Amazon, Williams-Sonoma, & Kohl’s lead ForeSee’s Top 50 Retail CX Rankings (Report)

Increase Sales

The post Amazon, Williams-Sonoma, & Kohl’s lead ForeSee’s Top 50 Retail CX Rankings (Report) appeared first on ForeSee. Research & CX Data Retail FXI FXI 2017Each year, ForeSee produces a study to discover which retailers standout from the pack when it comes to delivering an incredible customer experience across web, mobile and in-store. The results.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

Furthermore, assume that they use it at least as much as you do – to research options, product features and specs, and, yes, product and business reviews. The post 3 Ways NOT to Sell B2B [NEW REPORT] appeared first on DiscoverOrg. Outbound Selling Research Reports Sales Development B2B Sales Insights Decision Makers Direct Dial IT Decision Maker Prospecting Sales Effectiveness Sales Leads sales strategies Sales Tips

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Research Reveals Why Salespeople Lose Deals

HeavyHitter Sales

  I recently had the privilege to spend some time reviewing my latest B2B buyer persona sales research with Tiffani Bova, ‎ Global, Customer Growth and Innovation Evangelist  for Salesforce. 


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.

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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.

The Research Says… Skill and Will Are Key to Top Sales Performance


I love data and research…especially when it comes to people. When new reports are published, I get my hands on it as soon as possible. Now OMG research confirms it with science! Buyers, sales people, and leadership are of particular interest.

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[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%

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

From DiscoverOrg CEO Henry Schuck: When DiscoverOrg partners with sales researcher Steve W. Martin , quality data meets quality research. And since good business decisions are data-based decisions, our goal is to transform this research into practical findings and best practices that help you improve as a salesperson—and drive more revenue for your business. The goal of this research was to understand what’s really on customers’ minds.

2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

This wealth of data comes from DiscoverOrg’s own primary research based on surveys conducted with mid- to high-level professionals in the Marketing Department. What pain points keep CMOs up at night?

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

DiscoverOrg Sales

What is a customer insight report? Why is a customer insight report important? You certainly can’t expect everyone involved in selling to read all the customer and market intelligence reports, many of which are not geared specifically to your opportunity. No one wants to see their high-paid sales people sitting at a desk spending hours or days conducting research for one deal. What to include in a Customer Profile report. Who can use a Customer Profile report?

What Type of Sales Forecaster Are You? Research Reveals the Art and Science of Forecasting

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review.     CLICK HERE TO READ THE ENTIRE RESEARCH REPORT            This Steve W.   Predicting the future is difficult, if not near impossible.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Martin: I’ve had the privilege of interviewing over 1000 decision-makers as part of the win-loss analysis research I conduct on behalf of my clients. Research goals of the B2B buyer study. The impetus to conduct this buyer persona research project was to identify and quantifiably measure these hidden factors.

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[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.

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 Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

Read on to see what our research department has uncovered through a series of surveys of high-level IT professionals. The survey research. Our research team uses areas receiving new spend to discover ongoing spending trends. Industry News IT Staffing Research Reports Sales Development Account-Based Everything B2B Sales Insights CIO Clean Data Cloud services data security Information Technology IT Decision Maker IT Industry sales strategies

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.

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[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

That’s why we partnered with noted sales linguist and researcher, Steve W. Eleven percent faulted themselves because they didn’t do enough research during the sales cycle, and another 11% felt they bought too impulsively. Outbound Selling Research Reports Sales Strategies Account-Based Everything B2B Sales Insights CIO Customer Satisfaction Decision Makers Outbound Sales Prospecting Sales Effectiveness Sales Intelligence Sales Leads sales strategies Sales Success Sales Tips

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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.

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.

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).

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.

First Direct Lending Achieves Rapid Growth with Velocify


Using Velocify LeadManager Mike can test different contact strategies and leverage the system’s advanced reporting capabilities to analyze the data and optimize accordingly. First Direct Lending is no stranger to the hustle of the mortgage industry.

Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics


The big players — native reporting in marketing automation and cloud-based sales- and business intelligence (BI) vendors — have caused the ground beneath specialty marketing analytics vendors to shake.

Sales Technology Best Practices: Superuser Tips for Success


Leverage reporting to continually evaluate performance metrics and identify areas for improvement. Customer Spotlight Dialer Software Finance and Mortgage Increased Speed Inside Sales Research Sales Technology Video automation Customer Success sales acceleration velocify customers

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.

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Research Reports Sales Development Sales Strategies B2B Sales Insights Customer Satisfaction Decision Makers IT Decision Maker Outbound Sales Prospecting Sales Effectiveness Sales Leadership Skills sales strategies Sales Success Sales TipsIn a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople?

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product. CEB/Gartner research shows that 53% of customer loyalty is driven by the sales experience. In this series, we ask tech executives to describe the why and how of their solution.

[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.”

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.

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!

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.

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.

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

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.

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 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

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.

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

More info on how the research was conducted can be found at the end of this article. Until this happens though, the lead will not show up in any of the reports. Sales Research ArticlesEmail is one of the bigger mysteries of business.

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How to Keep Your Eye on the Competition

Sales Benchmark Index

This finding is a result of SBI’s 8 th Annual Research Report. You can get a copy of the report and sign up for a workshop here. In our report, there are 6 reasons why you might have the wrong sales strategy.