The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales Tool. CNi Rapid Research. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

AUGUST 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Sales Tool. February 2012.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

MARCH 6, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts!

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The ROI Guy

FEBRUARY 14, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP.

Social Media 60

Social Media ROI Media B2C 60

InsideSales.com

APRIL 23, 2021

According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” Our own research shows that SDR quota attainment has fallen 6.6% since 2018.

Quota 81

Quota Strategy Lead Rank Lead Scoring 81

The Pipeline

SEPTEMBER 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Copyright © 1996 ~ Updated 2011 ~. This special report may be copied only with permission of the author. September 16th, 2011. February 2012.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

The Pipeline

SEPTEMBER 23, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Bottom line what we’re talking about is a phone call—the basic tool of any sales professional. September 23rd, 2011. September 23rd, 2011.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

The ROI Guy

MAY 4, 2011

Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. The CSO Insights Sales Management survey for 2011 examined responses from sales executives at 850 firms.

Buyer 60

Buyer Proposal Survey ROI 60

Sales 2.0

JANUARY 19, 2012

If you use email and sell, this is well worth a quick read (hint: he even did research!). Yesware conducted a study on email behavior; we studied 6,000 of our anonymous users during the period of December 8th to 23rd, 2011. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email.

Social Media 250

Social Media Study CRM Consumer 250

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. For Email Newsletters you can trust.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

APRIL 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. world, we get so-called leads from blogging, social media, videos, eBooks, free reports, press releases, eZines, affiliate traffic, RSS feeds, and email lists.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

SEPTEMBER 9, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales Tool. CNi Rapid Research. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

APRIL 8, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011. April 8th, 2011.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Zoominfo

OCTOBER 31, 2018

In fact, according to one recent report, only 15% of B2B brands are running ongoing influencer programs ( source ). However, in a world where 72% of B2B buyers look to industry peers to research purchase decisions ( source ), it’s a mistake to ignore influencer marketing as a viable tactic. Improve content quality.

Influencer 153

Influencer Marketing Hubspot B2B 153

InsideSales.com

APRIL 23, 2021

According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” Our own research shows that SDR quota attainment has fallen 6.6% since 2018.

Quota 52

Quota InsideSales Strategy Lead Rank 52

Fill the Funnel

OCTOBER 27, 2014

The best and the brightest minds that understand the newest tools in big data and analytics are being hired at a rapid pace, locking them down before a competitor finds them. To get a deeper understanding of what is happening, this Dice.com post shares predictions from leading research firms like Gartner and McKinsey & Company.

Hiring 128

Hiring Top of Funnel Analytics Salary 128

Partners in Excellence

JUNE 20, 2022

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. Some research is now showing fewer than 40% of sales people making their quotas (one report shows about 29%). But it seems that revenue is, increasingly, becoming more difficult.

Revenue 98

Revenue Forecasting Resources Face-to-face 98

The Pipeline

OCTOBER 21, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Reading online is very popular, as Amazon report that more than 50% of books are read in this way. Sales Tool. CNi Rapid Research.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237

Pointclear

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance." Your leads may be perfect. They may have the budget and the authority to buy.

Closing 198

Closing Face-to-face Workbooks Conference 198

DiscoverOrg Sales

DECEMBER 20, 2017

But unless you’re directly working on AI, your ideas of AI likely come from watching IBM Watson beat the Jeopardy world champions in 2011 – or when, in 2016, Google’s AlphaGo defeated a world champion at the ancient Chinese game of Go. ” “We’ll see a faster, smarter, more personalized buyer journey!”

B2B 150

B2B Marketing Data System 150

The ROI Guy

FEBRUARY 14, 2011

With two recessions over the past 10 years, research reveals that B2B buyers have become focused on quantifiable bottom-line proof points. In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time.

