Why Internal Marketing Research is So Valuable

Sales and Marketing Management

The value of external market research is well-documented and widely discussed. Companies often ignore the value of exploring internal research when diagnosing friction in their brand, messaging and go-to-market strategies.

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. research sales tips sales sales success recession selling

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How High Growth Companies Conduct Market Research

SBI Growth

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

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.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

Do Your Research

Selling Energy

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

To Research Or Not To Research?

Tibor Shanto

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?”.

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.

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

SBI Growth

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

Market Research: Guide your Business Strategy to Win

SBI Growth

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

How to Overcome the Pain Points of Your CRM

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.

Entering a New Market? Avoid This Common Market Research Pitfall

SBI Growth

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.

Sandler Research Center Report: What Buyers Want Now

Sandler Training

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-Backed Benefits of Diversity on Sales Teams

No More Cold Calling

The research is clear: Diversity drives sales. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. Research is great, but for any change to happen, we need to get started.

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

SBI Growth

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

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.”

Do You Use Research to Plan?

Smooth Sale

Attract the Right Job Or Clientele: Do You Use Research to Plan? The juncture is the time for us to use research to plan. Due to my sizable following regarding the one in question, I researched whether or not it would be a good idea to move forward with the new app.

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! ]].

Selling to Key Executives: Start with Research

Sales Readiness Group

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?

New Allego Research: Sales Reps Unprepared for Buyer Product Questions

Allego

That’s just one of the many surprising findings from new Allego research on the current state of sales enablement for companies nationwide. Download our research report Who Owns Sales Enablement? Sales Enablement sales enablement report sales enablement research

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. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

This Technology Researcher Agrees with Us - Your CRM Sucks

Membrain

And, since ranting loves company, I was delighted in April when I found out that a major technology research company agrees with my opinion of this (former?) As you may know, I am not shy about sharing how much Salesforce sucks.

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. research

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.

Should Sellers Do Their Own Research?

Partners in Excellence

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” ” Increasingly, I see people recommending outsourcing this research, freeing the time up to make more calls. The post Should Sellers Do Their Own Research?

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.

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.

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

SBI Growth

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

SBI Growth

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

Sandler Research Center Survey: “Leading from the Front in Challenging Times”

Sandler Training

“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.

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.

She Said My Experience Wasn’t Research — What Do You Think?

No More Cold Calling

She said my research wasn’t real research. She said this wasn’t her experience and wanted to know the source of my research. I told her this was my research from asking this question in client engagements over the last 25 years.

The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

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

How to do Market Research: A Step by Step Guide

SBI Growth

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.

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

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.

15 Indispensable Company Research Tools for B2B Sales Reps

Zoominfo

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.

Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021

Sandler Training

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

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: What Buyers Want Now

Sandler Training

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

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!