The Pipeline

JULY 4, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. The Corporate Sales Challenge.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Pipeliner

JANUARY 18, 2021

That way salesperson understands the client’s issue more clearly and can propose a solution that has a much higher value to the client. Hyundai is an excellent example of a company that managed to double its car sales during the 2008/2009 recession.

Video 98

Video Proposal Intent Report 98

Understanding the Sales Force

AUGUST 15, 2013

The software industry is notorious for having demo-crazy and technically savvy, but weak, salespeople who hunt for new business, generate binders full of proposals and convert a small percentage of them. They could be far more effective, much more efficient and experience exponentially better results.

Industry 235

Industry Retail Software Software 235

Chorus.ai

MAY 7, 2020

Tom’s team runs competitions around opportunities generated in the pipeline, proposals on a daily and weekly basis. How long is it staying at demo or proposal? It’s similar to 2008 or 2009. In 2008, Tom was an Individual Contributor and his ICP was in finance. Try to get those competitive juices flowing.”

Ideal Customer Profile 62

Ideal Customer Profile Campaigns Pivotal Energy 62

Selling Essentials RapidLearning Center

OCTOBER 20, 2021

All sorts of conflict management/resolution training methods are available in the marketplace, and I don’t propose to describe all of them. This blog entry is based on the following materials and research studies: CPP (2008). And that’s where training comes in. It’s too important. McGraw-Hill.

Opportunity 52

Opportunity Training Lead Rank Face-to-face 52

Understanding the Sales Force

NOVEMBER 27, 2013

That has to include 2008-2010 when the economy was really in the tank. Your prospects are making the very same decisions about your demos and if your demo isn''t creating reaction #1 above, then the quotes and proposals that follow are sure to create.losses. No hurry - we can see it anytime. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Pointclear

JUNE 24, 2016

He proposed we join forces to write a book that revealed what we’ve learned through our own experiences, and through the wisdom, insights, and concerns of the customers we’ve consulted with and interviewed over the course of our careers. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Igniting Sales Transformation

MARCH 21, 2018

Have you ever found yourself in a sales situation when you got through the sales cycle, presented your proposal, and your prospect says “I need to take this to my boss.”? Finally, we talked about what to do when you get to the end of the sales cycle and your proposal seems to hang out there and age like fine wine. Enjoy the interview!

Opportunity 63

Opportunity Microsoft Real Estate Sales Cycle 63

The ROI Guy

JANUARY 9, 2012

Tracing the percentage of those expecting improvements for the coming year in the global economy, local economy, their industry and for their individual company, Executives reported a significant drop in positive outlook, returning to pessimistic levels similar to those of 2008 and the beginning of the Great Recession.

Buyer 69

Buyer Proposal B2B Discount 69

Seismic - Sales Effectiveness

APRIL 5, 2019

I was able to leverage my previous experience in lobbying for banking clients during the 2008 financial crisis and land in the consulting Associate program at one of the Big 4 (Deloitte, EY, KPMG, PwC). In my new role I realized quite quickly that there were a plethora of issues around creating client and proposal decks.

Banking 44

Banking Sales Enablement Industry Proposal 44

Cincom Smart Selling

DECEMBER 10, 2015

Additionally, sales reps were still saddled with the burden of piecing together all of the product and performance information needs to respond to an RFI or to produce a professional-grade proposal. Additionally, the mobilized systems drive proposal generation and order entry.

Wireless 54

Wireless Engineering Proposal Call-back 54

The ROI Guy

FEBRUARY 12, 2010

With less money to spend on proposed projects, spendthrift executives have grown skeptical of B2B solution provider pitches and claims. The results indicate that content marketing is being used to establish new connections with buyers: • Content marketing now comprises 33% of the total marketing budget (29% in 2008).

Buyer 40

Buyer Marketing Survey Comparison 40

The ROI Guy

FEBRUARY 15, 2011

The results are based on survey responses from 2,014 CIOs worldwide, supported by interviews by Gartner analysts with leading CIOs, highlighting the following important trends: Busted Budgets - IT budgets are expected to increase by just 1% in 2011 over 2010 spending levels, with IT budgets not achieve their 2008 highs for 3 years, until 2014.

Study 53

Study Strategy Marketing Lead Rank 53

The ROI Guy

SEPTEMBER 21, 2010

compared to 2008. growth “snapback” is significant, the average large tech vendor’s operating budget is still below 2008 spending levels. This is quite a change from 2009 budgets, which declined 8.3% The bad news for marketing leaders is that although the 3.7%

Revenue 40

Revenue Marketing Vendor Survey 40

The ROI Guy

OCTOBER 21, 2009

According to Garner’s Peter Sondergaard, Senior Vice President at Gartner and Global Head of Research, “While the IT industry will return to growth in 2010, the market will not recover to 2008 revenue levels before 2012.” According to Peter, “2010 is about balancing the focus on cost, risk, and growth.

