Selling Energy

SEPTEMBER 30, 2021

research sales sales success recession sellingWhen I teach I often discuss strategies for getting to know your prospects before you meet with them.

Research 68

Research Meeting Industry Prospecting 68

Tibor Shanto

JULY 20, 2021

Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.” Taking us back to the question, “to research or not to research?”.

Research 100

Research Education Follow-up Meeting 100

SBI Growth

OCTOBER 29, 2016

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

Research 257

Research Company Segment Marketing 257

SBI Growth

SEPTEMBER 18, 2020

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” News & Press Research Report

Research 217

Research Competition Software Software 217

Advertiser: ZoomInfo

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

CRM

Sandler Training

SEPTEMBER 1, 2021

The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training. Blog Posts Sales Process customer relationships sales research selling strategies

Research 85

Research Report Buyer Training 85

SBI Growth

OCTOBER 1, 2016

Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology

Research 194

Research Strategy Demand Generation Segment 194

SBI Growth

JULY 9, 2019

Often entering a new market represents a significant growth opportunity for a company. As the CEO setting the strategic vision deciding which markets to pursue and when is one of the most important decisions, you can make. Despite this, far.

Research 150

Research Marketing Analysis Competition 150

Sales Readiness Group

JULY 14, 2021

My friend then explained the massive amount of time he and his research team put into preparing for each important meeting. How do you prepare for a meeting with a CXO or other important executive?

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Research Meeting Selling Skills Prospecting 90

SBI Growth

AUGUST 4, 2020

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” News & Press Research Report

Research 155

Research Maximizer Enterprise Enterprise 155

Advertiser: ZoomInfo

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Decision Maker

The Center for Sales Strategy

JUNE 15, 2021

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects. sales strategy researching prospects

Research 112

Research Decision Maker Maximizer Prospecting 112

MTD Sales Training

APRIL 16, 2013

One thing that salespeople have to do in abundance is to research the competition. Know The Enemy competitive research how to beat the competition set yourself apart from competition But there is another mindset that you can work on that will offer a different perspective on things. Most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Competition Research How To 214

Selling Energy

NOVEMBER 22, 2019

Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, talk to people within the company. research

Research 53

Research Company Meeting Sales 53

Sandler Training

MARCH 19, 2021

“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). The post Sandler Research Center Survey: “Leading from the Front in Challenging Times” appeared first on Sandler Training.

Research 96

Research Survey Data Leads 96

Advertiser: ZoomInfo

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

CRM

Sandler Training

OCTOBER 15, 2020

Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training. Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake.

Research 100

Research Report Pipeline Closing 100

Guru

SEPTEMBER 15, 2021

A new research report , out today from Guru and Loom , proves otherwise. What have we lost in replacing the office-first approach with a remote-first one?

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Research Report Video Meeting 78

SBI Growth

SEPTEMBER 18, 2020

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” News & Press Research Report

Research 141

Research Industry B2B Revenue 141

SBI Growth

SEPTEMBER 18, 2020

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” News & Press Research Report

Research 141

Research Company Revenue B2B 141

Advertiser: ZoomInfo

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Campaigns

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. For this reason, we’ve put together the ultimate list of company research tools for sales reps. In fact, we’ve spoken at length about Reddit’s value as a market research tool.

Research 188

Research B2B Tools Company 188

MTD Sales Training

OCTOBER 12, 2018

We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before. Pre-call research is expected these days, especially with busy, time-poor decision-makers. So, why should research before each call be a pre-requisite, no matter how short of time you are? Your research gives you the knowledge you need to determine if this prospect is a ‘good fit’ for you and your services. Here’s a question to start your day. ‘If

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Research Cold Calling Decision Maker Prospecting 185

Sandler Training

JULY 14, 2021

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. Blog Posts Management & Leadership Research sales leaders training

Research 66

Research Survey Industry Sales Process 66

Selling Energy

NOVEMBER 21, 2019

Before you meet with a new prospect, the one thing you absolutely must do is background research. I’ve written several blogs on research techniques, and the topic is important enough (and vast enough) to warrant further discussion. Today and tomorrow, we’ll be exploring some methods of research to help you hit the ball out of the park during your first meeting. research

Research 41

Research Meeting Prospecting Sales 41

Advertiser: ZoomInfo

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Meeting

InsideSales.com

SEPTEMBER 11, 2019

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. RELATED: Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research In this article: Creating Sales Best Practices Based on Sales Data Do Bonuses Enhance Sales Productivity? The post 4 Fascinating Sales Research Studies You Should Know By Heart appeared first on The Sales Insider.

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Research Study Forecasting Relationals 76

SBI Growth

JUNE 28, 2016

Market research provides a deep understanding of your market, accounts, buyers and users. But do you understand how to do market research inside your company? Market Research VideoIt’s a critical piece to your organization’s strategy. Watch here as we demonstrate both its importance.

Research 146

Research Marketing Account Buyer 146

SBI Growth

SEPTEMBER 18, 2020

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” News & Press Research Report

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Margin Research Company B2B 139

Selling Energy

OCTOBER 3, 2019

Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably heard me talk about industry research and the importance of becoming an expert in your prospects’ businesses. Reading trade publications, attending conferences, and researching company history are great ways to prep for a first meeting and to deliver the highest value proposition to a new prospect. research sales performance

Relationals 41

Relationals Research Conference Industry 41

Advertiser: ZoomInfo

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Commission

Sandler Training

FEBRUARY 12, 2021

Sandler’s research reveals that 71.4% The post Sandler Research Center: Leading from the Front in Challenging Times appeared first on Sandler Training.

Research 93

Research Leads Report Sales Leadership 93

Devin Reed

AUGUST 24, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals

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Follow-up Conversion Research Data 207

Selling Energy

APRIL 16, 2020

We have discussed some strategies for getting to know your prospects before you talk with them.

Research 54

Research Industry Prospecting Strategy 54

Smooth Sale

SEPTEMBER 24, 2021

Today’s Guest Blog, ‘A comprehensive Guide to User Research Methods and Trends,’ is provided by Nadica Metuleva. Research Methods and Trends. We hope you find our comprehensive Guide to User Research Methods and Trends helpful. Through research, of course. Source.

Research 78

Research Trends Workbooks Survey 78

Advertiser: ZoomInfo

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Data

Lead411

AUGUST 31, 2020

Do you research the company so you can put your best foot forward? The post Are you researching your inbound prospects? You get a lead in that wants a quote, or is ready to learn more about your services/solutions? Great!!! What are your next steps?

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Inbound Research Prospecting Company 72

Selling Energy

AUGUST 15, 2019

research questioning prospectingYesterday, we discussed some strategies for getting to know your prospects before you meet with them. Assuming you take these tips to heart and perform due diligence before the first meeting, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

Research 41

Research Meeting Industry Strategy 41

Sandler Training

FEBRUARY 19, 2021

The post Sandler Research Center Asks the Question: Is This “New Normal” the Permanent “New Normal”? Blog Posts Management & Leadership leadership Research sales processWill we eventually be able to return to the pre-pandemic ways of conducting business?

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Research Training Sales Process Sales 74

Sales Hacker

DECEMBER 7, 2020

This was what CRM vendors Really Simple Systems set to find out in their 2020 Sales Professionals research project. The research highlighted the rapid change experienced in the sales environment over recent years and how salespeople have needed to revise their approach.

Research 96

Research Sales Process Survey Telemarketing 96

Advertiser: ZoomInfo

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

Prospecting