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How High Growth Companies Conduct Market Research
Sales Benchmark Index
OCTOBER 29, 2016
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy
Research Related Topics 
Sandler Research Center Asks: Which Industries Have Done the Most to Adapt to a Remote Selling Environment?
Sandler Training
APRIL 9, 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 remote Research sales research
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When to Prospect Research Brief
InsideSales.com
NOVEMBER 10, 2020
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.
Sales Research, Part 2
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
How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales
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.”
Sandler Research Center Survey: “Leading from the Front in Challenging Times”
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.
A New Perspective On Researching The Competition
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! ]].
Sales Research, Part 1
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
Entering a New Market? Avoid This Common Market Research Pitfall
Sales Benchmark Index
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.
Market Research: Guide your Business Strategy to Win
Sales Benchmark Index
OCTOBER 1, 2016
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
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.
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Do Your Research
Selling Energy
APRIL 16, 2020
We have discussed some strategies for getting to know your prospects before you talk with them.
Sandler Research Center Asks the Question: Is This “New Normal” the Permanent “New Normal”?
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?
15 Indispensable Company Research Tools for B2B Sales Reps
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.
Investor Relations Research
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
3 Mistakes Organizations Make While Developing ABM Programs
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.
New SBI Research Reveals Why CEOs With Sales Experience Outperform Their Peers to Maximize Enterprise Value
Sales Benchmark Index
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
New SBI CEO Research Reveals How 9% of Software Companies Accelerate Past the Competition
Sales Benchmark Index
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
Do Your Research
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?
5 Reasons Why Pre-Call Research Is A Must
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
The Impact of Direct Dials on Sales Productivity
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.
4 Fascinating Sales Research Studies You Should Know By Heart
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.
Sandler Research Center Report: Pipeline Health
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.
Sandler Research Center: Leading from the Front in Challenging Times
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.
Sales Processes Research 2020 – Something Old, Something New
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.
Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes
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.
New SBI CEO Research Reveals Market Leading UC&C Firms Moved Decisively to Capture Disproportionate Share Amid Strong Industry Growth
Sales Benchmark Index
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
New SBI CEO Research Reveals How 11% of Business Services Companies Are Revitalizing Growth to Drive Revenue and Satisfaction
Sales Benchmark Index
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
Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research
InsideSales.com
OCTOBER 1, 2019
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.
5 Key Takeaways from Our Top-Performing Sales Organization Research
RAIN Group
APRIL 8, 2020
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 Improvement
How ZoomInfo Enhances Your ABM Strategy
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!
Are you researching your inbound prospects?
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?
The Beginner’s Guide to Using Reddit for Market Research
Zoominfo
OCTOBER 16, 2018
The platform offers a unique and untapped goldmine of market research. If used correctly, Reddit can help marketers demystify their target audience, perform keyword research, and spark new campaign ideas—today we teach you how. This is beneficial for research as it encourages more open-ended discussion. Now without further ado, let’s review our five top tips to use Reddit for market research: 1. Find your audience. 4. Perform keyword research.
How to do Market Research: A Step by Step Guide
Sales Benchmark Index
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.
Great, Previously Unread Sales Research Uncovered
Understanding the Sales Force
AUGUST 2, 2017
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!
Five Essential Pieces of a Prospecting Solution
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.
The complete guide to researching sales prospects: 13 tools to help you understand your buyers
Nutshell
JUNE 6, 2019
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.
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 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
Cold Calls Warm With Research in Advance
Score More Sales
MAY 24, 2012
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.
The Hunt for New Clients Survey From the Sandler Research Center [PODCAST]
Sandler Training
MAY 6, 2020
The post The Hunt for New Clients Survey From the Sandler Research Center [PODCAST] appeared first on Sandler Training. Blog Posts Prospecting & Qualifying new clients Research sales clients
Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider
Advertiser: ZoomInfo
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:
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