INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. MORE
The recent Tech Spectrum for Sales Coaching and Learning Report by Aragon Research is a timely and insightful snapshot of the sales training and coaching imperative as well as the technology solutions landscape. Click Here to Download Your Complimentary Copy of the Research. MORE
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. MORE
Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy MORE
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 MORE
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. MORE
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 MORE
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy MORE
Episode 18 – Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent. This podcast includes: Why you must do your pre-call research. Different ways to beat procrastination. An inspire me quote from Aristotle on how to be excellent. MORE
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. MORE
Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology MORE
That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.” MORE
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. MORE
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. MORE
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. MORE
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. MORE
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! MORE
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. MORE
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% MORE
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. MORE
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. MORE
Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. MORE
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! ]]. MORE
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. MORE
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. Imagine if you did no research before calling prospects. MORE
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. MORE
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. MORE
Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team. MORE
The post Why Time Counts in the Sales Process [Research-Backed] appeared first on LeadFuze. In fact, wait any longer than 5 minutes and you will see an average decrease of 80% in lead qualification. When it comes to sales, time counts. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Research Related Topics 
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.
Sales Benchmark Index
OCTOBER 29, 2016
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy
Sales Benchmark Index
OCTOBER 1, 2016
Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology
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. Imagine if you did no research before calling prospects.
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.
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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. Tools for researching people: Previous Interactions.
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! ]].
Increase Sales
MAY 15, 2015
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%
Sales Lead Management Association
JUNE 4, 2019
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
Advertisement
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.
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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.
Sales Benchmark Index
SEPTEMBER 27, 2017
Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy
Selling Essentials RapidLearning Center
JULY 8, 2019
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.
Sales Benchmark Index
JULY 26, 2016
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
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plenty of time to lose interest, or continue to research. Hinge Research. Hinge Research Institute, RAIN Group. The 7 must-have automated.
The Bridge Group
APRIL 25, 2019
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.
criteria for success
MAY 21, 2019
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.
Score More Sales
JANUARY 10, 2013
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.
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.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
RAIN Group
JUNE 5, 2019
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!
Understanding the Sales Force
APRIL 15, 2013
Understanding the Sales Force by Dave Kurlan Two articles caught my attention today.
Corporate Visions
MARCH 15, 2018
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.
Pipeliner
MARCH 26, 2019
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.
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.
Increase Sales
MARCH 18, 2013
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.
HeavyHitter Sales
OCTOBER 1, 2016
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.
HeavyHitter Sales
MARCH 17, 2015
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.
HeavyHitter Sales
OCTOBER 30, 2017
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.
Speaker: Jeff Davis, Founder, jd2 Consulting Group
This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work. Studies show failure to align sales and marketing teams around the right processes and technologies costs B2B companies 10% or more of revenue per year.
MTD Sales Training
JUNE 12, 2018
Episode 18 – Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent. This podcast includes: Why you must do your pre-call research. Different ways to beat procrastination. An inspire me quote from Aristotle on how to be excellent.
Increase Sales
JUNE 16, 2015
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.
Partners in Excellence
SEPTEMBER 25, 2017
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.
Xactly
MAY 30, 2018
Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.
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.
Mindtickle
MAY 7, 2019
The recent Tech Spectrum for Sales Coaching and Learning Report by Aragon Research is a timely and insightful snapshot of the sales training and coaching imperative as well as the technology solutions landscape. Click Here to Download Your Complimentary Copy of the Research.
Xactly
MAY 23, 2018
That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.”
Anthony Cole Training
APRIL 9, 2012
Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.
LeadFuze
APRIL 25, 2019
The post Why Time Counts in the Sales Process [Research-Backed] appeared first on LeadFuze. In fact, wait any longer than 5 minutes and you will see an average decrease of 80% in lead qualification. When it comes to sales, time counts.
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