The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

Sales Evangelist

MAY 21, 2020

From that point until 2005, the primary tools for prospecting were basically telephone and email. When 2006 came around, social media including LinkedIn started to look like a great platform to prospect. Ideally, before you talk to someone do your research and answer what Steve calls the Rules of Engagement. Who is this person?

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Sales Training Advice

JULY 16, 2012

Value stems from reading newspapers, trade publications and conducting research. In the United States alone over four billion dollars is spent per year on training selling professionals with two thirds of that money ear marked for one day training. Research has found that the title never denotes the economic buyer.

Referrals 55

Referrals Decision Maker Networking Lead Rank 55

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

SalesLoft

JUNE 16, 2016

Enabled by rigorous training, a depth of knowledge and next-generation tools, SDRs will become a channel for valuable content all their own. It will do deep research into the web to bring in relevant account and contact specific information, so that SDRs can write emails and make effective phone calls — more quickly.

Account Based Marketing 52

Account Based Marketing SalesForce Lead Rank Analytics 52

Jonathan Farrington

MARCH 26, 2012

Sales has gotten more sophisticated and clearly more challenging and with the processes and tools available it seems almost inexcusable for a sales organization not the identify and share best practices among its salesforce and sales leaders. as one of the “Top 20 Most Influential Training Professionals.”

Harvest 35

Harvest Buying Cycle Exercises SalesForce 35

Jonathan Farrington

DECEMBER 26, 2012

2) from expertise as knowledge of your products to expertise as the ability to use products as tools that solve business problems. Research, data, insights, ideas, success stories – all must be a part of your sales conversations. She was also identified by Training Industry, Inc. Preparation has taken on a new dimension.

Objections 37

Objections Industry Course Influencer 37

The ROI Guy

MAY 4, 2006

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

Jonathan Farrington

MAY 3, 2012

2) from expertise as knowledge of your products to expertise as the ability to use products as tools that solve business problems. Research, data, insights, ideas, success stories – all must be a part of your sales conversations. She was also identified by Training Industry, Inc. Preparation has taken on a new dimension.

Objections 34

Objections Industry Course Influencer 34

Jonathan Farrington

SEPTEMBER 12, 2012

Challenger has made a contribution in underscoring the need for salespeople to take advantage of the research and data available to them. The complex sale demands that salespeople have increased industry knowledge, business acumen and skill, and the tools to search and share and interpret data. Challenger is backed with research.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

The ROI Guy

NOVEMBER 8, 2006

The statistics bear this out, with over 90% of customers requiring formal business justification on projects $50,000 and higher according to our research. Solution or value selling methodology training and processes including CRM integration to help track the process 2. The programs had positive ROI and a great value add for customers.

Vendor 40

Vendor ROI Direct Mail Education 40

The ROI Guy

NOVEMBER 30, 2006

Source: Optimizing Infrastructure: The Relationship Between IT Labor Cost s and Best Practices for Managing the Windows Desktop, IDC October 2006, #203482 Up to $430 in IT labor savings per PC per year can be achieved from implementing IDC recommended PC infrastructure optimization best practices – from Basic to Rationalized.

ROI 40

ROI Outsourcing Services Distribution Licensing 40

DiscoverOrg Sales

SEPTEMBER 12, 2018

Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it. December 29, 2006: Kobe Bryant and the Lakers are playing the Charlotte Bobcats. Watch the video here or on YouTube , or read on. The whole team will lose.

Retention 185

Retention Data Video Gatekeeper 185