The Sales Hunter

NOVEMBER 26, 2011

The same is true of phone calls — many people who normally let all calls rollover to voice mail will suddenly start answering the phone or actually return a vendor’s phone call. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Pipeline

MARCH 31, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Events can include change in personnel in an account, a competing vendor; change in regulation; mergers and acquisitions; regulatory; economic and more.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Sales Hunter

FEBRUARY 13, 2012

Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Because of the high demand for such skills, expect organizations to become increasingly comfortable with outsourcing their needs to sales vendors with skilled inside sales reps. Given these forces, here’s what we anticipate. More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

The Pipeline

MAY 20, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. So having been that guy… Too many sales people show up as a self proclaimed expert because they went to a vendor sales program. August 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Pipeliner

MAY 22, 2020

Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Tell that to Theo Albrecht , co-founder of discount grocery retailer ALDI , who in 2010 was listed by Forbes as the 31st richest person in the world. Discounting gets a bad rap. Net worth: $16.7

Discount 98

Discount Vendor Buyer Retail 98

Sales and Marketing Management

MARCH 4, 2018

These steps are likely to foster loyalty through excellent customer service, as well as long-term working relationships between a given customer contact and a vendor employee, due to employee longevity. Ajay Gupta has served as CEO of Stirista since founding the company in 2010 at age 26. Establish and follow systematic order tracking.

Customer Service 286

Customer Service Retention Hiring Account 286

The Pipeline

JANUARY 16, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

JULY 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The ROI Guy

FEBRUARY 18, 2010

Announced as value-based sales & marketing tool vendor of record at EMC, Juniper Networks and NetApp, with continued standardizations at valued, long-time customers Microsoft, HP and IBM. Full story - [link] For 2010, we plan on adding over 10 to our staff, and are actively seeking a new headquarters location.

Hiring 40

Hiring Infor Lead Rank ROI 40

The Pipeline

APRIL 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009. Not really.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The ROI Guy

APRIL 14, 2010

At Gartner's Business Intelligence Summit 2010, IT Executives indicate that they're struggling to prove the ROI of BI to the business. The research indicates that over 60% of these buyers turn to vendors to prove the value.

Vendor 40

Vendor ROI Analytics Survey 40

Pipeliner

OCTOBER 19, 2019

Paul works both with customer-facing technology vendors and practitioners to craft go-to-market strategies, engagement programs, product development road maps, marketing/messaging & outreach among other things. He was elected to CRM magazine’s CRM Hall of Fame in 2010 – the first non-vendor related thought leader in its history.

CRM 40

CRM Sports Face-to-face Social Media 40

The ROI Guy

JANUARY 13, 2010

All major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth. Forrester however thinks these estimates are low and is indicating that 6.6% growth for US tech market, and 8.2% growth for global tech market should be expected.

Lead Rank 40

Lead Rank Lead Scoring Tools Proposal 40

Sales Hacker

SEPTEMBER 11, 2020

Identify a connection to the vendor company if possible (e.g. We were working with a vendor, and one of the sales managers was on the call. That isn’t helpful, and it makes me want to not go with a particular vendor. “I I want a vendor to be a partner to me, not make me feel like I’m not doing my job.”.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Pointclear

MAY 23, 2011

Over the last two years, we published reports on the data coming from compiled data vendors. Have a look at the reports here: 2009 and 2010. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages.

Resources 160

Resources Marketing B2B Study 160

SBI

FEBRUARY 19, 2020

Zuant , the award-winning mobile lead capture cloud solution, announces record client growth and event set-ups year-over-year since it’s launch in 2010. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Change Revegy to the vendor name to display the correct grid.

ROI 68

ROI Industry Chemicals SAP 68

The ROI Guy

JANUARY 13, 2010

In Gartner's 2010 trends report, Daryl Plummer, managing vice president and chief Gartner fellow indicates that "For many organizations, the economic and budgetary challenges of 2009 drove important changes in the general governance of IT investment decisions, accelerating the trend toward greater accountability and transparency.

Vendor 40

Vendor Fashion Government Trends 40

Fill the Funnel

AUGUST 26, 2010

We have been working hard to bring you the 2010 edition of our annual 30 Web Tools in 30 Days series. Internet Radio Reviews – Learn about the features of selected web tools directly from the vendor. eBook of the 2010 edition of 30 Web Tools in 30 Days when it becomes available later this fall. ” Jill Konrath.

Tools 88

Tools eBook Top of Funnel Funnel 88

Hubspot Sales

DECEMBER 13, 2022

The 2008 recession accelerated their inability to adapt to changing consumer demand -- and by 2010, they filed for bankruptcy. In fact, a recent PYMNTS study found that 67% of B2B buyers report having switched to purchasing from vendors that offer a “more consumer-like” experience. I know that shift can feel daunting.

Hubspot 84

Hubspot B2C Consumer B2B 84

Understanding the Sales Force

NOVEMBER 27, 2013

Practically speaking, most companies do not increase the number of vendors they decide to speak with. That has to include 2008-2010 when the economy was really in the tank. If they usually select from among 5, they are still selecting from 5. Despite that, the report in question indicated that the loss rate is at an all-time low.

