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.

4 Fascinating Sales Research Studies You Should Know By Heart

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. The post 4 Fascinating Sales Research Studies You Should Know By Heart appeared first on The Sales Insider.

Do Your Research

Selling Energy

research questioning prospectingYesterday, we discussed some strategies for getting to know your prospects before you meet with them.

7 Must-Have Automated Documents for Sales Success

plenty of time to lose interest, or continue to research. Hinge Research. Hinge Research Institute, RAIN Group. The 7 must-have automated.

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

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.

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! ]].

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


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. Tools for researching people: Previous Interactions.

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Force Management: The Command Center

In advance of her webinar with Brian Walsh , Force's content team asked Melissa to share some perspective on her research and the companies with which she works. Melissa Short is the VP of Reporting Services at Primary Intelligence.

Churn 57

How to Use Video Throughout the Buyer's Journey

Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT

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.

Data-Driven Storytelling: 5 Tips for Using Research Effectively

criteria for success

With ever-changing technology in the increasingly competitive business landscape, incorporating research into your pitch is crucial. As a sales leader, you're always looking for ways to use data to sell.

How to Use Social Media for Sales Research

RAIN Group

Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look. Here are a few ways you can use major social media sites for sales research.

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.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Virtually every sales organization sees the value of good sales coaching.

3 Market Research Insights To Get Your Sales Team Ahead of Trends

criteria for success

Learn how market research insights can keep your sales team ahead of industry trends. While you [ ] The post 3 Market Research Insights To Get Your Sales Team Ahead of Trends appeared first on Criteria for Success.

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. And for those firms with under 20 employees, finding relevant business research data is nearly impossible even though they account for 97.7%

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

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

We Need Your Help! New Negotiation Research Survey

RAIN Group

The RAIN Group Center for Sales Research is conducting a study to identify what works and what doesn't in business-to-business (B2B) negotiations to buy and sell goods and services. Sales ResearchIf you've participated in a negotiation as a buyer or seller, we need your help!

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research.

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

3 Research-Backed Ways to Overcome Sales Enablement Obstacles

Hubspot Sales

The RAIN Group Center for Sales Research recently surveyed 423 sales, enablement, and company leaders to uncover their top challenges and priorities for the next 12 months.

Market Research: How to Understand Your Playing Field

Sales Benchmark Index

Market research is mission critical to winning in the market place, and against your competition. It should influence your overall sales strategy, and govern how you allocate your resources. Watch as we discuss the steps to take to understand your market, industry, Sales Strategy Video

15 Indispensable Company Research Tools for B2B Sales Reps


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.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Move the Deal Episode 8: The Latest in Sales Enablement Research with Tamara Schenk

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with CSO Insights Research Director Tamara Schenk. In her role as research director, Schenk conducts and analyzes results from CSO Insights’ many studies.

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.

3 Myths About Procurement Debunked by Research

The Brooks Group

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. . Our research revealed that a mere 7% of respondents indicated that price is their only consideration.

How to Build an Effective Multilingual Market Research Strategy


The first step you should take is good market research. Take note that this article is about market research instead of marketing research. Market research deals with information about the market itself while marketing research is focused on marketing processes and tactics. This article will focus on the research phase that precedes an international business marketing strategy instead of talking about optimizing current marketing strategies.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

Participate in 2019 AE Research

The Bridge Group

Today, we launch our Account Executive research focused on B2B closing teams. This is our seventh round of research since 2007. This year we asked a group of VCs, CROs, and Sales VPs to weigh in on the key questions for building and leading teams today.

“Why Evolve?”: Researching the Best Upselling Techniques

Corporate Visions

If our recent research reveals one big truth about marketing or sales, it’s that your messaging and skills training can’t be monolithic, a one-size-fits-all thing. That’s because research has a way of begetting more research. Check out the research.

New Research Reveals the Personality of Top Salespeople

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review. Steve is a noted sales researcher and the author of the “Heavy Hitter” series of books on the human nature of complex sales.   This Steve W.

26 Research-Backed Stats to Optimize Ecommerce


The post 26 Research-Backed Stats to Optimize Ecommerce appeared first on SalesPOP! With the increase in online shopping comes an increase in customer expectations. Shipping times are becoming shorter, technology is becoming smarter, and customer service is becoming more important.

4 Steps to Developing Your Customer Care Strategy

Sales Compensation Impacts Performance-New Research

HeavyHitter Sales

  Exciting New Sales Organization Research!   OTHER INTERESTING SALES ORGANIZATION RESEARCH: READ THE SALES ORGANIZATION PERFORMANCE GAP RESEARCH REPORT.   How Compensation Impacts Sales Organization Quality and Performance.

Research: The motivating power of small wins

Selling Essentials RapidLearning Center

Recent research reveals there’s a simple motivational tactic that has surprising results – appreciating “small wins.” The research. Over the course of four months, researchers at Harvard conducted a study of over 200 employees at seven different companies.

We Need Your Help! New Research Survey on Sales Challenges and Priorities

RAIN Group

The RAIN Group Center for Sales Research is conducting a short survey to identify top sales challenges and priorities of sales enablement, leadership, and professionals. As a thank you for participating in this research, we'll send you the results when analysis is complete.

Research Papers for Sale: Where to Get Them Online?

The Accidental Negotiator

Research Papers for Sale: Where to Get Them Online? More often than not, what we need are research papers. As negotiators we need to understand where we can get the research papers that we are going to need for our next negotiation. Research Paper for Sale is Your Plan B.

In the Race to Win More Customers, Sales Needs Digital Transformation

In a recent study by 451 Research, 31% of. Research reported that 25% of a salesperson’s time is spent on. 49% 1451 Research, 1H 2017 Voice of the Connected User Landscape: Corporate Mobility and. 2Salesforce Research, Second Annual State of Sales.