The ROI Guy

NOVEMBER 14, 2011

IT solution providers are quickly reacting to the pessimistic forecasts with a sales and marketing strategy rethink – trying to appeal to today’s more stressed and frugal buyer. There is more pressure than ever to improving customer relationships and competitive advantage via social, marketing, sales and service technology.

Case Study 69

Case Study Marketing Proposal Hiring 69

Mindtickle

MARCH 15, 2018

They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. of surveyed companies currently have a sales enablement program. You can improve sales performance to meet ever-increasing targets with sales enablement and readiness. Why make the change now?

Training 52

Training Company Hiring Webinar Metrics 52

Mindtickle

MARCH 15, 2018

They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. of surveyed companies currently have a sales enablement program. You can improve sales performance to meet ever-increasing targets with sales enablement and readiness. Why make the change now?

Training 52

Training Company Hiring Webinar Metrics 52

Jonathan Farrington

FEBRUARY 29, 2012

These conclusions came from research by The Industrial Society, carried out among 3000 business people. This research shows that it is integrity, honesty and decisive action that marks out the truly successful leaders. Listen in on my conversation with Mark Hunter over at Top Sales Management - “ Why Waste Time on Non-Performers?”

Sports 36

Sports Research Retention Survey 36

Mindtickle

OCTOBER 13, 2016

It’s important to treat every new hire as a new customer that you are prospecting or pitching and, like a marketing campaign, invest in building the relationship through referral and retention. Research from Aberdeen Group shows that employees make a decision to work with a company long-term within 3 months of joining an organization!

Hiring 64

Hiring Retention Scale Groups 64

Mindtickle

OCTOBER 13, 2016

It’s important to treat every new hire as a new customer that you are prospecting or pitching and, like a marketing campaign, invest in building the relationship through referral and retention. Research from Aberdeen Group shows that employees make a decision to work with a company long-term within 3 months of joining an organization!

Hiring 52

Hiring Retention Scale Groups 52

Jonathan Farrington

MAY 23, 2013

Recently I have written several articles about “Strategic Selling”- a term which seems to have been lost amongst more modern terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” Building Productivity : Sales productivity is a strategic issue.

Lead Rank 42

Lead Rank Lead Scoring Compensation Consultative Selling 42

Jonathan Farrington

JANUARY 29, 2012

So, Just How Good Are You/Your Sales Team When Benchmarked Against the Best? I first became seriously interested in objective sales team assessments in 1993 when I created my own consultancy. All of this compelled me to begin work on my own set of highly relevant, sales specific assessments – ASP Profile.

Hiring 33

Hiring Objections Cold Calling Industry 33

Jonathan Farrington

FEBRUARY 22, 2012

In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing, video conferencing and direct e-mail, have made the sales call a choice, not an inevitability. However, recent research shows that their primary concern is reliability.

Telemarketing 26

Telemarketing Face-to-face Buying Cycle Vendor 26

Jonathan Farrington

OCTOBER 16, 2011

Traditional Sales Methods Are Being Relegated to the Annals of History. Making a sale has always involved an element of systematic planning, but strategic selling means more than rehearsing product information and timing the close. What Are The Implications For Sales Management?

Ideal Customer Profile 34

Ideal Customer Profile Compensation Conference Retention 34

Jonathan Farrington

FEBRUARY 28, 2012

But what I am suggesting is that many sales roles will disappear over the next three to five years, as their products and solutions become “commoditized” My definition of a commodity sale? Trend data reveal that sales organizations are shifting resources from outside to inside sales. Time for a Debate!

Inside Sales 26

Inside Sales Hiring Trends Field Sales 26

Jonathan Farrington

FEBRUARY 21, 2012

New Age Selling”-What Are The Implications For Sales Management? a term which seems to have been lost amongst more familiar terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” Building Productivity : Sales productivity is a strategic issue.

Compensation 26

Compensation Retention Salary Consultative Selling 26

Jonathan Farrington

JANUARY 12, 2012

Leading with the notion that you can build any sort of relationship from the outset, is hopelessly out of touch – but that is precisely what around 90% of front-line sales professionals are still trying to do. At this point, we work diligently to ensure that all of the after-sales tasks are performed reliably, efficiently, and on time.

