SBI Growth

DECEMBER 5, 2024

In their recent webinar , Nick Toman, Chief Strategy and Product Officer, and Bryan Kurey, Head of Research, revealed insights from their latest study on commercial efficiency. The culprit lies within the buyer’s experience.

Webinar Metrics 156

Webinar Metrics Study Research Buyer 156

Sales and Marketing Management

MARCH 17, 2025

According to a study headed by Yuan Zou while she was assistant professor of business administration at Harvard Business School, when a company exchanged a less inclusive CEO for one who brought others into conversations, the firms stock market value increased the year after.

Study 120

Study Conversion Marketing Company 120

MTD Sales Training

JULY 16, 2024

A Forbes article on active listening by Ray Makela, CEO of Sales Readiness Group, reveals that: “top performers [in an influential study] were selling an average of 120% above their quota — and they did it by focusing less on presenting technical features and specs and more on getting customers to open up about their problems.”

Case Study 156

Case Study Lead Rank Lead Scoring Face-to-face 156

Understanding the Sales Force

OCTOBER 25, 2024

The only science in this Success Magazine article comes from one of two studies the article references but the article itself doesn’t have any of sales or science in it. Let’s begin with the parameters of their “study.” In summary, this article was nothing more than a few bad ideas strung together. They failed.

Telemarketing 175

Telemarketing Compensation Study Sales Coaching 175

SBI Growth

NOVEMBER 14, 2024

This study highlights the revenue enablement methods of top performing organizations and offers a roadmap for organizations to elevate their enablement strategies. Curious to dive deeper into these insights?

Revenue 156

Revenue Webinar Metrics Study Research 156

Sales 2.0

JANUARY 14, 2025

Most of us that study Go To Market motions (or whatever jargon you prefer) would consider two calls and two emails a pretty light effort to sell an account. No attempt to set a meeting with the clients to discuss business improvement, be consultative, or do any solution selling.

Collateral 195

Collateral Account Territories Segment 195

Steven Rosen

DECEMBER 25, 2021

Studies show that 92% of New Year’s resolutions never happen and are generally forgotten in the first few days of Jan. The table below is based on The American Society of Training and Development study and outlines the percentage likelihood of achieving a goal. True feelings of success come from within.

How To 358

How To Study Coaching Account 358

Pipeliner

JANUARY 25, 2025

Use testimonials or case studies where customers share their own challenges and successes with your product in their own words. These posts act as mini case studies, offering a real glimpse of their quality and versatility. Publish Case Studies to Legitimize Your Claims When it comes to marketing and sales, proof is everything.

Case Study 105

Case Study Customer Social Media Lead Rank 105

Zoominfo

SEPTEMBER 24, 2024

Content Engagement: Monitoring downloads of whitepapers, engagement with case studies, or attendance at webinars. Consideration Stage: If a prospect starts engaging with product comparisons or case studies, this might trigger a notification to the sales team to reach out with a personalized offer or a demo.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Hubspot Sales

OCTOBER 15, 2024

For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Research, and share case studies.

Prospecting 105

Prospecting Case Study Industry Study 105

Janek Performance Group

DECEMBER 24, 2024

Without this, your team members are like students studying to pass a testwho promptly forget everything once the test ends. However, studies show a significant increase in retention when learning is collaborative and, dare we say, enjoyable. A culture of continuous learning shows your team they are valued. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

JULY 31, 2024

In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. When you think about online checkout experiences, odds are retail comes to mind. But over the past several years, digital checkout for B2B has seen an explosion in growth. Namely, checkout problems.

B2B 119

B2B Lead Rank B2C Real Estate 119

Force Management

APRIL 3, 2025

Read the full Patra-Force Management Case Study here. One year into the partnership, Patra realized outcomes including a 143% increase in win rate, a 48% increase in Average Deal Size, more bookings, and faster times-to-close. Lets look at how Patra found success and their approach to these three key areas:

Insurance 115

Insurance Insurance Case Study Study 115

Zoominfo

FEBRUARY 28, 2025

Case Study: Thermo Fisher Scientific Biotechnology firm Thermo Fisher approached ZoomInfo after their sales leaders suspected there were greater opportunities in their SMB market than they were currently calculating. The data universe foundation of ZoomInfos GTM Intelligence platform makes this possible.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Pipeliner

JANUARY 16, 2025

Case Studies: Request case studies or detailed accounts of past sales successes to gauge their effectiveness and strategic thinking. He encourages hiring managers to look for quantifiable results, such as revenue growth or successful territory management.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Hubspot Sales

JULY 31, 2024

The Cash Flow Cost Studies reveal that 82% of start-ups fail due to failing to properly manage cash flow. In fact, a recent study by PYMNTS revealed that 95% of tech B2B buyers prefer a fully digital buying experience. What are the costs of accepting offline payment methods like checks? The Cash Flow Cost 2. The Inefficiency Cost 3.

