The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. Buyers rely on digital channels and content more than ever, with most purchasing cycles now fueled by the Internet and controlled by the prospect rather than driven by sales.

ROI 45

ROI Buyer Buying Cycle Social Media 45

OnePageCRM

MARCH 8, 2017

As a consumer, it’ll give you a new lens to help you navigate complex buying decisions. Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. What to do if a prospect asks for a discount.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

The ROI Guy

MAY 4, 2006

But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. A recent IDG/CXO media survey indicated that business and IT executives where making most of the buying decisions - including defining requirements, specifying brands and ultimately approving the purchase.

Marketing 40

Marketing Vendor ROI Survey 40

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. You MUST have tools that can: help you find and /or attract prospects.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

MARCH 21, 2011

Guest post today by Peter Notschke , who runs our outbound prospecting services at Score More Sales. If you expect the prospect in front of you to do business with you then you must give them the opportunity. ” Another tip: Are all of the decision makers present? © Score More Sales 2001 - 2012.

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

Score More Sales

JANUARY 25, 2012

How are they moved forward to closure, and what happens during that “dark phase’ when your once-wonderful prospective customers are not returning your calls or e-mails? This less talked about period is where your prospects live, breathe, and sometimes hide – and during that time many opportunities disappear due to lack of nurturing from you.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

Score More Sales

NOVEMBER 26, 2010

Focus on target revenue for the week, and 1-3 action goals (such as having 10 meaningful conversations with decision makers). Your block of prospecting hours – (how many and when depend on your plan). © Score More Sales 2001 - 2012. Please note that we only endorse products that we believe in.

Lead Rank 120

Lead Rank Lead Scoring Revenue Decision Maker 120

John Barrows

JUNE 20, 2018

Whether it’s an actual phone call or Zoom meeting, at some point you will need to jump on the phone with your prospects. Looking at what’s novel being what is nobody else doing, there is no better time to get on the phone with your prospects. Phone has become a novel channel. Talk more on your first call.

Cold Calling 86

Cold Calling Call-back Google Data 86

Hubspot Sales

MAY 22, 2018

She will be receiving an MBA from the University of Notre Dame in May 2001. Lead generation is the process of attracting and converting strangers and prospects into leads, and if you build a successful lead generation engine, you'll be able to keep your funnel full of sales prospects while you sleep. Excel doesn’t count!).

Top of Funnel 145

Top of Funnel How To Hiring Buyer Persona 145

The ROI Guy

AUGUST 4, 2010

Frugalnomics, borne of the economic downturn, represents a fundamental shift in the way businesses make buying decisions, resulting in a scrutinizing of each investment to deliver quantified bottom-line accountability. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40