Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
12 Cards in this Set
- Front
- Back
|
Firmology report from 2014 says the 3 biggest sales killers are |
1. Doing the Wrong Jobs like spending too much time making certain your customers are happy instead of relying on Client Success 2. Sales Adjacent Tasks like call prep that turns into YouTube and Facebook time and over researching your prospects before dialing them 3. Administrative Busywork like building spreadsheets and entering excessive data into CRM |
|
|
Gallup Business Journal gives what as the % of employees engaged at work in the U.S.?
What is the % of Actively Disengaged? |
29% Engaged at work
18% Actively Disengaged |
|
|
Trish Bertuzzi's Bridge Group Report of 342 companies surveyed in 2015 says: The percentage of InsideSales Reps achieving Quota in 2014 is at WHAT %? |
67% across all groups |
|
|
2014 Forbes Business Magazine says a key to success in 2015 is to align which two groups in the company?
What are the top 3 ways you could propose closing that gap? |
Aligning Sales & Marketing
1 Increase contact rates by 200-300% with prioritized dialing to get to 73% leads that go uncontacted today 2 Increase & automate persistance to 6-9 attempts 3 Decrease response time from days and hours to under 5 minutes |
|
|
Sirius Decisions says their 1000 company survey says there are 4 levers to pull if you want to stay above 90% Quota Attainment in your Inside Sales efforts....what are those 4? |
1 Increase Sales Force Tenure of 4-7 years average 2 Decrease Sales Force Turnover to less than 10% annually 3 Increase your Training and Development Spend to at least $3390 per head vs $1250 for those under 90% 4 Increase your reps Time Spent Selling per day to at least 34% of reps day (2.75 hours) while those under 90% QA averaged 23% or (1.84 hours)less |
|
|
a MIT Study published in the Harvard Business Journal states that with 15,000 unique leads and 100,000 call attempts that average response rates on Web Based Leads was how long? Secondly they reported that average persistence on said leads was how many attempts before retiring the lead? |
1.7 Days to Respond
1.4 Attempts before retiring the lead |
|
|
a 2012 Forbes Business Magazine Article says that companies are wasting a VERY HIGH % of their web leads and that someone will be fired when the CEO figures it out. Study was done on over 10,000 companies over 5 years.
What is the percentage of wasted web leads and what are the two biggest reasons for wasted leads quoted in the article? |
71% go uncontacted
46 hours and 53 minutes to respond
1.3 attempts before giving up on a lead |
|
|
CSO Insights says that in a 1000 company survey completed in 2014 that the top 2 priorities of CEOs in 2015 are what? |
* 58% say Capturing Net New Accounts/Logos * 44.7% say Increasing sales effectivenes
|
|
|
2015 Research by The Bridge Group states that the Average conversations per day in 2014 for companies with a mix of web leads and outbound list dialing is what? And that # is based on how many dials per day per rep on average? |
8 Convo's per day
52 Dials per day average per rep |
|
|
2015 Sales Management Optimization Report by CSO Insights says that over 1200 companies surveyed report that the average turnover rate in 2014 dropped from what to what since 2013? |
28% Turnover in 2013 dropping to 23% Turnover in 2014 |
|
|
A 2014 Harvard Business Journal Analytics Report on Employee Engagment lists the Most Impactful Employee Engagement driver (at 72% of respondants listing it first) as what? |
Recognition given for High Performance |
|
|
The Leadership Edge in Digital Transformation is a Harvard Business Review Analytics article that lists the top 3 reasons that companies choose a particular Technology Partner as what? |
69% say Faster Time to Deliever than competitors
66% New Ideas and Innovation
55% say Technical Expertise |