Travel 251

Travel Decision Maker Insurance Insurance 251

Customer Centric Selling

MARCH 15, 2017

As we documented in our latest book, Rethinking The Sales Cycle (McGraw-Hill, 2010) , buyers are leveraging the vast resources of the internet BEFORE they ever engage with a salesperson or vendor. In fact, many salespeople/vendors are eliminated from evaluations that they never even knew they were part of.

Social Media 40

Social Media Media Facebook Vendor 40

The ROI Guy

MAY 12, 2010

SearchCIO's latest survey on IT budgets and spending priorities confirms reports from Forrester, Gartner and other analysts, that the IT spending recovery in 2010 is upon us. Search CIO indicates that "2010 and perhaps 2011 will be somewhat chaotic years for CIOs."

Vendor 40

Vendor ROI Survey Enterprise 40

No More Cold Calling

DECEMBER 7, 2017

We become vendors waging pricing battles, rather than reputable salespeople solving problems for our buyers. In 2010 and 2012, over half of respondents said capturing new accounts was the primary focus. They wait for the discounts that regularly come, and they pressure reps for even more discounts. Plus, we become flagrant discounters.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Fill the Funnel

FEBRUARY 1, 2011

My favorite speaker in 2010 was Jeffrey Hayzlett, author of the Mirror Test. You can see his entire presentation from the 2010 conference in last years post. These vendors participate in the conference to meet potential users of their technology and to get to know your challenges and needs in the field.

Conference 79

Conference Top of Funnel Discount Demand Generation 79

The ROI Guy

JULY 5, 2011

This has led to a snapback in hardware spending in both 2010 (12.1% Dollars) 2010 Spending 2010 Growth (%) 2011 Spending 2011 Growth (%) Computing Hardware 375 12.1 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.

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

MJ Hoffman

APRIL 22, 2019

By far the biggest reason smaller, scrappier suppliers can kick out long-standing vendors? While a tactic or technique may have been very effective in 2010, 2012, or even 2016, technology, industries, jobs, and people change. The incumbent stopped truly working the account. To avoid this fate, use a multi-threaded approach.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

HeavyHitter Sales

SEPTEMBER 25, 2010

WHAT GREAT SALESPEOPLE SAY - Harvard Business Review Sales Linguistics Article » September 25, 2010. One vendor is in a unique position of receiving information from the customer that the other vendors don’t receive. As this favored vendor and the customer spend more time together, a higher level of rapport is developed.

Objections 104

Objections Hiring Vendor Sales Cycle 104

Increase Sales

DECEMBER 9, 2011

” Then when listening to David Stein from ES Research webinar he shared what his clients tell him is there is very little to no differentiation between vendors. Sales concerns have gone from less than 10% in 2000 to over 20% in 2010. Sales Training Coaching Tip: Stand out, Be the Red Jacket in the sea of gray suits.

Ideal Customer Profile 109

Ideal Customer Profile Promotion Webinar Metrics Vendor 109

Openview

MAY 25, 2018

based companies hit 132 in January 2018 alone, the highest monthly total since February 2010, according to global outplacement consultancy and executive coaching firm Challenger, Gray & Christmas, Inc. Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S.-based

Outsourcing Services 67

Outsourcing Services Account Journal Ideal Customer Profile 67

OpenSymmetry

MAY 26, 2016

We’ve helped over 500 organizations plan for, select, deploy, and benefit from technology by the industry’s leading vendors, resulting in reduced costs, increase revenues, greater visibility, and lower risk. Total monthly audience reach for the brand has grown significantly from 2,000,000 in 2010 to over 13,000,000 today.

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. Supplement your registration efforts with technology from vendors like NetFactor and Demandbase. With 18,500 business lists available for rent in the U.S.,

Media 233

Media Direct Mail netFactor Trade Show 233

Green Lead's B2B

APRIL 6, 2010

tons CO2 Green Leads (Employees & Space) : 142 tons CO2 It is estimated that Green Leads and our clients will purchase estimated carbon offsets to cover between 500-600 tons of CO2 footprint in 2010. tons CO2 Face to Face by Flight : 0.29 So take those first introductory appointments by phone.

Vendor 34

Vendor Face-to-face Lead Gen Travel 34

The ROI Guy

JUNE 3, 2010

The research was presented for the first time at the May SiriusDecisions 2010 Summit in Scottsdale, Arizona This research was an important follow-on to a survey in 2006, the latest research examining sources of information b-to-b buyers consider during different stages of the buying process and the influence of each on their purchase decision.

Industry 56

Industry Vendor Scale Survey 56

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

Hubspot Sales

MAY 14, 2019

By far the biggest reason smaller, scrappier suppliers can kick out long-standing vendors? While a tactic or technique may have been very effective in 2010, 2012, or even 2018, technology, industries, jobs, and people change. The incumbent stopped truly working the account. To avoid this fate, use a multi-threaded approach.

Quota 88

Quota Forecasting Buyer Persona Networking 88

The ROI Guy

AUGUST 3, 2010

This is good news for IT vendors, who were predicting that perhaps the issues in Europe or US unemployment would put a damper on growth in the second half of 2010. for the full year 2010, and 7.8% Forrester indicates to the contrary, with analyst forecast for a tech spending increase of 9.9% in the U.S. respectively.

Decision Maker 40

Decision Maker Marketing Vendor Conference 40