How High Growth Companies Conduct Market Research

Sales Benchmark Index

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

Entering a New Market? Avoid This Common Market Research Pitfall

Sales Benchmark Index

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.

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New SBI CEO Research Reveals How 9% of Software Companies Accelerate Past the Competition

Sales Benchmark Index

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

When to Prospect Research Brief

InsideSales.com

The post When to Prospect Research Brief appeared first on XANT. ResearchSalespeople instinctively believe there must be an optimal time to reach out and contact prospects. Their gut leads them to construct sales plays that target different times in hopes of eliciting a response.

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

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.”

New SBI Research Reveals Why CEOs With Sales Experience Outperform Their Peers to Maximize Enterprise Value

Sales Benchmark Index

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

New SBI CEO Research Reveals Market Leading UC&C Firms Moved Decisively to Capture Disproportionate Share Amid Strong Industry Growth

Sales Benchmark Index

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

New SBI CEO Research Reveals How 11% of Business Services Companies Are Revitalizing Growth to Drive Revenue and Satisfaction

Sales Benchmark Index

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

Sales Research, Part 1

Selling Energy

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

Sandler Research Center Report: Pipeline Health

Sandler Training

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.

How to Overcome the Pain Points of Your CRM

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.

A New Perspective On Researching The Competition

MTD Sales Training

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! ]].

Investor Relations Research

Selling Energy

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

Sales Research, Part 2

Selling Energy

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. researchJeffrey Gitomer mentions that one of the best ways to get information about a company is to talk to the sales department because sales people love to talk.

Do Your Research

Selling Energy

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?

3 Mistakes Organizations Make While Developing ABM Programs

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.

Sales Processes Research 2020 – Something Old, Something New

Sales Hacker

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.

5 Reasons Why Pre-Call Research Is A Must

MTD Sales Training

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

4 Fascinating Sales Research Studies You Should Know By Heart

InsideSales.com

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.

New SBI CEO Research Reveals How 8% of Market Leading IT Services Companies Addressed Market Compression and Margin Pressure to Drive Revenue Growth

Sales Benchmark Index

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

Margin 120

The Impact of Direct Dials on Sales Productivity

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.

How to do Market Research: A Step by Step Guide

Sales Benchmark Index

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.

Do Your Research

Selling Energy

We have discussed some strategies for getting to know your prospects before you talk with them. Assuming you take these tips to heart and perform due diligence before the first call, 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? sales performance sales process Business tips

Are you researching your inbound prospects?

Lead411

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?

Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research

InsideSales.com

The post Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research appeared first on The Sales Insider. Forecasting Research research statistics sales forecasting Sales ResearchDid you know that less than 30% of deals are forecasted accurately? Keep reading to learn more about why this the case and how you can potentially improve the figures for your team in this article.

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

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.

Will Last Year’s Market Research Kill Your Revenue Goal?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. The 19 page article, by Kumar, Sander and Leone , was much more intelligent than anything I have ever written or developed. They used vocabulary that I had to look up!

The complete guide to researching sales prospects: 13 tools to help you understand your buyers

Nutshell

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Siftery allows you to filter companies’ softwares by department, which is useful if you’re researching a huge company with lots of different tools. Your next step is to do prospect research “inside” and see who’s making those gears spin.

5 Key Takeaways from Our Top-Performing Sales Organization Research

RAIN Group

In our Top-Performing Sales Organization research, we studied what the organizations with the highest win rates, revenue growth, and sales goal achievement do differently that allow them to achieve these results. Sales Research Sales Performance ImprovementIt’s never been more important for your sales organization to be firing on all thrusters.

How ZoomInfo Enhances Your ABM Strategy

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!

Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Don’t forget free tools like Google Alerts and Twitter for research. Bottom line: Block out time in your calendar to prospect and to do prospect research.

Handling objections, a new way to research competitors and a quote from Mark Hunter

MTD Sales Training

Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. The post Handling objections, a new way to research competitors and a quote from Mark Hunter appeared first on MTD Sales Training. Our Skills Pill looks at the latest ways to research your competitors to gain an edge.

Lumping Small Business into Big Business Research

Increase Sales

The majority of business research is with the larger firms of 100 employees or more that comprise less than 1% of US businesses. Firms with under 100 employees account for over 99% of all US businesses and yet critical data from current business research for them is rarely published or easy to find. And for those firms with under 20 employees, finding relevant business research data is nearly impossible even though they account for 97.7%

Participate in 2020 SDR Research

The Bridge Group

After much delay (and many pings asking when we're launching), today we launch our 2020 Sales Development research. This is our 8th iteration of this project. This edition is more streamlined than prior years and will take ~ 5 minutes to complete.

Five Essential Pieces of a Prospecting Solution

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.

RAIN Group Center for Sales Research Launches Negotiation Survey

Sales Lead Management Association

Rain Research division seeks responses from buyers and sellers to identify what works and what doesn’t in B2B negotiations; Participants to receive research report following analysis –. Research

[New Research] It’s Official — Lots of Salespeople Hate Their CRM

Hubspot Sales

Our research found that sales leaders spend a large portion of every day doing administrative tasks, leaving them with a surprisingly small amount of time to coach their team — which is what they expected to spend the majority of their time doing when they first started in their role.

Survey Results: How Market Leaders Respond to a 33% Drop in New Logo Revenue

Sales Benchmark Index

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.

Survey 168

New Research Report – Evaluating Sales Engagement Platforms

Tenbound

With the explosion of solutions in Sales Engagement on the Tenbound Market Map such as Salesloft, Outreach, Vanillasoft and many others, the Sales Engagement sector continues to explode. But how do you make the best choice for this important system for your Sales Development team? Tenbound has teamed up with GZ Consulting to produce the latest guide, Evaluating Sales Engagement Platforms. Source. Blog Leadership Operations SDR

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components: