The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Increased Revenues 4. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1. Ease Of Use 7.

ROI 79

ROI Vendor Survey Proposal 79

Allego

JANUARY 10, 2023

In the process, they redefined sales enablement and disrupted an entire market. Prior to Allego, Yuchun co-founded and served as CEO of marketing automation provider Unica, guiding it through a successful IPO and sale to IBM. The founders were committed to building a strong culture along with revenue growth. Happy Employees.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

SBI

JUNE 11, 2013

Of equal significance is this, ‘fast growing’ refers to revenue, and growing revenue is an indicator of ‘ability to buy.’. Winning big deals and steady, fast-paced revenue growth are good indicators that a company can afford to make desired changes. What other ways are there to identify ready-markets for products and services?

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

Score More Sales

JANUARY 11, 2013

The outlook for small-and -medium-sized (SMB) businesses includes a lot of looking toward cloud computing and improved analytics, according to Ed Abrams, IBM’s VP Marketing and Strategy for SMBs. So many new cloud-based tools have not only come to market, but many are tried-and-true now. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

NOVEMBER 20, 2013

They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases. IBM has done research on social selling for several years. One thing I know is that selling has been changing over time.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Caliber can't increase accidents. Build the Roadmap.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Score More Sales

AUGUST 6, 2012

82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. Reps are on information overload.

Data 197

Data CRM Survey Study 197

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. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. The ultimate goal of prospecting is generating revenue by finding the right buyers. Search less.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Score More Sales

JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. Sometimes they are realistic and helpful, other times they are poor guesses done by people who don’t know how to set good revenue goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Your email address will not be shared. August 2011.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

FEBRUARY 15, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. By now everyone is aware of the increasing talk of the need for alignment between marketing and sales, with some organizations realizing that it is healthier to look at the entire Client Life Cycle as one function rather than two.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. It’s not on Enablement.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Our mission as salespeople is simple, drive revenue. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Zoominfo

MARCH 27, 2018

And, even though customer engagement is only a piece of the marketing puzzle, it shouldn’t be ignored. 63% of marketers agree customer engagement includes renewals, repeat purchases, and retention ( source ). More than three-quarters of marketers say engagement occurs in the middle or end stage of the marketing funnel ( source ).

Customer 196

Customer Consumer Channels Customer Service 196

SBI Growth

JANUARY 16, 2013

The market is changing. Jill is buyer-centered and focused on ways to personally evolve with her market. The market moves quickly. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the Buyer is researching before you enter the picture. And the market rewards them with revenue.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. No matter how difficult your market or month is, there’s always something to celebrate. Matt is President of Heinz Marketing Inc. When Sales Met Marketing. Your email address will not be shared. December 2011. October 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

FEBRUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As in the casino, financial success is the goal, in sales it is in the form of deals or revenue rather then the jackpot at the roulette table. When Sales Met Marketing. CNi Rapid Research. Community Marketing Blog.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Pointclear

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Should Marketing be Compensated on Revenue with Eric Lundbohm. The study found that 53% of web users listen to internet services.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

The ROI Guy

APRIL 25, 2012

In this environment, traditional sales and marketing won’t work, as you now have to challenge the buyer’s statusquo in order to get to yes.” in a more quantified and compelling way than traditional marketing collateral and sales pitches. and “Why the Proposed Solution?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

SBI Growth

AUGUST 10, 2013

Historically Julie has been an ‘A’ player, but 2012 was tough. Our research shows that Julie is not alone. By signing up for our 7th annual Research Tour your team can learn why. She was frustrated and went on LinkedIn, ready to test the market. Unfortunately, the impact on revenue has yet to be realized.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. Integrating with Marketing functions. For example, can a Sales Leader show increased revenue from social selling implementation? The average tenure of a Sales VP is 19 months!

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. When Sales Met Marketing. CNi Rapid Research. Community Marketing Blog. December 2011.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 3, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. By systematically reducing the size of the territory, along with adjustments based on the elements above, you can actually create focus and coverage, and as a result greater revenues, by continuing to. When Sales Met Marketing.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

AUGUST 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Rather than taking the scripted approach, Michael Bird , Chief Revenue Officer at NetProspex , and I sat down (some distance apart, he in Boston, and I in Toronto), and had a discussion on various aspects of the subject. December 2011.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Score More Sales

JUNE 5, 2013

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight. She mentions PeopleBrowser research shows that within a niche, we are just THREE degrees apart. Cultivate Fields of Creativity.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

The Pipeline

AUGUST 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

Zoominfo

OCTOBER 2, 2019

Our customers use ZoomInfo’s tools to search for specific companies, employees within certain companies, revenue information, recent web mentions, financial details, and more. Just completing its 26th year of patent leadership, IBM Research has produced six Nobel Prizes, six Turing Awards, 20 inductees into the U.S. Revenue: $77.1

Company 100

Company Ideal Customer Profile Lead Rank Lead Scoring 100

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. How much time will you save them, how much less downtime will they realize, how much increase in revenue or productivity will they see. When Sales Met Marketing. CNi Rapid Research. Community Marketing Blog.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Score More Sales

MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. Prospect research is the most frequent LinkedIn activity.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Researching competitor actions. Tracking, Measuring, and Managing New Revenue Opportunities. The 2013 Number came back from the Board for the VP of Sales. Who do you turn to for help? Regional Sales Leaders? Human Resources? VP of Sales Operations? Not a “doer”.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303