How High Growth Companies Conduct Market Research

Sales Benchmark Index

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

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%

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.

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

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.

The Power of Observation in Selling Goes Beyond Sales Research

Increase Sales

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.

Realtors Is Sales Lead Research Part of Your Marketing Plan?

Increase Sales

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.

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.

Research: Differentiating Your “Virtual” Sales Meetings

Corporate Visions

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?

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.

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.

“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.

Brain Research and Buying: The Link to Increase Sales

Increase Sales

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.

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

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

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

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.

Togetherness: Achieving Sales and Marketing Alignment

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.

Research Reveals Why Salespeople Lose Deals

HeavyHitter Sales

  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. 

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.

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.

Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

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.

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.

Prospecting, How Much Pre Call Research?

Partners in Excellence

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.

Research Reveals Best Practices for Sales Territory Design

Xactly

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

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.

How to Leverage Social Selling Research Without Being Creepy

Adaptive Business Services

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.

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

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy

Participate in CRO / (S)VP of Sales Research

The Bridge Group

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.

Research Reveals Why Salespeople Lose Deals

HeavyHitter Sales

  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.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

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.

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

Corporate Visions

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

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

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).

“Our Research Indicates …”

Jonathan Farrington

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.

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

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.

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

Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing Management

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.

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

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.

Research Shows You Get The Best Results If…….

Partners in Excellence

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.

Market Research - Time Spent and Sales Success

Anthony Cole Training

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.

[INFOGRAPHIC] SMA Research Update: The Price of Poor Sales Territory Planning

Xactly

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

Research Shows Who the Most Accurate Sales Forecasters Are

HeavyHitter Sales

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