ROI 40

ROI Proposal Vendor Forecasting 40

Customer Centric Selling

FEBRUARY 8, 2016

The recovery that started in 2008 has been tepid. They often provide quotes or proposals (activities) far sooner than they should. They benefited from low interest rates in reducing borrowing costs and the fact that for many investors, stocks were the only instruments that offered the potential for significant returns.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

The ROI Guy

JULY 19, 2012

However, using a logical sales and marketing approach, you can Fight Frugalnomics and drive success: 1) First, to break through the noise, you need to be provocative - presenting hard facts and logic that spur the “do nothing” buyer into action, and help prioritize your proposal over everything else the buyer has on their plate.

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

The ROI Guy

MARCH 23, 2011

Moore describes the bad news facing B2B solution providers: Forced to do-more-with-less, most organizations lack formal budgets for new projects, leaving less than 15% in discretionary funds to fund a backlog of projects, likely your proposal. Geoffrey Moore confirms simply that what we have termed Frugalnomics is in full effect.

Sage 67

Sage Lead Rank Remedy Microsoft 67

The ROI Guy

OCTOBER 20, 2010

IT solution providers must recognize this change in order to succeed over the next 5 years - moving from product / solution selling to value sales / marketing strategies - helping buyers quantify the business benefits, return on investment and value advantages of proposed solutions to frugal, economic focused buyers.

ROI 40

ROI Forecasting Vendor Comparison 40

The ROI Guy

SEPTEMBER 29, 2010

Looking at the top three technology publishers: IDG generated 43% of its revenue from print in fiscal year 2008 and 39% in fiscal year 2009. In the recent BtoB magazine article, " Tech Media Evolution a Bellwether ", the major technology publishers were examined to understand how quickly the shift to interactive marketing was occurring.

Media 40

Media Marketing Advertising Advertising 40

The ROI Guy

JANUARY 17, 2011

The assessment tool has been available since 2008 and is generating more than 600 analyses per month, driving significant evolution of Microsoft’s relationship with clients, and empowering significant partner marketing campaigns.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Sales Association

NOVEMBER 9, 2011

Once in a while, the strategy paid off, and they got a call back with an invite to meet and offer a proposal. If these ideas worked in the rust belt during the downturn of 2008-2009, they will work for you. The reps spent a ton of time driving from location to location dropping off materials (brochures, discount vouchers, etc.)

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The ROI Guy

FEBRUARY 4, 2009

IT budgets for 2009 are contracting even further from the modest forecasts for 2008, which are being trimmed even as this is being written. As the credit crisis continues, organizations have been forced to tighten funding allocations in preparation for a long economic winter.

ROI 40

ROI Social Media Analysis Microsoft 40

Sales Hacker

JANUARY 9, 2019

I co-authored Whale Hunting: How to Land Big Deals and Transform Your Company , published in 2008, a book which devoted considerable attention to what we knew from experience to be a serious issue. Is your company mature enough to stay in business throughout the proposed project length, and beyond for service and renewals?

Outsourcing Services 75

Outsourcing Services Harvest Face-to-face Enterprise 75

Sales Hacker

JUNE 20, 2022

That means you need to become extremely quantifiable in what you are proposing will be the benefits of your solution. I personally had some of the best sales successes during the 2008 recession and I was not the most talented salesperson. You as the seller must own this. Don’t rely on features or past successes.

Lead Rank 84

Lead Rank Lead Scoring Marketing Qualified Lead Leads 84

LeadFuze

JANUARY 30, 2019

That kind of approach could, and probably did, work for some companies in 2008. Only then propose some actions that the both of you can benefit from. . They often just got a contact list from somewhere, sent an email blast with little or no personalization, and crossed their fingers in hopes of seeing those leads coming. But not today.

Ideal Customer Profile 68

Ideal Customer Profile Outbound Decision Maker Campaigns 68

The Pipeline

JULY 15, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Presenting to Donald Trump.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

Sales Hacker

OCTOBER 7, 2021

Ask questions until you have exhausted your questions before you propose a solution. She has been working virtually since 2008 and has spent her career as a leader, coach, and advisor managing technical overhead and optimizing operational infrastructure to drive continuous improvement. Build a robust, diverse, and inclusive network.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

SEPTEMBER 10, 2010

This continues a trend Gartner has observed since 2008 as larger IT organizations started reducing their resource requirements through consolidation, waste elimination and other measures. CIOs of the largest firms indicate that opportunities in these areas remain."

ROI 40

ROI Social Media Demand Generation Agencies Survey 40