The Pipeline

APRIL 15, 2011

Sign up for our Email Newsletter. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Marketing automation software generates the data marketers need to provide new levels of support to sales.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

SBI Growth

AUGUST 18, 2013

Sign up here to receive a copy of the Modern Prospecting Toolkit. This mental model involves the following: Your Reps Must Sell in the Orange. In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present. You see an example of an enterprise software rep’s network. Do you show up?

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. Rising dramatically for 2011 is the quantification of conversion and revenue as a result of social media efforts.

Social Media 60

Social Media ROI Media B2C 60

The Sales Hunter

JANUARY 23, 2012

Had I messed up? I was up at the crack of dawn and didn’t stop for twelve hours — fueling jets, inspecting engines, and inventorying aircraft parts. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed?

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. It is underutilized among many sellers who think no one will pick up or will listen to their message. Yes, I like Skype and I like Google Hangouts, don’t get me wrong.

Skype 243

Skype InsideSales Call-back Google 243

MTD Sales Training

DECEMBER 22, 2011

Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale. Sales Person looks up at prospect, smiles, and then looks back down at order. Sales Person: “Finally, Sarah, we will deliver, install and test the software. They then back up those decisions with the logical thinking.

Incentives 291

Incentives Incentive Closing Follow-up 291

The ROI Guy

DECEMBER 23, 2010

Thursday, December 23, 2010 CIO Priorities for 2011 Indicate Continued Frugalnomics Focus According to a survey from the National Association of State Chief Information Officers (NASCIO), there has not been much to cheer about this holiday season as a public sector CIO. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Social Media Face-to-face Survey 40

SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. Up the elevator we go. I could not make this up if I tried.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Highspot

NOVEMBER 7, 2019

Most companies have a well-established sales process, complete with templated emails, drip campaigns, call scripts, and follow-up procedures. Science backs this up: studies show that seven regions of the brain are activated when listening to a story , compared to only two regions when listening to data by itself. Author Bio.

Buyer 95

Buyer Software Software Call-back 95

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions.

Lead Rank 120

Lead Rank B2B Education Research 120

Hubspot Sales

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. As the exclusive provider of inbound software, we were able to scale the company quickly from several hundred to several thousand customers. The first soda syrups started showing up around 1881.

Loyalty 104

Loyalty Inbound Skype Consumer 104

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. What this means is that you likely almost never respond to a salesperson who just sends you a cookie-cutter email and doesn’t follow up with a phone call. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

HeavyHitter Sales

JULY 19, 2011

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 104

Penetration Groups Face-to-face Follow-up 104

Zoominfo

JULY 3, 2020

Pipeline/Deals influenced by data #zoominfo — ZoomInfo (@ZoomInfo) April 27, 2011 How to use firmographic data As with most kinds of data, firmographic data can be used to build personalized content strategies. Could your product potentially replace a software they are already using by being more efficient or cost saving?

Data 100

Data Account Based Marketing Demographics Campaigns 100

Gong.io

APRIL 23, 2019

Here’s my favorite example: Marketing software. In 2011, there were 150 marketing software vendors. …You open yourself up to infinity. The post Sales AI will soon replace you, unless you follow these two rules appeared first on Gong. Product differentiation is dead. Finite responses. AI can cover that.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

Hubspot Sales

MARCH 20, 2018

Value-added resellers often specialize in software, hardware, and other technologies. Front-office SaaS development is booming, software is getting cheaper and more intuitive, and CEOs are concerned more about growth than point solutions. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 89

Lead Rank Trends Lead Scoring Outsourcing Services 89

Selling Essentials RapidLearning Center

FEBRUARY 14, 2023

It could be anything: requiring them to write different reports, use new software, or move from one team to another. They want to stick to their old ways, and they come up with reason after reason, some of them plausible, for resisting the change you know needs to happen. Well, sometimes things go fine. But often, they don’t.

How To 52

How To Journal Call-back Research 52

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. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

HeavyHitter Sales

AUGUST 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.