Small Business 105

Small Business Small Business Lead Rank Cold Calling 105

RAIN Group

OCTOBER 30, 2024

In a recent study from the RAIN Group Center for Sales Research, only 33% of respondents rated their sales training as extremely or very effective, indicating a significant gap for most organizations. There's no room for improvisation when it comes to sales training. 1 However, some organizations still get training right.

Training 91

Training Study Groups Research 91

MTD Sales Training

JANUARY 15, 2025

.” 9: Reference Customer Success Stories Use testimonials or case studies to demonstrate how previous customers achieved better outcomes or ROI by choosing your product over a lower-priced competitor. Make sure you can back up such case studies with evidence and specifics.

Lead Rank 156

Lead Rank Lead Scoring Margin Discount 156

Vengreso

NOVEMBER 19, 2024

According to a study by Nucleus Research, CRM integrations can lead to a productivity increase by more than 15%, minimizing data entry time and maximizing data accessibility across platforms. The key lies in conducting thorough research into their reputation, customer reviews, and case studies.

Software 114

Software Software Scale Sales Qualified Lead 114

Sales Gravy

JANUARY 16, 2025

Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward. Sales leaders can use these lighthearted activities to foster camaraderie, engagement, and a sense of fun that drives motivation and productivity.

Coaching 98

Coaching Sports Pivotal Energy 98

SMEI

MARCH 5, 2025

His story became a case study in resilience, adaptability, and strategic thinking in the face of global economic challenges. Sales in South America and Africa doubled, and Titans new supply chain reduced production costs by 20%. Timothy had not only overcome trade barriers but had turned adversity into an opportunity for unprecedented growth.

Government 274

Government How To Licensing Face-to-face 274

Sales Gravy

OCTOBER 10, 2024

Preparation for Handling Objections: Sales professionals should anticipate common objections and prepare responses in advance, similar to bringing a study guide to an exam. Building rapport can help break down their defenses and encourage a more open attitude toward learning.

Cold Calling 95

Cold Calling Face-to-face Commission Incentives 95

No More Cold Calling

JULY 25, 2024

In his book, Outliers: The Story of Success , he references a study by K. (Image attribution: Frans van Heerden ) Practice Makes Rainmakers As Malcolm Gladwell says, “Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.”

Referrals 334

Referrals Cold Calling Coaching Incentives 334

Zoominfo

AUGUST 8, 2024

Here are some of the most important tasks: Onboarding sales teams Ongoing learning initiatives for sales Developing assets to reference and use (case studies, email templates, etc.) Knowledge sharing program: Sales assets, such as case studies, scripts, and sales playbooks are invaluable to sales efficiency and success.

Sales Enablement 130

Sales Enablement Strategy Hiring Scale 130

Hubspot Sales

OCTOBER 28, 2024

They're inherently intrusive, naturally uncomfortable, and — according to a study from Cognism — unsuccessful roughly 95.2% With that said, that same study found that 49% of buyers actually prefer to be contacted through a cold call. Cold calls are awful. of the time. That‘s why they’re still central to many orgs' sales processes.

Cold Calling 110

Cold Calling Demand Generation Agencies Sales Qualified Lead Follow-up 110

MTD Sales Training

AUGUST 15, 2023

Well, that’s according to a 2017 Customer Service Barometer study jointly conducted by American Express and Ebiquity. Customer Service Barometer study Satisfaction With Great Customer Service 81% – Businesses are meeting or exceeding service expectations (67% in 2014). (84% In the US consumers are happier than ever!

Customer Service 156

Customer Service Customer Consumer Social Media 156

MTD Sales Training

JANUARY 24, 2022

Studies have shown that 47% of people will decide whether or not to open your email by judging the subject line alone. Studies have shown that people open 18% of their first emails, and they open the fourth email 13% of the time. Studies have shown that most people, if they intend to reply to an email, do so within the day.

Campaigns 156

Campaigns Discount Top of Funnel Follow-up 156

Pipeliner

NOVEMBER 8, 2024

According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity. According to a study by PwC, 75% of consumers want more human interaction in their customer service experiences, despite the growing prevalence of AI. This is where the Filipino workforce excels.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

MTD Sales Training

SEPTEMBER 20, 2024

In short, study and learn the various biases, and identify them when they pop up. Highlighting case studies, testimonials, and endorsements can help sway decisions by aligning with the client’s biases towards conformity and safety. How cognitive biases affect buyer psychology Buyer psychology is heavily influenced by cognitive biases.

Influencer 156

Influencer Lead Rank Lead Scoring Buyer 156

MTD Sales Training

NOVEMBER 14, 2024

Showcase testimonials, reviews, or case studies that highlight positive experiences from real customers. This could involve interviews, testimonials, or case studies that illustrate the problem-solution journey. Including these endorsements can reassure potential buyers about the value and quality of your product or service.

Paid Content 156

Paid Content Top of Funnel Video Webinar Metrics 156