development division. NPS is reported as an aggregate score, which means you have a single number acting as a leading indicator for customer spend and growth.

Sales Leaders Bullish on 2016 Growth [Infographic]

The Sales Insider debuted its quarterly Business Growth Index research report in March, revealing sales confidence and providing insight into the speculated “tech bubble,” which may be more bluster than reality. Research sales growth sales leaders sales opportunities

25 Insanely Interesting People I Came Across in 2014

Mukesh Gupta

If you are interested in Innovation and creativity as a topic, you should check out his Report 103 newsletter. The more I researched about him the more intrigued I became. One of the goals that i had for 2014 was to discover new people and learn from new sources.

Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

Want to read more about the latest research from Primary Intelligence? sales tips selling tips sales process sales approach selling process crm sales technique sales tip selling technique selling approach customer experience win loss win loss reports cx

The Impact of Social Selling on Revenue

Igniting Sales Transformation

In our Social Media and Sales Quota report, our research did clearly show that sellers who use social media as an integrated part of their selling activities did close deals. Featured Story Networking Prospecting sales sales research social selling

Stop Whining, Start Leading Your Small Business

Increase Sales

If only… Kurlan & Associates revealed extensive sales research with the conclusion that 3 out of 4 sales representatives are clueless. This report also lists 4 key characteristics of good salespeople for small businesses to large ones.