New Sales Analytics Practice and Machine Learning Lab
Dr. Leff Bonney joins B2B DecisionLabs as Research Director and leader of the new Sales Analytics practice and Machine Learning laboratory. This new research lab aims to transform the heaps of data generated by conversation intelligence tools into practical insights and coaching opportunities.
Report: Making Marketing Memorable
The primary factor that drives decisions is memory. If you hope to guide buying decisions in your favor, your messages, your content, your stories, and the visuals you create must all be memorable enough to stick in people's minds. And that's exactly what you'll learn in this report.
Research Brief: Do Disruptive Messages Work for Customer Retention?
Does the same disruptive messaging approach you might use for customer acquisition also work for customer retention? That's the question we put to the test in behavioral research, conducted with Dr. Zakary Tormala.
Research Brief: A Case for Unconsidered Needs
This behavioral research study was designed to test the effectiveness and persuasive impact of a messaging approach is based on Unconsidered Needs—that is, problem areas or missed opportunities that a buyer either doesn’t know about or hasn’t identified.
Report: Messaging for Executive Access
Conventional wisdom says that if you want to talk with an executive, you need to offer up relevant case studies, ROI calculations, and quantified strategic results. That advice made sense 25 years ago, when you had limited access to executive decision-makers. But does it still hold up today?
Report: The Neuroscience of Digital Content
Your buyers are using digital content to discover, understand, and narrow their options before they make a buying decision. And while you can’t always control when or how they find your content, this research will help make sure they’ll remember you when they do.
Report: What Kind of Content Creates More Opportunities?
Do interactive tools generate more interest than static e-books? Beyond getting prospects to spend more time with your content, does adding interactivity spark more early-stage sales conversations? Find out in this field trial report.
Report: Can Virtual Training Be Better Than the Classroom?
When it comes to creating lasting behavior change, most sales leaders assume that virtual sales training is just a pale imitation of the in-person classroom. But what if your virtual training program was as effective—if not more effective—than classroom training?