The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

The Sales Hunter

DECEMBER 13, 2012

Are you hesitant to return a phone call to a customer or prospect because you’re not sure what they might ask? Do you make up stupid excuses as to what you need to be doing so you don’t need to make your prospecting phone calls? Want to boost your sales motivation in 2013? Success in sales is not about what you sell.

Motivation 227

Motivation Video Up-Sell Closing 227

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MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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FEBRUARY 12, 2013

I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. And prospects have the opportunity to find us like never before.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. How systematized you are, tied in with a process for outbound prospecting as well as inbound leads. One big contributing factor to your sales success is in your follow-up. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Before that I spent a small fortune on sales training. All 2012 did was buy me some time. Six vendors are going to get 90% of the dollars in 2013. A prospect will buy this software to replace a system they already have. The number.

Banking 288

Banking Software Software Competition 288

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JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company? Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

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NOVEMBER 1, 2012

Want to defy the odds during end of the year obstacles like holidays, pre-holidays, post-holidays and focusing ahead on 2013? We are all starting to look forward to the next “best year ever” and in fact some sellers will ramp down their prospecting in favor of deal closure and future year planning. What is a seller to do?

Outbound 216

Outbound Influencer Revenue Lead Management 216

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JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Mindful means that it is thought out, and planned for.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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NOVEMBER 26, 2012

If you don’t have a killer CRM system to track leads, prospects, and clients – then be able to sort and create reports on any metric – you need to get that solved for 2013. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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APRIL 15, 2013

We’ve gone through all the training, and have so many stories to share – so the suggestion today is this: Be selective about what you talk about. . Often we hear that one of the reps we work with hast made a political comment, or a business comment, or a family comment that adversely affected the prospective buyer.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

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APRIL 30, 2013

The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM.

CRM 291

CRM Revenue SugarCRM System 291

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MAY 10, 2013

Take a look today at the new channels on LinkedIn Today - it is easier now to learn what your customers and prospective customers are thinking and reading about. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. Good luck, and Happy Anni, LinkedIn.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

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DECEMBER 17, 2012

Use in tandem with voicemail when you have a targeted prospective customer – no preference to which goes first. Get help on this in 2013 if you struggle. Look at 5 or 6 emails you send to potential prospects and just count how many of these you have. NO TYPOs!!!!!! Make good decisions about grammar too.

Outbound 179

Outbound Lead Rank Lead Scoring Outside Sales 179

Pointclear

APRIL 10, 2012

He added that the full impact of the economic downturn was underestimated and that it will likely be Q1 2013 when significant growth occurs. The inside sales rep's role has also shifted—from being an entry-level and training position to one that requires expanded skill sets to handle far more sophisticated opportunities.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Delicious Sales

MAY 2, 2012

Training (4995). Prospecting (4539). 2012 (9049). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. In 2012, initial rosy predictions of 3.7% the Prospect has a pain worth addressing and a significant cost of “Do Nothing”, • Why Change Now? – for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Sales Hacker

NOVEMBER 6, 2017

Navid is the Founder of Pinpoint Mobile, formerly the Founder of TriFame online talent discovery site, and an early member at Wildfire Interactive, which was acquired by Google in August 2012 for over $400M. . 500 list of Fastest Growing Companies for 2013. “Training matters”- David Baga.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. When the dust settled on 2013, the IT spending growth was a mere 0.4%. In 2012, initial rosy predictions of 3.7%

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

The Science and Art of Selling

MAY 30, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners.

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

The Science and Art of Selling

FEBRUARY 14, 2014

Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners.

Cold Calling 63

Cold Calling How To Webinar Metrics Face-to-face 63

Your Sales Management Guru

OCTOBER 16, 2012

With that economic domino effect affecting us all as 2012 begins to wind down, ending the year on a high note will be more challenging than ever. Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Never let a week slip by between meetings with prospects.

Compensation 77

Compensation Vendor Pipeline System 77

The Science and Art of Selling

MARCH 21, 2015

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners.

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40

The Science and Art of Selling

APRIL 17, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners.

Cold Calling 44

Cold Calling How To Webinar Metrics Face-to-face 44

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. And the same ones that I saw in 2013, 2012………1980. I remember participating in a “Prospecting Scavenger Hunt” in 1985. .” I have visions of Bill Murray in Ground Hog Day running through my mind.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Tenfold

AUGUST 30, 2017

The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7 According to a 2014 survey conducted by Google and research company Millward Brown Digital, millenials make up 46 percent of prospective B2B buyers. This data is up from 2012’s 27 percent, which signifies the growing influence of this generation.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Jonathan Farrington

MAY 15, 2013

If salespeople do not see themselves as providing value for their prospects and clients, they will tend to approach customers in ways that appeal to reasons for buying, other than the genuine business need of the customer. This, in turn, leaves them feeling scared or reluctant to talk to prospects about what they have to offer.

Survey 42

Survey Study Negotiation Lead Rank 42

Jonathan Farrington

MARCH 8, 2013

The waters are further muddied if you have been trained to ask prospects for referrals (you know, some question like: “Gee Mr. Prospect, sorry we aren’t able to do business at this time. was named 2012 Finalist, Top Sales & Marketing Awards. Sales Aerobics for Engineers®, 2012©. Her book, Do YOU Mean Business?

Referrals 37

Referrals Webinar Metrics Engineering Sales Qualified Lead 37

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. Fast forward to 2013. I developed an online program in 2012. (I We ask for an introduction to our ideal prospect. The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Crunchbase

MAY 14, 2020

If you’re looking for insight from Trish on sales development, she recently chatted with Dan Hersch on the Engaged Prospect podcast. . After serving as an aviation executive at JetSuite, vice president of sales at Flexjet, and holding numerous other sales positions, she now offers executive coaching and sales training services nationwide.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Jonathan Farrington

MAY 30, 2013

Jonathan has trained us to ever higher levels in Sales and Customer Care and everyone in the company has taken some benefit from his input. His training efforts have created a happier and more productive team, which I consider even more incredible, due to the fact that we already had a happy and highly motivated team …” And so on.

Referrals 50

Referrals Ideal Customer Profile Influencer Energy 50

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APRIL 23, 2013

They do what I used to do as an outside sales professional, except now they talk with buyers and prospects using video chat, webinars, video email tools, and social tools. The single exception I’d give is if a sales rep is already visiting a geographic location where a less qualified but promising prospect is located.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209