SBI Growth

OCTOBER 2, 2013

Social Selling is hot. But how does a Sales VP use social selling? Your use of Social Selling will determine if you make the number in 2014. Your use of Social Selling will determine if you make the number in 2014. Download the Social Selling Guide for Leaders. Eliminate the social selling ‘noise’.

Case Study 319

Case Study Social Selling Study Decision Maker 319

Score More Sales

NOVEMBER 5, 2013

doesn’t follow-up more than a couple of times (actually he’s glad, because they won’t waste his time). This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Ask them what they do with new people trying to sell them on ideas, products, and services.

Study 198

Study Inside Sales Buyer Lead Rank 198

Sales 2.0

AUGUST 10, 2023

Non-value-add selling is going away If you don’t add value, the buyer doesn’t really want you there. Selling today breaks down into five areas The way we think about selling today is in five areas: automation, needs analysis, problem solving, strategic thinking and empathy. Sign up for the Sales 2.0

Scale 195

Scale Study CRM Up-Sell 195

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. However, I have also witnessed companies that attempt the sales cycle redesign on their own and end up with a cycle designed by committee. Magazine''s website. Why so long?

Study 243

Study Sales Cycle Follow-up Account 243

Smooth Sale

AUGUST 13, 2019

How To Attract the Right Job Or Clientele: When we take the time to study varying business models, we gain knowledge for increasing our odds for success. My Story: Study of Varying Business Models . There is need within companies to study business models. Keep Your Business Afloat ~ Study Varying Business Models! .

Lead Rank 68

Lead Rank Study Retail Policies 68

Nutshell

JUNE 5, 2020

To get your creative juices flowing, I’ve listed five surprising sales case studies to inspire your next “out-of-the-box” campaign. Sales case study takeaway : Whether you’re B2B, or B2C, the fact remains that you’re still B2H—Business to Human. Sales case study takeaway : Borrow reputation and breed familiarity.

Case Study 96

Case Study Paid Content Study Ideal Customer Profile 96

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. Harvard Business Review Revealing Study of Salespeople Makes News.

Study 173

Study Quota Software Software 173

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? Cross-selling could be a breakthrough if you aren’t already using it to your advantage. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

OutboundView

JANUARY 19, 2024

Selling to HR and have an inside sales function or are considering an inside sales function? When they’re not, it’s a major pain point felt by AEs, marketing, all the way up to the executive team. When they’re not, it’s a major pain point felt by AEs, marketing, all the way up to the executive team.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Sales Hacker

OCTOBER 4, 2019

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. Keep reading for practical tips on how you can use your case studies to attract new prospects and convert existing prospects into paying customers. The value of a case study.

Case Study 80

Case Study Study How To Real Estate 80

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item. 1 team had the strongest overall Desire and Commitment. They aren''t predictive of effectiveness.

Case Study 186

Case Study Study Sales Talent Hiring 186

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. This seems like a no brainer, right? The way to fix that—and stand out!—is

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. Setting the new hire up on Slack? Shifting low and middle performers to high performers. Again, nothing earth-shattering here. In fact, 74.3%

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

Sales 2.0

MAY 14, 2020

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? Sales people should sell. Even outside of enterprise sales where I could claim this burden is higher than in selling to small business, sales people seem to spend a huge amount of time not selling.

Data 396

Data Enterprise Enterprise Insurance 396

CommercialTribe

MARCH 25, 2021

High performers are disproportionately made up of tenured sellers. When we conducted a recent benchmark study with 40+ sales leaders, we focused on the role of the sales manager in increasing new hire time to productivity. Indeed, study participants said they saw a 52% improvement in quota attainment vs. plan after their first year.

Hiring 52

Hiring Study Top of Funnel Quota 52

Sales Hacker

APRIL 9, 2020

Here’s a case study that will show you how it’s done in a real life situation. RELATED: Why Social Selling Is Killing Your LinkedIn Strategy (How to Transition to a Strategy That Works). This step involves studying both the company and CEO’s brand to understand what is working and what is not. What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Customer support teams are in a prime position to upsell and cross-sell services.

Case Study 62

Case Study Study Top of Funnel Churn 62

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. They didn’t understand how to sell their project internally and were unable to garner senior executive sponsorship. Internal Sale.   Pre-sales Resources. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

The Brooks Group

OCTOBER 31, 2018

Research Reveals: Asking Follow-Up Questions Makes You More Likeable. A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you up questions, are better liked by their conversation partners.” up questions, are better liked by their conversation partners.” (It face speed?dating

Study 66

Study Buyer Face-to-face Journal 66

CommercialTribe

MAY 4, 2021

In the most recent blog post in our benchmark study series, we noted that while it might be more enjoyable in the short-term to focus energy on high performers, however, the costs associated with not developing new hires and middle performers because they aren’t getting the attention they need is costly — more than $200,000 and an average of 4.3

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, then you don’t want to miss this killer social selling event.

Social Selling 60

Social Selling Up-Sell Social Media Knowledge Base 60

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event. It’s gonna be crazy.

Social Selling 60

Social Selling Up-Sell Social Media Knowledge Base 60

Fill the Funnel

APRIL 3, 2015

For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. 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. Why Use Case Studies?

Case Study 48

Case Study Study Top of Funnel Engineering 48

Partners in Excellence

MARCH 5, 2024

Since then, I pay attention to everything he does, he’s a great thinker/practiioner in selling. I love his passion/obsession with selling. Why Am I Obsessed With Selling? The question is correct: “ Why am I obsessed with selling?” – because the love for my job looks like an obsession from the outside.

Fashion 73

Fashion Study ACT Retail 73

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues. Sales Management That Works: How to Sell in a World That Never Stops Changing.

Journal 173

Journal Case Study Study Up-Sell 173

Partners in Excellence

MARCH 2, 2024

Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ This does not reflect my conviction and passion for selling, not one bit.

Oracle 100

Oracle Negotiation Up-Sell Lead Rank 100

SBI

JUNE 4, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Duncan: As mobile technology continues to evolve, it’s exciting to see organizations incorporating mobile selling solutions to bolster the strengths of their sales teams. As their manager, do you know what they know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. What’s the best response when the competition are brought up? Instead of knocking them down, build yourself up. Show how your ideas can build their business up now.

Competition 375

Competition Sales Meeting Meeting How To 375

SBI

AUGUST 20, 2014

Research has shown the average sales rep actually only spends 35% of their day actively selling to prospects. We are helping sales reps increase their efficiency so they can spend more time actively selling and drive revenue.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Costello

OCTOBER 30, 2018

Over the next few years, I steadily moved up the ladder and started taking on leadership responsibility,” he explained. “As As a sales manager at Axial, I realized how important case studies are in the sales process. While many reps rely solely on pre-approved case studies, the best reps can relay many more examples beyond this.

Case Study 49

Case Study Study Sales Process Conversion 49

BuzzBoard

MARCH 28, 2024

Lastly, the follow-ups and closing the sale come in. A well-executed sales process involves several stages: identification, approach, presentation, handling of objections, deal closure, and follow-up. Post-sale, an effective follow-up routine is crucial for maintaining client satisfaction and paving the way for long-term relationships.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. For those of you scratching your heads, let me describe the tolerance tack up error. There are other issues, as well). They are also meeting their MQL goals.

Case Study 89

Case Study Marketing Qualified Lead Scale Engineering 89

SBI

MARCH 4, 2014

Jonathan : For Sales time is critical to your bottom line; studies show that almost a quarter of a sales person’s time is spent researching to prepare for sales calls. In the year 2010 alone, the world generated enough data to be the equivalent of 18 times the amount of information contained in all the books every written up that point.

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122