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New Social Selling Case Study
Sales Benchmark Index
AUGUST 11, 2014
Here is a new social selling case study we wrote for you. Case Studies Social Selling Referrals
Study Related Topics 
Can Case Studies Help Your Business?
Fill the Funnel
APRIL 3, 2015
Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud.
How Studying Baseball Video is Identical to Coaching Salespeople
Understanding the Sales Force
MAY 19, 2017
We study the video together and when that isn't enough to fix the issue, we head outside and I pitch to him until he makes the necessary adjustments to get back on track. Image Copyright ColorCarnival.
All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity
DiscoverOrg Sales
OCTOBER 17, 2017
Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. The DiscoverOrg vs. ZoomInfo case study. Case-study conclusion.
From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter
Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital
To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving.
The Must-Know Keys to Any Great Case Study Presentation
Marc Wayshak
FEBRUARY 19, 2018
The case study presentation is everything, while feature and benefits presentations are old-school. In this video, discover the must-know keys to any great case study presentation—so you can start to dominate the competition. Blog case study presentation
Sales Excellence Studies Propigate Mediocrity
Understanding the Sales Force
FEBRUARY 25, 2013
Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.
How to Construct the Perfect Case Study for B2B Sales
Outbound Works
APRIL 19, 2018
Case studies are among the most effective VBRs (viable business reasons) out there. Case studies are a vital […]. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer.
[STUDY] Bridging the Great B2B Vendor-Buyer Divide
DiscoverOrg Sales
OCTOBER 5, 2017
Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?
The State of Social Selling Tools [Insights from Forrester Study]
SalesforLife
FEBRUARY 22, 2018
Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary Shea and the team have now begun reviewing social selling tools. Social Selling Social Selling Tools Sales Leadership
Sales Excellence Studies Propagate Mediocrity
Understanding the Sales Force
FEBRUARY 25, 2013
Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.
Amazing New Study on Buyer Behavior
Pipeliner
FEBRUARY 19, 2018
The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? This comprehensive study was conducted on 488 buyers representing $4.2 The post Amazing New Study on Buyer Behavior appeared first on SalesPOP!
[STUDY: PART 3] What Buyers Want from Salespeople
DiscoverOrg Sales
JULY 25, 2017
Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. Download the entire study for free. Download the entire study for free.
11 Most Popular Psychology Studies of 2017
Hubspot Sales
DECEMBER 28, 2017
What caught your eye in 2017: 6 signs of a narcissist, hairy chests and intelligence, the effects of alcohol on the brain, the type of people who cheat and more. ~ THE EBOOKS ~. Escape from low mood or depression with my " Activate ebook ".
LinkedIn Study Women In Sales
Score More Sales
JUNE 27, 2014
This week, LinkedIn shared some statistics in its study women in sales. The post LinkedIn Study Women In Sales appeared first on Score More Sales.
Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?
Velocify
JUNE 13, 2017
The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation? A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack.
Sales Selection Experiment - a Must Read Case Study
Understanding the Sales Force
JANUARY 27, 2014
This case study is a great example f or those who think that Desire and Commitment are enough, for those who think that strong salespeople will succeed, even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive.
Case Study: 3 Ways this Sales VP Uses Social Selling
Sales Benchmark Index
OCTOBER 2, 2013
Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014?
100 Case Study Interview Questions [Updated for 2018]
Hubspot Sales
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. How to Ask Your Customer for a Case Study. The Ultimate List of Case Study Interview Questions.
Getting Past the Gatekeeper: An Advanced Study
Janek Performance Group
MAY 15, 2018
One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind, however, there’s no absolute, by the numbers tactics – every situation is different. This is about tipping the percentages in your favor as much as possible. Sales Prospecting Sales Enablement
When to Walk Away From the Big Deal - Case Study
Sales Benchmark Index
FEBRUARY 12, 2013
There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma.
Study Says to Highlight 3 Features in a Sales Presentation
Understanding the Sales Force
NOVEMBER 25, 2013
The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website.
Stunning Study Reveals How to Increase Sales by 29-49%
Pointclear
DECEMBER 17, 2014
Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).
Why Evaluate Potential Sales Talent? - A Great New Case Study
Anthony Cole Training
JANUARY 27, 2014
The beauty of this case study is that Market Sense was able to isolate the relative effectiveness of individual findings, something that hasn’t been done since the mid-80''s! This kind of story doesn''t happen every day.
Benchmark Study: The State of Social Selling in Sales Force Enablement
SalesforLife
JANUARY 19, 2018
That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform. Social Selling Sales Enablement b2b sales
Inside Sales Power Tip 140 – Study Buyers
Score More Sales
NOVEMBER 5, 2013
This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales.
Top 5 Insights From the Latest Studies on Sales Organizations
Understanding the Sales Force
FEBRUARY 6, 2013
Understanding the Sales Force by Dave Kurlan The folks over at I KO Systems were nice enough to send me a collection of infographics that they call 66 Crazy Sales Figures.
Top Kurlan Articles Debunking Sales Studies and Articles
Understanding the Sales Force
DECEMBER 11, 2012
I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study. Understanding the Sales Force by Dave Kurlan.
Study reveals suprising attributes of higher quality leads
Velocify
AUGUST 16, 2012
A complimentary copy of the full report and industry specific versions of the study can be found here. The post Study reveals suprising attributes of higher quality leads appeared first on Leads360 Blog.
Top 5 Insights From Latest Sales Organization Studies
Understanding the Sales Force
FEBRUARY 6, 2013
Understanding the Sales Force by Dave Kurlan The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures.
New Leads Study Supports Quickness and Follow Up
Score More Sales
NOVEMBER 16, 2012
Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5
An Independent Study of DiscoverOrg Contact Data Accuracy
HeavyHitter Sales
MARCH 30, 2017
I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher. It’s important to note that this was a completely independent study.
The Stanford Study that just Might Help you Sell More
Smart Selling Tools
OCTOBER 2, 2013
Newton was a Stanford University graduate student in psychology at that time when she conducted a study based on a simple game. The results of the study were astonishing.
Case Study - Which Sales Approach is Really More Effective?
Understanding the Sales Force
OCTOBER 28, 2013
Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. What have I really been doing?
Study Reveals Why B2B Salespeople Lose Deals
HeavyHitter Sales
APRIL 7, 2013
Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business.
How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities
LeveragePoint
FEBRUARY 20, 2018
For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies. Of all the collateral that marketing teams create for sales, case studies are the best suited to address the primary objectives of sales reps early in the sales cycle.
MUST READ - LANDMARK SALES ORGANIZATION STUDY
HeavyHitter Sales
NOVEMBER 3, 2013
Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model.
Case Study: How a Company Hurt its Business with a Change in the Comp Plan
Sales Benchmark Index
JULY 18, 2013
This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted.
Seven Things You Need to Study to Boost Your Sales
The Sales Heretic
APRIL 14, 2015
The top people in every profession got there by studying. Raw talent and intelligence will only take you so far. Whether you’re talking about doctors, athletes, lawyers, business leaders, artists, writers or teachers, the best are committed to continual learning.
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