Sales Evangelist

OCTOBER 27, 2019

Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. It changed how the fastest-growing sales teams are designed. It also talks about sales specialization instead of letting the sales reps do the prospecting.

Hiring 40

Hiring Lead Rank Outbound Lead Generation 40

The ROI Guy

JANUARY 20, 2011

The tool is featured in direct marketing and social media campaigns, and is available from EMC.com - driving a significant increase in leads, education and deal flow. 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 Campaigns 40

Sales Training Advice

JULY 16, 2012

Laws of Sales Attraction. Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Sales attraction is discovering the true economic buyer.

Referrals 55

Referrals Decision Maker Networking Lead Rank 55

The ROI Guy

DECEMBER 23, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

DECEMBER 9, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Social Media Media B2B 40

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%. percent of revenue on marketing.

Marketing 40

Marketing Vendor ROI 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? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle.

ROI 40

ROI B2B Social Media Buying Cycle 40

Jonathan Farrington

MARCH 3, 2012

Your sales leads are either hot or they’re not. My “Turn Cold to Gold” Webinar will show you how to make every lead a hot one and cover in detail this critical information that I promise will change your sales life forever…. • How NOT to use social media for referrals—and why you can’t hide behind the technology curtain. •

Webinar Metrics 24

Webinar Metrics Referrals Cold Calling Face-to-face 24

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

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

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.

ROI 40

ROI B2B Demand Generation Agencies Hiring 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

OCTOBER 22, 2010

Survey participants indicated that although prevalent, promotional e-mails, direct mail, sales representatives and general advertising were less effective at raising awareness of new solutions. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

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

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Social Media Microsoft Media 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Hard and Soft ROI - The differences and quantification Hard and soft ROI usually refers more specifically to various benefits which can be included and used in an ROI analysis. Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Latest Research.

ROI 40

ROI Social Media Benefit Oracle 40

The ROI Guy

JANUARY 10, 2011

Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives. From these findings, to better align sales / marketing with buyer requirements, perhaps more budget should be allocated to business benefit and financial assessment content, tools and support.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

Microsoft 40

Microsoft ROI Licensing Social Media 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 TCA Champ - Oracle or Microsoft SQL Server? The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. Latest Research.

Oracle 40

Oracle Microsoft ROI Outsourcing Services 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. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

SEPTEMBER 4, 2007

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Social Media Comparison Networking 40

Nutshell

JANUARY 15, 2024

Launched in 2006, this ecommerce website giant has solutions for various businesses—from small businesses and brands just starting to sell on social media to businesses that sell items globally. Shopify comes with tools to manage orders and sales. Are you also selling through social media?

Analytics 77

Analytics Social Media Scale Up-Sell 77

The ROI Guy

DECEMBER 14, 2005

Projects in this category include supply chain management, human capital management, ERP, sales force and marketing automation and other business process automation projects. 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 Outsourcing Services Lead Rank Social Media 40

Nutshell

JANUARY 15, 2024

Launched in 2006, this ecommerce website giant has solutions for various businesses—from small businesses and brands just starting to sell on social media to businesses that sell items globally. Shopify comes with tools to manage orders and sales. Are you also selling through social media?

Analytics 59

Analytics Social Media Scale Up-Sell 59

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. How can you become a VP of Sales? So how did I do it?

Hiring 70

Hiring How To Lead Rank Lead Scoring 70

Sales Hacker

MAY 20, 2019

This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Why we need sales development. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Scale 63

Scale Intent Data Outsourcing Services Direct Mail 63

Sales Hacker

MAY 20, 2019

This week on the Sales Hacker podcast, we speak with Jake Dunlap , Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Why we need sales development. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Scale 49

Scale Intent Data Outsourcing Services Direct Mail 49

The ROI Guy

JULY 22, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

The ROI Guy

SEPTEMBER 9, 2010

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. • Where is sales enablement heading, and how do you get started?

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 17, 2010

Survey results indicate that over the next 2 to 3 years, 67% plan to increase spending on social media, and 64% continue to increase spending on digital and online marketing. 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 Ideal Customer Profile B2B 40

The ROI Guy

AUGUST 5, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

SEPTEMBER 10, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. Latest Research.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 28, 2010

Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions. Do White Papers Still Rule?

ROI 49

ROI Social Media Vendor Buyer 49

The ROI Guy

AUGUST 4, 2010

Transform and elevate customer relationships - Helping prospects diagnose their issues, uncovering problems they didn’t even know they had, and creating a best practices roadmap can open up doors to executives and help sales engage earlier in the decision making cycle. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Is Return on Customer (ROC) a good business value metric? The formula takes into account the short term sales from customers, as well as factoring in changes to lifetime expectations. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Ideal Customer Profile Social Media Customer 40

The ROI Guy

AUGUST 5, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Updated Alinean Social Media ROI Calculator - New. ► January (10) Is The End of the Social Media Story Already Writt. The Forgotten Sales Profess.

ROI 45

ROI Social Media Discount Analysis 45