Research Feed

ON24 Webinar Benchmarks Report -2017 White Paper Review

Title:  2017 Webinar Benchmarks Report IStock-464267113

Published by/Authors:  ON24

Gated:  Yes

Download Link   

Length:  18 Pages

Highlights

  • 16,418 webinars were measured in the analysis for Jan-Dec 2016
  • 1,000 organizers
  • Three main sections
    • Pre-webinar Benchmarks: promotional cycle, best days to promote, best days for attendance, and best times. SLMA: We are not sure if they quote the best times or the most common times. 
    • Webinar Benchmarks: average viewing time, registrant to attendee conversion (36% for marketing webinars) training and internal communications is higher, but nothing rises above 56%. Interesting average attendee stats, engagement tools, and use of video.
    • Post Webinar Benchmarks: Live only 66%, live and on-demand 6% and on-demand 33%. There is an increasing percentage of on-demand viewing time from 34 minutes in 2015 to 42 minutes in 2016.

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Sales Lead Validation Study finds 50% of Inquiries are not Leads! Ah, but 50% are!

This is a research study released by Straight North a SEO agency.  This is not a small sample study, nor are the results of minor significance.  

  • 18 Month Study
  • 373,000 inquiries
  • 237,000 phone calls
  • 23,000 not validated
  • Of the 350,000 left:
  • 178,000 were determined to be sales leads

Yes, there are more results and much to muse over.  The value is this allows marketers to predict the future. Open it up and see the results. 

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Research: Alert - New High Performance ABM Must Read Roadmap

High-performance-abm-capabilities-benchmark-report-1-638Title:  High Performance ABM Capabilities, the Proven Account-Based Marketing Framework

Published by:  Demand Metric Research Corporation

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Length: 35 Pages

Highlights: 

  • Best practices in ABM: The Framework in six steps
  • This answers: Does compliance with the ABM capabilities frameworks result in greater revenue impact from ABM? (Of course).
  • 500 Survey respondents (Big number offers credibility)
  • The paper shows Maturity Milestones
  • The paper shows Recommended actions

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Top Ten Marketing Automation Comparison: Research

Top-10-marketingResearch: Top 10 Marketing Automation Software Report

Sub Title:  Comparison of the Leads Marketing Automation Software Vendors

Published by:  Business-Software.com

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SLMA SCORE: Four out of Five

Reason: Easy to read.  Consistent from year to year.  Includes price.   Includes Links.   But too few companies reviewed.  For instance the CRM Review has 40 companies.  

Length:  Five Pages

 Highlights: 

Review the Top 10 Marketing Automation companies to compare features, pricing and delivery models.

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Marketing Automation is an over-night success after being introduced 15 + years ago.  Administration

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Research: CEIR Offers New Digital Tool Kit Based on Research

CEIR Report CoverTitle:  2016 Digital Toolkit to Enhance the Attendee Experience: Focus Report on Organizer Pre-Event Communications and Registration Offering

Published by:  CEIR Center for Exhibition Industry Research

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Authors:

Brian Casey, CEM - President and CEO

Nancy Drapeau, PRC Analysis and reporting  

Cathy Breden, CAE, CMP, Managing Director & Research Director:

 Mary Tucker, Sr. PR/Communications Manager, Graphic design

 

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Rain Group White Paper: How to Increase Win Rates in 2016 - Significant Research

Increase_Win_Rates_Cover_-_big

Published by:  Rain Group Center for Sales Research

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Authors: Mike Schultz and John Doerr

Contact: Mike Schultz 508.405.0438 

Length: 20 Pages

Highlights: 

  • Top-Performing Sales Organizations have win rates of 62%
    • Winners have mature sales processes
    • Winners exhibit high sales skills performance in 9 areas
    • Winners are better at following through and achieving priorities
  • Lower performing organizations are 22% lower at 40% win rates
  • 24 charts show varying research performance information for winning organization and losers.

This report looks at what separates top performers from losers (my words). 

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Infographic - The Best Practices for Lead Response: Offered by Insidesales.com

Email-lead-response-best-practices-2This infographic is very interesting.  It is based on the research of James Oldroyd, PHD, visiting research fellow at M.I.T. &  David Elkington, CEO of InsideSales.com

Nice single page infographic published in the Hardboard Business Review. 

How should your sales team be responding to marketing leads? InsideSales.com research identified 3 best practices for optimal sales results.

Learn:

  • Best days of the week to make contact.
  • Best times to make contact
  • What happens if you call after five minutes 
  • What is the fall-off between 5 and 10 minutes
  • How persistence plays a huge role
  • Average call attempts per rep

Our take on it:

  • Information priceless
  • Don't print it out as it is useless to try and read.
  • View on your screen.

 Author Elkington and some of his crew have been nominated in the election for the 40 Most Inspiring Leaders in Sales Lead Management. 

Tweet-nominee-elkington

Aside : Mick Hollison, CMO at InsideSales was on the SLMA Radio program with the topic: How to Increase Sales 30% in 90 Days

Disclaimer:  InsideSales is not a sponsor of the SLMA.    This review does not have the approval of InsideSales. 

 This blog is supported by the generous sponsorship of ClickPoint SoftwareVanillaSoft and GoldMine CRM Software

 

 


White Paper Review: Why You Need Marketing and Sales Synergy


Marketing-sales-synergy-qaqish
Title:
 Marketing and Sales Synergy

Published by:  Pedowitz Group: The Revenue Marketing Agency

“A ‘sales alignment’ is the term most often used to describe this pivotal relationship, but if you closely examine it in the environment of successful revenue marketing, a more appropriate term is ‘synergy.’ Let’s look at the definition of each term and then more fully examine this critical relationship for all revenue marketers.”

And so the 20-page ride begins to make a strong case of actual teamwork between Sales and Marketing.

Alignment:

1. Linear or orderly arrangement,

2. Positioning of something for proper performance,

3. Support or alliance.

Synergy: Synergy comes from the Greek word synergia, meaning joint work and cooperative action.

1. Synergy is when the result is greater than the sum of the parts. Synergy is created when things work in concert together to create an outcome that is in some way of more value than the total of what the individual inputs are. Which definition sounds more like a model for relationship success and for revenue marketing success? Of course, it’s synergy! Synergy is the end-state description of your relationship with Sales, so let’s further explore what this relationship looks like.

Author: Debbie Qaqish, Author of Rise of the Revenue Marketer.  Interviewed on SLMA Radio.

Cost: NA

Length: 20 Pages

From the introduction of the paper

Highlights:

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