Selling Essentials RapidLearning Center

AUGUST 12, 2020

Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. But, according to behavioral research, you might want to reverse the positions of the audience and the actors. Research done at Stanford University shows how it works. Not at all. Switch it up.

Research 59

Research Groups Cold Calling Exercises 59

Increase Sales

FEBRUARY 7, 2018

Extensive customer service research by Rosenberg has shown customer behavior can be predicted by emotions. According to Yu and Dean in 2001, they determined that “The impact of emotions is the best predictor of customer loyalty in the customer interaction process.”.

Customer 102

Customer Loyalty Customer Service Facebook 102

Increase Sales

AUGUST 2, 2016

In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” Today in sales, quality and differentiation are even more important. More importantly when speaking to sales leads or ideal customers, this is one path toward being able to articulate the value of your solutions.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face Facebook 70

Selling Essentials RapidLearning Center

JULY 19, 2022

Research from Hanken School of Economics in Finland gives us a framework for assessing customer expectations, the first part of the problem. The researchers called these: Fuzzy expectations. The blog post and Rapid Learning video module are based on the following research study: Ojasalo, J. 3 kinds of trouble. Reverse cold feet.

Customer 59

Customer Vendor Buyer Call-back 59

Selling Essentials RapidLearning Center

APRIL 12, 2022

Unfortunately, research shows that most don’t feel that sense of higher purpose. For answers to that question, let’s look at several research studies. The researchers returned a month later to see how the three groups performed over time. What can you do as a leader to create a sense of purpose? Wrzesniewski, A.

Motivation 52

Motivation Benefit Face-to-face Study 52

SBI Growth

OCTOBER 6, 2012

For an emerging brand, marketers must provide air cover for sales reps to gain traction. During Greg’s tenure, the brand ‘Yellow Freight’ went from the unpleasant designation by Fortune Magazine as the worst of five national trucking firms in the LTL industry in 1996, to #1 in the industry by 2001. Establish Trust.

B2B 306

B2B SAP Customer Transportation 306

Pointclear

AUGUST 1, 2011

Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. It includes a “back-end” component.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Anthony Iannarino

JUNE 30, 2019

Tomorrow I am leaving the house I have lived in since 2001 for a new—and very different–house a few miles away. Patton’s strong bias was to always be on offense, something worth applying in sales. Get my first book: The Only Sale Guide You'll Ever Need. The post Packing Up My Library appeared first on The Sales Blog.

Hotels 94

Hotels Call-back Lead Rank Lead Scoring 94

The ROI Guy

JUNE 11, 2015

That B2B buyers were thought to be anywhere from 57% to 85% complete in their decision making process before contacting sales. That much of the buying will not need sales reps anymore, and that over 1 million B2B salespeople would go the way of the dodo. Amazon continues to contribute heavily to the death of retail sales.

Real Estate 89

Real Estate B2B Buyer Travel 89

SalesLoft

AUGUST 13, 2014

Jim Collins introduced the concept of a business “flywheel” in 2001. Today, we’ll show you how to develop a flywheel for sales development. With this strategy, you will crush your numbers, make it easier for new teammates to come up to speed and promote SDRs faster through the sales process. It is a simple idea.

Energy 52

Energy Analytics Promotion Research 52

Igniting Sales Transformation

JULY 18, 2018

Future-proof yourself and your sales team, understand what’s coming next and how to deal with it. For example, if someone is looking to make a software purchase, they are looking for access to videos that allow them to do their research up front. For the book, we conducted extensive research. It’s interesting, 2Win!

Vendor 76

Vendor Software Software Video 76

The ROI Guy

JULY 23, 2015

We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

The ROI Guy

JULY 11, 2011

CFOs and other executives are in more control of IT purchases than ever, this according to recent research by Gartner, Inc., Financial Executives Research Foundation (FERF) and the Committee of Finance & IT (CFIT) of Financial Executives International (FEI).

