The Pipeline

JULY 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. July 29th, 2011.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

OCTOBER 3, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. Prospecting. Sales Meetings.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

Vendor Neutral

JUNE 15, 2021

If you go into a meeting and immediately talk about your product or service—its features, benefits, and advantages—you’re setting yourself up for failure. Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! iCentera was acquired in 2011 by Callidus Software.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. When your squadron commander meets you at your jet, it’s normally not a good sign. 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

The Pipeline

APRIL 15, 2011

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. April 15th, 2011. April 15th, 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Sales and Marketing Management

APRIL 27, 2017

In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. However, as a salesperson today, the content of your emails needs to be much tighter and the cadence of your outreach much more sophisticated if you hope to engage with your prospects. Surviving the Mass Email Epidemic. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Allego

AUGUST 18, 2022

So, if one of your sales reps is sitting in their car preparing for a meeting, or on their computer getting ready for a videoconference, they can quickly access short videos to help them understand the best ways to differentiate against a competitor. When you give your reps a modern user experience they’re accustomed to, they will use it.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Study 163

Study Lead Rank Lead Scoring Penetration 163

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. How about ERP or Project Management Software?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

HeavyHitter Sales

SEPTEMBER 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

JANUARY 1, 2012

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Trends 121

Trends Decision Maker Study Analysis 121

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 138

Penetration Study Decision Maker Software 138

Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? And sophisticated SaaS companies are even giving their buyers the option to pick a time and set their own meeting with sales without first having to talk to a sales rep. It’s important to communicate to your prospects the way they want you to.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

HeavyHitter Sales

SEPTEMBER 12, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Allego

DECEMBER 17, 2020

The global average number of learning tools and platforms in use today is 23—double the number that companies were using in 2011, according to industry analyst Josh Bersin. Enterprise training and enablement teams don’t have the time, staff, budget, or resources to manage this growing number of software solutions.

Hiring 93

Hiring Sales Enablement Coaching Video 93

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Velocify

FEBRUARY 11, 2013

Much like sending flowers to someone before meeting them, sending a text before making contact with a prospective customer is often perceived as forcing an early personal relationship where one does not exist. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Sales Hacker

MARCH 5, 2020

Our recent, in-depth study showed that these simple definitions can instantly make you look good at sales meetings and cocktail parties. Neural Networks: Software-based interconnected networks, based on the human neuron, often used for DL. The software has been retooled to even beat humans at the real-time strategy game Starcraft.

Benefit 85

Benefit Tools Lead Rank Lead Scoring 85

HeavyHitter Sales

JULY 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 101

Penetration Decision Maker Software Software 101

SBI

SEPTEMBER 5, 2019

To help meet these elevated customer expectations, SiriusDecisions also predicts an increase in the adoption of customer engagement technologies and platforms – such as customer data platforms, customer success management technologies and customer advocacy software – that integrate into existing sales and marketing technologies and tools.

Revenue 67

Revenue SAP Sales Enablement Webinar Metrics 67

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. A startup is a company designed to grow fast.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

HeavyHitter Sales

JUNE 15, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Hiring 87

Hiring Penetration Airlines Twitter 87

HeavyHitter Sales

OCTOBER 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

HeavyHitter Sales

AUGUST 2, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Strategy 60

Strategy Penetration Hotels Examples 60

HeavyHitter Sales

JUNE 5, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Decision Maker 60

Decision Maker Penetration Construction Software 60

HeavyHitter Sales

MAY 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 60

Penetration Sports Software Software 60

HeavyHitter Sales

JANUARY 1, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 60

Penetration Software Software ROI 60

HeavyHitter Sales

NOVEMBER 24, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

HeavyHitter Sales

MARCH 31, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Four Critical Sales Kickoff Meeting Success Factors. 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.

Penetration 60

Penetration Study Software 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. We were flying.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

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

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