sales research

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Published By: Salesforce     Published Date: Jan 06, 2016
Salesforce Research surveyed more than 2,300 global sales leaders to discover: The unifying goals, stumbling blocks, and success metrics for today’s sales teams How high-performing sales teams are evolving to stay ahead of the curve Areas where sales is doubling down to supercharge business in the next 12–18 months. This report highlights sales trends in 2015, including the central role of sales teams in an integrated customer success platform. Throughout the report, data is examined relative to sales performance to identify patterns for overall customer success.
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Salesforce
Published By: BI WORLDWIDE     Published Date: Mar 07, 2016
If you’re a sales manager, you’re probably feeling stuck in the middle. On one hand, you have a huge employee engagement movement going on with HR departments focusing on developing leaders and recognizing achievements with substantial budgets. On the other side, marketing departments are using technology and creativity (and also large budgets) to connect with and educate customers about their products, solutions and brands. The trend is to challenge every dollar spent on sales compensation to maximize ROI. HR departments are treating salespeople like all other employees. And customers are going online to avoid anyone with sales in their title. Based on our research and applications we see in our customers’ leading sales initiatives, if you’re a sales manager, you are trying to maximize results out of your sales team by increasing your teams engagement to meet company goals. Download this white paper to see which eight trends you should consider as you strategize for the year.
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bi worldwide, sales, incentives, effectiveness, sales incentive, productivity, engagement
    
BI WORLDWIDE
Published By: Microsoft     Published Date: Jul 20, 2018
What sales and marketing gaps are you defending? How are they impacting your ability to hit your numbers? In this guide, we examine five massive gaps that could be costing you time, customers, top-line growth and profit. And we show you how to transform your business by closing those gaps so you can get back to growing. • Discover how to transform your business by connecting sales and marketing with a shared set of practices that have been proven to grow brands, grow revenue and increase profit. • Get expert advice from leaders who have walked in your shoes, leaped over the gaps and unleashed sales and marketing to drive growth – together. • Watch insight-packed webinars from Forrester Research, Microsoft and Adobe.
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Microsoft
Published By: Outreach.io     Published Date: Apr 09, 2018
Selling isn’t about blasting prospects with generic cold emails. That mile wide and inch deep approach might have worked in 1998, but it’s not going to cut it anymore. You need to connect with your prospects on a level that shows you understand their business and their needs. Sales intelligence is the ultimate must-have in your modern, account based sales toolkit because it allows you to learn more about your prospect and, in turn, sell more successfully.Just like you wouldn’t go on a blind date without a little online stalkingresearch, you shouldn’t call a prospect without understanding who they are, where they work, and what matters to them.At the end of the day, when you understand who you’re selling to, you can solve their problems better. This creates happier customers and prospects who trust you, which leads to more closed deals and more fist bumps all around.
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Outreach.io
Published By: Brainshark     Published Date: Oct 16, 2013
With the proliferation of the iPad and other tablets and mobile devices among sales and account managers, a new generation of enabling technologies and best practices has offered the opportunity to get more out of the out-of-office experience. This research brief examines the use of video tools by sales professionals within best-in-class companies, specially within a mobile environment.
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sales enablement, sales training, sales productivity, sales effectiveness, sales revenue, sales costs, product marketing, content marketing
    
Brainshark
Published By: IBM     Published Date: Mar 11, 2008
Regardless of what department you work in, it is business critical to ensure that your team members have easy and ready access to the latest information and project team members. Whether you work in sales, marketing, human resources, research and development, or any other functional area, you need a centralized virtual place where all of your team members can collaborate in realtime, share ideas and documents and be more productive online.
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ibm, corporate portal, portal, portals, ep campaign
    
