Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? The study which measured the correlation between lead response time and likelihood to connect with a key decision maker (i.e. It’s important to communicate to your prospects the way they want you to. That was almost 7 years ago!

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

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.

ROI 40

ROI B2B Social Media Buying Cycle 40

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

HeavyHitter Sales

SEPTEMBER 12, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Face-to-face 97

Face-to-face Enterprise Enterprise Penetration 97

HeavyHitter Sales

JULY 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 101

Penetration Decision Maker Software Software 101

HeavyHitter Sales

OCTOBER 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

HeavyHitter Sales

SEPTEMBER 1, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Health Care 68

Health Care Penetration Decision Maker Government 68

HeavyHitter Sales

JUNE 5, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Decision Maker 60

Decision Maker Penetration Construction Software 60

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall. Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

AUGUST 3, 2010

Growth is expected to be led by computer equipment and software spending, growing a dramatic 19.4% This means that IT decision makers will be lobbying for incremental projects, making the case and getting approval for the most worthy investments. in the U.S. for the full year 2010, and 7.8% respectively.

Decision Maker 40

Decision Maker Marketing Vendor Conference 40

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. Prospects will ignore you messages and choose to “Do Nothing” unless you can proactively and provocatively quantify that they have a pain worth addressing.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

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

HeavyHitter Sales

SEPTEMBER 12, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

InsideSales.com

OCTOBER 14, 2019

SaaS sales, or “Software as a Service” sales, is the process of offering cloud-based services through a system monitored and updated by an external provider to customers. Aside from helping them with their sales process, a prospect also looks for SaaS providers they can rely on. What is SaaS Sales?

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

HeavyHitter Sales

NOVEMBER 24, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

SBI

APRIL 27, 2011

Special note: We’ll soon be writing a 2011 buyer’s guide on crowd-sourced database solutions that will cover; how they work, what to look for and how – specifically – to use these solutions to get more appointments, and sell more. The net result is current, accurate data and an ever-growing database of prospects.

Jigsaw 79

Jigsaw Benefit Lead Rank Lead Scoring 79

OnePageCRM

JUNE 15, 2017

Since you’re cold-calling, chances are you don’t have a direct line to the decision-maker you’re trying to reach. The first person you speak to is essentially the first decision-maker. It’s easier to convince an office manager that they need your purchasing software than it is the CEO. Raises curiosity.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Jonathan Farrington

DECEMBER 4, 2011

How many of your customers and prospects use Twitter? Why will 50% of salespeople miss quota in 2011? Some 2012 Predictions for the Sales Space. Published by Jonathan Farrington at 2:54 am under General. Amongst the issues that I am hoping we will address are: - When will Sales 3.0 Will marketing ever marry sales? - When will Sales 3.0

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

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

OnePageCRM

MAY 25, 2017

Prospecting is the most difficult part of the sales process for salespeople. For a cold prospecting call, where your goal is to convert a cold lead into a warm prospect, your call is unexpected so you’ll need a different tack. Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

The ROI Guy

AUGUST 4, 2010

Frugalnomics, borne of the economic downturn, represents a fundamental shift in the way businesses make buying decisions, resulting in a scrutinizing of each investment to deliver quantified bottom-line accountability. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40