The ROI Guy

JULY 9, 2013

Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% growth were lowered to 1.2% by mid-year). Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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. Forrester Research: More Optimistic, But Less So Forrester Research has updated its U.S. IT spending predictions for 2010, estimating 8.1%

ROI 40

ROI Forecasting Vendor Comparison 40

The ROI Guy

JANUARY 16, 2014

In 2012, initial rosy predictions of 3.7% 2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

SBI

AUGUST 28, 2012

The term "revenue velocity" has surfaced as the catch-phrase of 2012 and it’s an interesting concept because it ties revenue more closely to time itself. Conduct better pre-call research and prepare more effectively. Velocity, as a word, is a “measurement of the rate and direction-of-motion of an object.”

Revenue 111

Revenue eBook Objections Territories 111

The ROI Guy

FEBRUARY 15, 2013

According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. I think this question needs to go into the nearest bucket along with “Is Solution Selling Dead?”

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

The ROI Guy

APRIL 8, 2014

In 2012, initial rosy predictions of 3.7% 2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. for the year. Click here to learn more. #3

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Emissary

FEBRUARY 16, 2022

Insight selling is the use of business insights in sales planning and execution. Traditionally, B2B tech sales teams have relied on solution selling, the process of helping a company analyze its problem and then selling a “solution” made up of tech products and services.

B2B 52

B2B Account Hiring Analysis 52

Sales Hacker

OCTOBER 31, 2017

Preparation/Research. The seller’s goal — achieved through empathy, active listening, and asking questions — is to discover a specific buyer’s conception of an acceptable solution or a desired state. The seller can then relate that idea with the most salient aspects or benefits of the product/solution. . Consultative Selling.

Sales Process 81

Sales Process Ideal Customer Profile Lead Rank Sales Methodology 81

The ROI Guy

JULY 8, 2014

In 2012, initial rosy predictions of 3.7% Sitting in on the majority of sales presentations and you can see that most are still delivering empty product pitches or pseudo-solution selling asking a few questions and then jumping into canned “death by PowerPoint” presentations. for 2014, down over 34% from the 3.2% for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

John Barrows

JUNE 20, 2018

In 2012, even me in 2012, I was like looking out the window to see if the Mayans were right on December 21st or whatever it was. So December 21st was my birthday, on 2012 … CHRIS ORLOB: 23rd, represent, December. Part of that is research, and that’s going to be on the shoulders of the rep or the SDR.

Cold Calling 86

Cold Calling Call-back Google Data 86

Highspot

SEPTEMBER 30, 2020

Solution Selling. Solution selling seeks to help customers understand why your product can solve a problem that the buyer has already identified. SNAP Selling. What it is: SNAP Selling was invented by Jill Konrath in 2012. Who should use it: SPIN selling is broadly applicable.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85