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.

Lumping Small Business into Big Business Research

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The majority of business research is with the larger firms of 100 employees or more that comprise less than 1% of US businesses. And for those firms with under 20 employees, finding relevant business research data is nearly impossible even though they account for 97.7%

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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. 

How High Growth Companies Conduct Market Research

Sales Benchmark Index

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

The Power of Observation in Selling Goes Beyond Sales Research

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Many sales training coaching programs are based upon sales research. So many times by ignoring what is around us because we have embraced the research embedded in sales training coaching programs we, as salespeople, lose our own unique competitive advantage.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. We have some research to indicate that’s true, and that the statement’s directionally correct. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process.

Prospecting, How Much Pre Call Research?

Partners in Excellence

How much pre-call research do you need to do to be effective in your prospecting? Some sales people claim they have to do similar amounts of research, but often, I actually think it’s an excuse for call avoidance, rather than preparation. 1) and (2) require virtually no research.

“94% Of Buyers Research On-Line…” SO WHAT!!

Partners in Excellence

72-94% of buyers are B2B buyers are researching on line. There are endless research studies talking about B2B buyers are completing their purchase transaction on line. These studies, pundits, and researchers misunderstand what professional selling is. As a warning, I’m on a rampage and am channeling my inner Keenan, so I’m likely to explode and use strong language. I’m seeing all the tired old statistics circulating again.

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.

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.

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.

Research Shows Who the Most Accurate Sales Forecasters Are

HeavyHitter Sales

MARTIN SALES RESEARCH ARTICLES              Who are the most accurate sales forecasters, and what separates them from the least reliable?

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research.

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3 Ways to Research Prospects Online to Grow Sales

Score More Sales

courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in.

Participate in 2018 SDR Research

The Bridge Group

Today, I'm excited to launch our latest research focused on Sales Development organizations. This is our seventh round of research since 2007. We couldn't do this research without your help. BDRs, LDRs, SDRs - whatever you call them, the metrics that drive the SDR role are always in demand. The key themes we'll explore include: Rep profiles: experience, tenure, ramp time, career path. Structure: in/out/blended, headcount, territories.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Velocify

As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. Meet the Author: Jorge Jeffery joined Velocify in 2011 and is director of research and analytics.

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Realtors Is Sales Lead Research Part of Your Marketing Plan?

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To achieve this purpose works far better when some time is invested in researching sales leads either inbound or outbound. Researching sales leads takes very little time thanks to the Internet. My marketing plan has several embedded processes including research.

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

SalesProInsider

I love data and research…especially when it comes to people. Now OMG research confirms it with science! Now, back to the data and research…if you like data, you’ll appreciate this new (and free!) Buyers, sales people, and leadership are of particular interest.

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Market Research: Guide your Business Strategy to Win

Sales Benchmark Index

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

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.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Sales Tips: Know the Difference Between Buyers - and Researchers. For complex B2B offerings, research is done mostly by non-Key Players wanting to learn about offerings without sellers influencing their requirements.

Is Your Sales Lead Response Strategy More James Bond Than Maxwell Smart?

Velocify

Rather than striking the right communication cadence, our research found some miscalculation about the right number and timing of phone calls and voicemails. Meet the Author: Jorge Jeffery joined Velocify in 2011 and is director of research and analytics.

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Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. SPOILER ALERT : Click here if you would like to take the actual test that was given to study participants prior to reviewing the research results below.

Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing

Issue Date: 2015-08-07. Author: Lana Klein. Teaser: Innovation is the driving force of growth, but many new product ideas fail in the marketplace, leaving a trail of wasted time and resources. Sometimes the product idea is good but is poorly communicated.

Sales Organization Performance Gap: Research on Key Attributes That Separate High-Performing From Underperforming Sales Organizations

HeavyHitter Sales

Martin, well-known sales author and sales organization researcher, set out to find.     THE SALES ORGANIZATION PERFORMANCE GAP RESEARCH WILL BE AVAILABLE  THE WEEK OF JANUARY 19th.

Is Your Value Proposition Causing You to Lose Deals?

Sales Benchmark Index

Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today.

Brain Research and Buying: The Link to Increase Sales

Increase Sales

Now technology and brain research now reveal how those buying decisions are made. As a sales professional not to understand the ramifications of this brain research is simply silly. The goal to increase sales does not happen until a buying decision is made.

Positioning Your Team for a Championship Run

Sales Benchmark Index

Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation

How to Increase Sales Tips & Snippets #19 Research

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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).

TAKE THE 2016 SALES PERSONA SURVEY & RECEIVE 5 SALES RESEARCH REPORTS

HeavyHitter Sales

BE A PART OF SALES RESEARCH HISTORY.   Noted sales researcher Steve W.   Click Here to Read More Sales Organization Research Articles here.

3 Steps to Understand How Executives Make Purchase Decisions

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand b2b buying journey buyer persona buyer research Buyer Segmentation buying decision process executive buyer executive decision making purchase decisions

First Direct Lending Achieves Rapid Growth with Velocify

Velocify

First Direct Lending is no stranger to the hustle of the mortgage industry. Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. Luckily, Velocify has been by their side from day one.

Learn to Focus On What You Can Control in Sales Communication

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Sales research suggests sales leads via email get cold very quickly, in 15 minutes. Human beings have short (8 seconds) as revealed through research by Microsoft. Sales Communication inbound email sales lead sales comunication sales lead sales research voice mail

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17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research. The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity. In the book Buyology by Martin Lindstrom he shared a wealth of brain research specific to how the brain works within the buying decision process. Credit www.sxc.hu.

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Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By

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When we examine sales research, we can better understand why so many walk the quick fix path and continue to ignore the sales process path. Again, the sales research suggests social selling takes time and even more time than many wish to admit. In sales, there are many sales paths.

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BambooHR Makes the Switch to Velocify Pulse

Velocify

BambooHR added Velocify Pulse® and Velocify Dial-IQ® to their sales stack in 2016, working alongside Salesforce and ActOn to empower SDRs in ways that were impossible with their previous inside sales solution.

Sales Technology Best Practices: Superuser Tips for Success

Velocify

Customer Spotlight Dialer Software Finance and Mortgage Increased Speed Inside Sales Research Sales Technology Video automation Customer Success sales acceleration velocify customers

Be Selective Before You Send that Prospecting LinkedIn Email

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Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut? Sales Prospecting LinkedIn linkedin email Marketing prospecting sales pitch sales process sales research

How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research”

Inside Sales Training

One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” The other objection: “We need to do some research first,” can and should also be prevented by qualifying for timeline during the initial call, but if it still comes up, then treat it like any other stall and try to get to the real objection that is hiding behind it.