Marketing 89

Marketing ROI Proposal Survey 89

Revegy

AUGUST 27, 2020

However, after every recession, the Harvard Business Review, McKinsey, Bain, and other management consultants publish research showing that leading companies leverage economic volatility to move faster, innovate more, and take market share from competitors. “By Who are the specific executives that are excepting value from your solution?

Outsourcing Services 52

Outsourcing Services Lead Rank Lead Scoring Webinar Metrics 52

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The ROI Guy

JULY 5, 2011

Although Gartner’s predictions bode well for IT vendors, IT buyers have fundamentally and permanently changes since the bursting of the tech bubble in 2001. Changes to IT sales and marketing strategies have been made to help fight frugalnomics, but are still not provocative / outcome -focused enough to meet changing buyer demands.

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

The ROI Guy

MAY 3, 2010

According to a new Gartner and Financial Executives Research Foundation research survey, the CFO is becoming the top IT decision maker in many organizations, with: over 75 percent indicating significant decision making involvement, and 41 percent indicate being the main decision maker for IT investments.

Decision Maker 40

Decision Maker Proposal Marketing Survey 40

HeavyHitter Sales

SEPTEMBER 11, 2021

While I’ve been in sales for over three decades, there is one day that completely changed my life. Then the captain interrupted our complaints to inform us of the horrendous acts of terrorism that had caused the nation’s entire air space to be shut down for the first time in aviation history on that day, September 11, 2001.

Travel 17

Travel ACT Google Research 17

The ROI Guy

FEBRUARY 15, 2011

Tuesday, February 15, 2011 Updated Alinean Social Media ROI Calculator - New Graphics and Refined Research Weve just updated the Alinean Social Media ROI Calculator with some hot new graphics, and refined value quantification research and analytics. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable.

Social Media 45

Social Media ROI Media B2B 45

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

FEBRUARY 14, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

DECEMBER 9, 2010

With the constant pressure on IT managers to “do-more-with-less&# , and the difficulty to understand how the analyst research translates to particular applications, it is important that organizations analyze their own unique opportunity for cloud savings and ROI. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

JANUARY 20, 2011

which adds graphics capability, better registration control and several other key features, which can now be integrated and used with any new tools, or in any of over 1,000+ current sales and marketing tool campaigns. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

DECEMBER 23, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research.

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

Hubspot Sales

JULY 15, 2020

As businesses continue navigating the challenges that have resulted from the COVID-19 pandemic, many sales leaders are wondering the best path forward. One of the toughest changes sales leaders need to adapt to is the dramatic impact the events of 2020 have had on win rates. Sales priorities are shifting. Image Source.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

The ROI Guy

JULY 15, 2009

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

JANUARY 10, 2011

Research on what drives IT purchase decisions indicates that decisions are currently made based on financial requirements, such as enabling business growth (29%), improving profitability (25%), and reducing costs (22%). The news is good for worn down IT managers and IT sales professionals and marketers.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Insight Demand

MAY 12, 2014

Today, with EEG machines that measure brain activity, researchers are now able to prove that puzzles can be solved 8-seconds before the conscious brain is aware of it [iii]. ii] Behavioral and Brain Sciences, 2001, Nelson Cowan, professor at Department of Psychological Sciences. In this case the emotion was certainty.

How To 20

How To Transportation Travel Pipeline 20

Insight Demand

MARCH 31, 2017

[ii] Despite widespread agreement amongst neuroscientists that our conscious rational mind plays a minor role in decision making, why do our sales messages to buyers focus almost exclusively on facts and figures? Thanks to new research, we now understand that our emotional decisions are not irrational or bad. 109-255, 2011. [v]

Transportation 20

Transportation Study Journal System 20

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research.

ROI 40

ROI Social Media Microsoft Media 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. for 2005 – this according to Forrester latest research.

Marketing 40

Marketing Vendor ROI Survey 40