IBM
Published By: MoreVisibility     Published Date: Dec 19, 2017
The Internet has vastly changed the B2B sales process. Whereas potential buyers used to reach out to businesses early on in the process, many now come to a buying decision on their own – aided by the plethora of free content available online. Businesses that succeed in this new world will have a hand in creating the content that helps buyers make decisions. This requires strategy, resources and an ongoing commitment toward creating the content that anticipates and answers your buyers’ questions. Do that, and you have a greater chance of influencing their decisions, and inspiring their loyalty. In this report, we outline the steps for creating a holistic B2B web content strategy, from performing research to creating content that drives traffic and cultivates leads.
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MoreVisibility
Published By: Pega     Published Date: Apr 04, 2016
It is no secret banks are losing customers, and fast. A recent Finextra/Pegasystems survey pegs that 78% of banks have lost business in the last 12 months. The question is “Why?”. It all comes down to engaging with customers before, during and even after the sales process. Nearly all banks are struggling with the impact of client due diligence and KYC (know your customer) regulation on their onboarding processes, and are painfully aware that lack of speed, process visibility and repeat data requests are frustrating their corporate customers. The same holds true for service, where corporates are crying out for improvement, as well as omni-channel access and quick turnaround of service requests and inquiries. To stop the sales decline, banks need to begin doing all these things well. They will then be more competitive in the market as well as retain and win new business. Download this research study and gain a better understanding of how banks can better meet the needs of their customers
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Pega
Published By: Pega     Published Date: May 24, 2016
It is no secret banks are losing customers, and fast. A recent Finextra/Pegasystems survey pegs that 78% of banks have lost business in the last 12 months. The question is “Why?”. It all comes down to engaging with customers before, during and even after the sales process. Nearly all banks are struggling with the impact of client due diligence and KYC (know your customer) regulation on their onboarding processes, and are painfully aware that lack of speed, process visibility and repeat data requests are frustrating their corporate customers. The same holds true for service, where corporates are crying out for improvement, as well as omni-channel access and quick turnaround of service requests and inquiries. To stop the sales decline, banks need to begin doing all these things well. They will then be more competitive in the market as well as retain and win new business. Download this research study and gain a better understanding of how banks can better meet the needs of their customers
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Pega
Published By: IBM     Published Date: Jul 31, 2014
Discover the tremendous value a sales performance management solution can deliver to your organization by automating the entire process of managing incentive compensation.
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ibm, business analytics, sales, sales performance, sales performance management, spm, business value of spm, spm reporting
    
IBM
Published By: IBM     Published Date: Feb 27, 2017
Advancements in analytics have sparked renewed excitement in the consumer products (CP) industry. Maturing analytics capabilities are now delivering greater value across major CP functions including marketing, sales, merchandising, supply chain, and more. Thus helping CP companies become more consumer and customer focused in all aspects of their businesses. Read this research report conducted by 'Consumer Goods Technology' to understand how, next-gen analytics capabilities is key in unlocking a deeper understanding of customers, help create successful new products, foster brand advocates and optimize distribution channels and ultimately shape demand
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cgt, analytics, consumer goods, distribution channels, advanced analytics
    
IBM
Published By: ClearSlide, Inc     Published Date: Jan 28, 2015
Both inside and outside sales professionals are becoming more mobile, with industry research showing that half are already using tablet devices and an additional 26 percent plan to adopt them in the next 18 months. By integrating mobility in the sales workforce, businesses are able to increase overall productivity, effectiveness as well as meeting sales goals since they are able to access information and content anytime, anywhere, through any mobile device. Yet, there are still major obstacles to overcome when trying to implement a strategy to bring mobility to your sales force.
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sales mobility, increasing productivity, increasing revenue, sales performance optimization, sales performance, sales management
    
ClearSlide, Inc
Published By: Salesforce     Published Date: Mar 19, 2013
CRM Market Evaluation by Nucleus Research. Get the CRM Technology Value Matrix that evaluates the usability and functionality of CRM solutions that support sales, marketing, and customer service for any-sized business.
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crm, sales, marketing, customer service, research, guide, roi, evaluation
    
Salesforce
Published By: Salesforce.com     Published Date: Sep 20, 2013
In 2013 Salesforce.com partnered with Fifth Quadrant to conduct quantitative and qualitative research into the customer service space in Australia and New Zealand. The research was designed to specifically examine new channels for service delivery such as Mobile Devices, Social Media to name a few and the maturity level of Australian organisations in regards to Customer Experience Strategy.
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salesforce, crm, crm solutions, research, best practices, ces, technology
    
Salesforce.com
Published By: Oracle     Published Date: Mar 18, 2014
Dramatic shifts in workplace norms as a result of remote sales teams are now a reality, as field-based personnel perform so many vital selling and strategic account management business functions, more effectively armed with tablets than ever before. Aberdeen research conducted for Sales Performance Management 2012: How the Best-in-Class Optimize the Front Line to Grow the Bottom Line (December 2011), shows that 60% of companies’ sales team members are primarily remote workers. Indeed, in Aberdeen research for Mobile HCM: Workforce and Talent Management on the Move (June 2010), 57% of respondents who track the impact of their mobile recruiting efforts report improved quality and/or size of their talent pool as a result of their work. Does attracting and retaining a quality sales force thus require corporate technologies and processes that are influenced by consumer trends and cultural sea changes? Moreover, are there benefits to enterprises that enable their sales team to work remotely?
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oracle, data management, account management, sales performance management, remote workers, sales research, workplace shifts, sales strategy
    
