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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.


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.

Research Confirms Texting Realities in Inside Sales

Productivity and Motivational Tips for Inside Sale

And they were twice as likely as those over 35 years of age to report strong brand loyalty because of it. The post Research Confirms Texting Realities in Inside Sales appeared first on TeleSmart Communications.

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.

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).

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.

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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?

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.

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


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

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).

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.

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.

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

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

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.

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 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

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.

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

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.

Would You Pay for Better Customer Service? - Think customers: The.

The 1to1 Media Blog

GfK Research. New research shows the benefits of delivering such valuable customer experiences. RightNow Technologies has released the results of the companys annual Customer Experience Impact (CEI) Report, which shows that delivering exceptional customer experiences is essential for brand growth and competitive differentiation. The report, conducted online by Harris Interactive on behalf of RightNow, interviewed 2,291 U.S. 1to1 Magazine. Issues. Weekly Digest.

The Missing Link in Customer Centricity: An Engaged and.

The 1to1 Media Blog

GfK Research. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics.

Sales lead volume drops 30% on Fridays


These findings further support our earlier research on the value of weekend leads. To download the Weekend Leads report, please click here. In today’s competitive sales environment working new sales leads when others are not could give you a leg up on the competition.

How to Get Comments: Building an Online Community Through Social Media (Part 1)

The Sales Insider

Best Practices Blogging Cool Ideas How To's Inside Sales Best Practices Inside Sales Tips Lead Nurturing Reporting Research Sales Tips 10 tips for social media Better Sales Management building social community Google Inside Sales Ken Krogue Sales Best Practices sales blog Social MediaHow you interact socially online can help or harm you.

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.

Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

Research has shown the average sales rep actually only spends 35% of their day actively selling to prospects. Research has shown that the #1 way B2B buyers make their decisions is first through their own experiences, but their #2 information source during the decision process is their peers.

Industry Buzz – July 2016

Software Business Blog

Check out this insightful research to discover where the industry has been and where it’s headed next. Hi sellers!

Marketing to the Multitasking Archetypes of Carl Jung

Increase Sales

Every day is filled with new marketing research especially with the ongoing influence of mobile technology. The research suggested the following: Television is “the everyman” Computer is “the sage.”

Sage 35