Proposal 34

Proposal Ideal Customer Profile Banking Lead Rank 34

Jonathan Farrington

FEBRUARY 3, 2012

It would be dangerous to simply pluck a few quotations, as the piece deserves a full reading – “In 2012 the New Normal in Sales Is.” Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts.

Ideal Customer Profile 39

Ideal Customer Profile Social Media Travel Inside Sales 39

Jonathan Farrington

FEBRUARY 28, 2012

Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help…. Many strategic sales professionals merely profile their best existing clients and try to replicate them. Geographical Location (Demographics).

Construction 45

Construction Ideal Customer Profile Demand Generation Targets Social Media 45

Score More Sales

MAY 31, 2012

After that, it is company process training – meaning more about the internal workings of how orders flow through the organization than even close analysis of the key steps within sales for a predictable process to happen. No single sales performance improvement provider is right for every company’s requirements”. It is very simple.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Retention 200

Jonathan Farrington

JANUARY 25, 2012

Research has shown that emotional competence makes the crucial difference between mediocre leaders and the best. Research suggests the best ‘coaches’ show a genuine personal interest in those they guide, and have empathy for and an understanding of their employees. Copyright © 2012 All Rights Reserved.

Competition 34

Competition Coaching Incentives Incentive 34

Jonathan Farrington

NOVEMBER 1, 2011

It is a good idea to research conference venues, as using a good one will free you from the drudgery of meeting everyone individually at reception, organising refreshments, and worrying about audio-visual equipment: all of that will be taken care of for you by the conference venue. Copyright © 2012 All Rights Reserved.

Meeting 40

Meeting Conference Hotels Follow-up 40

Jonathan Farrington

NOVEMBER 9, 2011

News: I meant to remind you about this week’s great new resources over at Top Sales Management. Latest Sales Team Development Session: “Effective Telemarketing”. For many sales people the telephone is an important resource that they use to develop their business. Copyright © 2012 All Rights Reserved.

Telemarketing 41

Telemarketing Relationals Influencer Customer Service 41

Jonathan Farrington

OCTOBER 27, 2011

Yesterday we announced the first stage of this year’s Top Sales & Marketing Awards – we opened for nominations in the fourteen categories (if you missed that post, please simply scroll down). And this type of mindset is particularly relevant to sales management …. In the field of sales, change is quite often the best option.

Everest 35

Everest Guarantee Webinar Metrics Objections 35

Hubspot Sales

AUGUST 21, 2023

Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Research each role to get a general sense of what they do, their goals, and their pain points. More or less, it will go like this: The buyer realizes they have a business problem and researches the topic.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Jonathan Farrington

DECEMBER 19, 2011

Leadership: The 2012 Model – Do You Still Report to a circa 2000 Model? It focuses for example, on the achievements of Xerox’s Palo Alto Research Centre, the group behind the Clinton campaigns, and the Manhattan Project which delivered the atomic bomb. Join me on December 20th for my Sales Coaching Marathon. Comments RSS.

Lead Rank 34

Lead Rank Analysis Report ACT 34

Sales Training Connection

JULY 20, 2012

Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training. They realize that prospering requires not only great products and services but also a sales team that can sell and be a competitive advantage. Replacing sales reps in general is costly.

Training 96

Training Face-to-face Retention Maximizer 96

Jonathan Farrington

NOVEMBER 30, 2011

We are fast approaching that time of year when people like me are being asked to make predictions for 2012 – I received three today – and I have absolutely no doubt that the future of professional selling is going to be the hot topic again. This is what Sales 3.0 The internet – but you knew that already. mightbe about?

Lead Rank 34

Lead Rank Lead Scoring Consumer Up-Sell 34

OpenSymmetry

NOVEMBER 19, 2015

Transform Strategic Processes for Talent Management and Employee Engagement from Forrester Research reports the change occurring in the role of HR, requiring very strategic shifts on how the function operates. This references talent acquisition, retention and development. The role of HR is not just tactical.

System 40

System Face-to-face ROI Scale 40