Lead Rank 119

Lead Rank Lead Scoring Penetration Software 119

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

MAY 21, 2011

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.

Call-back 99

Call-back Penetration Sales Face-to-face 99

HeavyHitter Sales

OCTOBER 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 138

Penetration Study Decision Maker Software 138

The ROI Guy

JULY 5, 2011

The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. in 2011, this despite headwinds from the Japan disaster, Greece debt crisis, high oil / gas prices, and doubts over US spending / debt. growth) and now again in 2011. Enterprise Software 244 8.4

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

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

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Everything else we associate with startups follows from growth.”. Founded in 2011. The only essential thing is growth. Website traffic increases.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Crunchbase

MAY 14, 2020

Initially, the list criteria was based off of the total followers salespeople had on social media, and the level of engagement they had from the community. Newly added sales leaders you should follow (in alphabetical order by last name): 1. She is on our radar as an up-and-coming sales leader, and we’re sure we’re not alone in this.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Velocify

JUNE 13, 2017

Pipeline management or CRM (customer relationship management) software has become a primary pillar for sales teams, so it’s no surprise that participants reported it as their most used technology. These technologies support lead follow-up, can help increase the quality of lead engagement, and drive higher conversion rates.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

HeavyHitter Sales

AUGUST 19, 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.

Lead Rank 68

Lead Rank Lead Scoring Penetration Journal 68

Connext Digital

JULY 20, 2023

Ideally, you want out-of-the-box capabilities to ensure you can get up and running quickly, while also being able to create your own searches. Adjectives like disappointed, wrong, incorrect, and upset would be picked up in the pre-processing stage and would let the algorithm know that the piece of language (e.g.,

Examples 52

Examples Lead Rank Social Media Data 52

HeavyHitter Sales

JULY 15, 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 68

Penetration Journal Call-back Study 68

Green Lead's B2B

JUNE 1, 2022

Someone nudged me and said, “That’s Mike Farrell, he was on our board and he’s now a co-op student and has a great job in the software industry. He did graduate the following year, so I didn’t see much of him after that, other than at a golf tourney here and there. 2011 Acquired Target 250 in London to enter the EMEA market.

Sales Qualified Lead 49

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

The ROI Guy

FEBRUARY 15, 2011

Tuesday, February 15, 2011 Updated Alinean Social Media ROI Calculator - New Graphics and Refined Research Weve just updated the Alinean Social Media ROI Calculator with some hot new graphics, and refined value quantification research and analytics. CIO Priorities for 2011 Indicate Continued Frugaln.

Social Media 45

Social Media ROI Media B2B 45

HeavyHitter Sales

MARCH 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.

Loyalty 60

Loyalty Penetration Travel Software 60

Openview

SEPTEMBER 26, 2017

What’s amazing about NetSuite is that their software can literally be used by any company. By mid 2011 three things happened – first, someone above my pay grade did an analysis and figured out we were not even close to meeting hiring goals to keep pace with growth targets. It’s so easy to get hung up in the day to day.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

Your Sales Management Guru

JANUARY 15, 2012

2) training and implementation of CRM is still greatly under emphasized and I find many organizations with salespeople using the same CRM system differently and not following a sales process properly and 3) this lack of discipline leads to pipeline and activity reporting to be inaccurate. . CRM Analyst, Software Advice. What changed?

CRM 61

CRM Top of Funnel System Scale 61

The ROI Guy

JANUARY 20, 2011

Thursday, January 20, 2011 New TCO Calculator: EMC SMB Virtual Solutions Advisor EMC wanted a quick way for small / medium business IT executives and buyers to quantify how virtualized data center solutions could help drive capital cost savings, operations and application management savings and improved resiliency.

ROI 40

ROI Social Media Media Campaigns 40

Hubspot Sales

SEPTEMBER 19, 2018

recession between 2008 and 2011, it has rebounded and is now back to pre-recession growth rates. Incompetence is the #1 reason small businesses fail, followed by inexperience. Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016. Set yourself up for luck. 19% work 60+.

Outsourcing Services 111

Outsourcing Services Licensing Hubspot Small Business 111