Sales Benchmark Index

OCTOBER 29, 2016

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

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Research Company Segment Marketing 279

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%

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Small Business Small Business Research Demographics 275

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.

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Research Journal Training Marketing 177

Sales Benchmark Index

OCTOBER 1, 2016

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

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Research Strategy Segment Marketing 193

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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.

Survey

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.

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Research Facebook Competition Examples 257

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.

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Research Direct Mail Leads Marketing 257

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.

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Cold Calling Research Jigsaw InsideView 266

Corporate Visions

SEPTEMBER 20, 2018

But more important than opinion and hunch is the research about what makes for a truly remarkable conversation in a remote meeting environment. Get the research article: The Next Best Thing to Being There. The post Research: Differentiating Your “Virtual” Sales Meetings appeared first on Corporate Visions. What does the typical sales meeting look like today? A better question might be: What does the typical salesperson look like?

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Research Journal Meeting Sales Meeting 40

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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Research Marketing Account Buyer 158

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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.

Data

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.

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Research Journal Study B2B 52

Increase Sales

AUGUST 22, 2011

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.

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Research Education Small Business Small Business 236

Understanding the Sales Force

APRIL 15, 2013

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

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Research Insurance Insurance Data 291

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.

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Territories Research Data Travel 89

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.

Marketing

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. 

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Research Buyer Persona Study Decision Maker 78

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.

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Research Prospecting InsideView Eloqua 274

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.

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Research Quota Study Decision Maker 146

Sales Training Connection

JANUARY 10, 2014

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.

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Research Inside Sales B2B Study 228

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.

Education

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.

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Research Prospecting Microsoft Maximizer 75

Xactly

MAY 23, 2018

That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.”

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Territories Research Distribution Software 83

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.

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Research Compensation Survey Study 119

Adaptive Business Services

AUGUST 22, 2018

One of the things that we discussed was the importance of him doing research on those people who would be evaluating his application. The post How to Leverage Social Selling Research Without Being Creepy appeared first on Adaptive Business Services.

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Research Social Selling B2C Maximizer 52

Sales Benchmark Index

SEPTEMBER 27, 2017

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

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Research Revenue Marketing Strategy 140

The Bridge Group

SEPTEMBER 13, 2018

And we at The Bridge Group are kicking off a new research project. We couldn't do this research without your help. Fall is upon us. The days after getting shorter. Football (both proper and American) is back on the TV. This time we're targeting the most senior Sales Leaders.

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Research Compensation Survey Quota 38

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, ?     TB: Tell me about this research project - how did you go about analyzing buyer behavior? To accomplish these goals, over 230 business professionals who evaluate the products and services their companies use participated in this research project.

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Research Buyer Persona Study Decision Maker 60

Pointclear

MARCH 12, 2013

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.

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Research B2B Marketing Vendor 202

Corporate Visions

JULY 26, 2018

The post Research Preview: To Add “Friction” to Sales Calls, Or Not?

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Research Journal Face-to-face Conference 52

Increase Sales

DECEMBER 31, 2011

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).

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Research How To Google Proposal 223

Jonathan Farrington

FEBRUARY 3, 2014

But research by our team in CEB’s Sales practice suggests that the best ones operate quite differently today: They facilitate idea exchange across their teams, use collective brainstorming to figure out how to unstick stuck deals, and borrow effective approaches to talent management and rep development from peers in other areas of the business.

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Research Compensation Survey Networking 69

Increase Sales

JANUARY 20, 2012

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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Research Retention System Study 139

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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Research Government Influencer Competition 141

Sales and Marketing Management

AUGUST 6, 2015

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.

Engineering 290

Engineering Analytics Research Resources 290

Customer Centric Selling

DECEMBER 5, 2016

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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Research Data B2B Survey 91

Partners in Excellence

AUGUST 1, 2018

Everyday, some research report provides interesting tidbits of data that show what customers respond to, giving us the secrets of success. Marketing and sales are very data driven—or at least we pretend to be.

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Research Guarantee Data Channels 48

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.

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Research Survey Marketing Analytics 137

Xactly

MAY 22, 2018

Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. Check out highlights from the survey below or download the executive summary here. Infographics

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Territories Survey Research Sales Management 84

HeavyHitter Sales

JUNE 14, 2016

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

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Research Forecasting Sales Forecasts Study 85