Research 40

Research Buying Cycle Webinar Metrics Sales Enablement 40

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

Media 233

Media Direct Mail netFactor Trade Show 233

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” This kind of research is invaluable to reps. And has the data changed since 2011’s groundbreaking study? A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% Follow-Up Sales Call.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you get the much needed sales tool adoption to occur in 20012. Is there a way to get sales to overcome this status-quo bias?

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

NOVEMBER 29, 2012

This was reported by almost 60% for responses from sales executives at over 200 $1B+ revenue companies worldwide by CSO Insights and Accenture. In the study, CSOs report that 42% of deals now take more than 6 months to close. Source: Connecting the Dots on Sales Performance – Accenture and CSO Insights Research: [link].

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

The ROI Guy

NOVEMBER 14, 2011

Hopes for the much anticipated economic recovery in 2011 were recently dashed as the European debt crisis proved worse than anticipated, and the US credit downgrade added additional uncertainty. As a result, several analyst firms have dropped their spending outlooks, and are predicting tight IT budgets for the New Year.

Case Study 69

Case Study Marketing Proposal Hiring 69

HeavyHitter Sales

NOVEMBER 5, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. These steps are based on the logic of purchasing the product, and the marketing team’s job is to provide the tools to move the prospect to the next step. Step 4: Perform a Marketing Tools Audit.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Velocify

JANUARY 21, 2013

While text messaging has quickly become one of the most widely used forms of personal communication, in business, sales professionals have been slow to adopt the mobile tool that has been embraced by their marketing counterparts. The research examined more than 3.5 The research examined more than 3.5

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

Score More Sales

DECEMBER 16, 2011

by Lori Richardson on December 16, 2011. Exciting enhancements are on the horizon are new tools to work with CRM and Social CRM to bring knowledge TO the user, rather than the user doing all the thinking and pre-work. We talked with Gartner’s CRM Research Director Adam Sarner. Sales Tips and Strategies to Grow Revenues.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

The ROI Guy

OCTOBER 20, 2010

In the latest research from Gartner and Forrester, both IT research firms revised their annual spending projections over the next few years, predicting lower budgets and slower growth. in 2011 , and continue this "timid" growth over the next five years. trillion in 2011 and climb to $2.8

ROI 40

ROI Forecasting Vendor Comparison 40

The ROI Guy

JULY 19, 2012

There is an exciting set of new research to help you understand the way purchasing decisions are made, and new ways you can leverage this science to create better content to drive more favorable and faster purchase decisions. Challenge - Leveraging this content, Alinean’s tools challenge the buyer to justify · “Why Change?”

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

The ROI Guy

JANUARY 9, 2012

This latest survey of over 600 senior executives worldwide, published by Doremus and the Financial Times in December 2011 , confirms that Frugalnomics, a business focus on reducing costs and the bottom-line, is increasing for the New Year. Source: Decision Dynamics Report (Doremus and the Financial Times) –December 2011.

Buyer 69

Buyer Proposal B2B Discount 69

The ROI Guy

NOVEMBER 30, 2011

The financial relief most expected in 2011 never came, as the European debt crisis and US credit rating downgrade renewed pessimism, and may even be driving us to another recession. link] Additional articles and research regarding value selling and marketing can be found at [link]. corporate executives. corporate executives.

ROI 79

ROI Vendor Survey Proposal 79

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Social media platforms are now your best tools. © MASP - Fotolia.com. “Change is hard.”

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The ROI Guy

SEPTEMBER 7, 2011

Benchmarks Content Spending, Strategy and Tactics, Aligning Content to Best Facilitate Buying Cycle Alinean unveils its new Content Optimization Assessment service as content marketers from around the globe converge in Cleveland for the opening of the Content Marketing World 2011 event.

Comparison 40

Comparison Buying Cycle Outbound Inbound 40

LeadFuze

AUGUST 5, 2021

Kim Staib is a Manager of Customer Success at QuotaFactory and she is responsible for rolling out new project implementations, reporting and continuous contact list development and confinement, as well as ensuring the ongoing success of our customer engagements. Excellently researched with graphs, infographics and highly useable content.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98