Oracle
Published By: Oracle     Published Date: Sep 05, 2014
B2B transactions are no longer driven by sales. At least not during the first half of the engagement process. Research shows that more than half of the product and solution information gathering has been done online before a prospect even talks to someone in sales. To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Find out more about Digital Body Language. Download “Reading and Responding to Your Prospects’ Buying Behavior in the Online World"
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digital, body language, sales, responses, transactions, b2b, body language, downloads
    
Oracle
Published By: Oracle     Published Date: Sep 30, 2014
B2B transactions are no longer driven by sales. At least not during the first half of the engagement process. Research shows that more than half of the product and solution information gathering has been done online before a prospect even talks to someone in sales. To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Find out more about Digital Body Language. Download “Reading and Responding to Your Prospects’ Buying Behavior in the Online World”
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digital, body, language, b2b, transaction, buyers cues, intentions
    
Oracle
Published By: Oracle     Published Date: Mar 18, 2014
Much as a journalist is expected to report on the “who, what, when,” etc. when filing their story, professional business-to-business (B2B) sales reps are more likely to open doors, nurture opportunities, and close deals when they know more about their prospect or customer. Sales Intelligence, as a broad category of tools and services within the Sales Effectiveness space, represents a significant opportunity for all varieties of sales-oriented job roles to better understand their buyer both before and during the traditional — and non-traditional — sales cycle. This Research Brief summarizes initial Aberdeen research findings based on recent sales intelligence data collected from 206 survey respondents, and provides specific guidance regarding best practices and technologies that sales leaders and sales operations practitioners are well-advised to adopt.
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oracle, b2b, sales intelligence, sales effectiveness, traditional sales cycle, non traditional sales cycle, sales operations, sales research
    
Oracle
Published By: G/O Digital     Published Date: Nov 13, 2014
For the majority of small businesses around the country, the world of marketing looks very different from big brands and retailers. With limited budgets, resources and staff to execute their marketing visions, it can oftentimes be daunting and confusing for local/ small businesses to tackle their social media marketing, let alone convert engagement with their content on social media sites like Facebook and Twitter into local store sales. Download this research report to learn how Facebook advertising converts digital ‘hunters’ into in-store buyers.
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digital marketing, online marketing, internet marketing, search marketing, seo, ppc, search engine optimization, social media
    
G/O Digital
Published By: Oracle     Published Date: Sep 30, 2019
In the past, B2B transactions occurred in face-to-face meetings as a sales professional worked a product demo, business luncheon, or boardroom presentation to influence a customer – and close the deal. Today, however, B2B stakeholders perform much of their product and service research online. In fact, 93 percent of B2B buying starts with online searching, according to a Pinpoint Market Research study. This research occurs long before a customer engages with sales. As your prospects research and evaluate your offerings, they leave behind valuable clues to their intent. Understanding these clues – cracking the code – can help you tailor your messages to them, thereby providing them a more tailored, relevant experience. As a result, business-savvy marketing and sales departments have embraced marketing automation platforms, so their respective teams can work together on one common platform, reach B2B customers online, and drive revenue. Marketing automation platforms automate repetitive
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Oracle
Published By: Brainshark     Published Date: Dec 08, 2015
New research from Forbes Insights and Brainshark reveals how top-performing sales teams attack the sales productivity problem.
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forbes report, sales enablement research, sales enablement reports, sales productivity problems, sales enablement, sales enablement analysis, cmo
    
Brainshark
Published By: Microsoft     Published Date: Jul 20, 2018
In our 35-criteria evaluation of sales force automation (SFA) providers, we identified the 10 most significant ones — bpm’online, CRMNEXT, Infor, Microsoft, NetSuite, Oracle, Pegasystems, Salesforce, SAP, and SugarCRM — and researched, analyzed, and scored them. This report shows how each provider measures up and helps application development and delivery (AD&D) professionals make the right choice.
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Microsoft
Published By: Adobe     Published Date: Nov 09, 2017
In our 32-criteria evaluation of real-time interaction management (RTIM) providers, we identified the 12 most significant ones — Adobe, Emarsys, FICO, IBM, IgnitionOne, Infor, Pegasystems, Pitney Bowes, Rocket Fuel, Salesforce, SAS, and Teradata — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2C marketing professionals make the right choice.
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Adobe
Published By: Adobe     Published Date: Nov 09, 2017
In our 40-criteria evaluation of enterprise marketing software suites (EMSS) providers, we identified the nine most significant ones — Adobe, Experian Marketing Services, IBM, Marketo, Oracle, Salesforce, SAP, SAS, and Teradata Marketing Applications — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2C marketing professionals make the right choice.
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Adobe
Published By: Salesforce.com     Published Date: Sep 16, 2013
Learn how the future of sales performance management is integrated with CRM and social collaboration and how this will help managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results. Download now.
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sales performance management, crm, social collaboration, drive sales, nucleus research, best practices
    
Salesforce.com
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