The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 Assuring that renewals are secure by not relying on buyers to justify the renewal, but by proactively and continuously proving realized value.

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. They launched a startup and in 2013 released the app that would become the Allego platform. Building an Ecosystem. Analysts Take Notice.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Salespeople have changed as well.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Steady Growth, Unprecedented Change Logistics is among the most complex of industries. Shortly after AGL was established in 2013, the US forest products industry experienced a period of sustained growth.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Coach to buyer requirements, wants, needs, fears, and challenges. The goal is to get access to your buyers. It went up. You barely made the number last year.

Resources 321

Resources Networking Face-to-face Quota 321

Score More Sales

DECEMBER 12, 2013

As soon as we have a buyer in front of us, or on the phone, we are quick to share with them all the great things we can do to help them. Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions. Use a real, true curiosity to better understand what your buyer’s world is like.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. You need to jar your buyers into attention by crafting well-written messages that stand out. Create sales messaging around these buyer types.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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OCTOBER 21, 2013

What would be much more effective for me is to go to industry events that represent who my buyers are. It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. What Spokes in Your Wheel? . How do you build your network?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Buyers don’t need that and they certainly don’t want that anymore, if they ever did. .” Put more about the buyer first.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. You might call a potential buyer ten times over the course of a few months.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Sales and Marketing Management

JUNE 8, 2017

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentives Incentive Lead Rank 205

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DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

The ROI Guy

OCTOBER 18, 2012

Did you know that according to CEB, 53% of surveyed buyers indicated that customer loyalty goes to those firms not with superior brand perception, product and service delivery, or even the value-to-price ratio, but overwhelmingly to those firms that provide the Best Buying Experience? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

SBI Growth

JANUARY 7, 2014

Your market and buyers are changing rapidly. Buyers you’ve sold to for years may soon be gone. Hiring people with industry experience. We are seeing this more and more across all industries, not just SaaS. A December, 2013 study by marketingcharts.com proves the need for speed. Now, they change every couple months.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

The Sales Hunter

SEPTEMBER 10, 2013

Of course, few people in the sales industry see it this way at the time. Purchasing Departments and Buyers. Copyright 2013, Mark Hunter “The Sales Hunter.” On my site are a number of pricing articles that I believe you will find helpful as you refine your skills. Sales Call Best Practices.

Discount 205

Discount Selling Skills Consumer Motivation 205

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DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?” How can you pique your potential buyer’s interest?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. As buyers we need simple solutions that work, and as sellers we need to be able to go to one place for data and insight – not so many places that we get frustrated and slow. Keeping it Simple.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

No More Cold Calling

JANUARY 10, 2013

It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. How will you make 2013 your high-touch year?

Travel 247

Travel Hotels Fashion Buyer 247

SBI Growth

DECEMBER 6, 2012

According to Gartner, 99% of buyers of complex products and services begin their purchase process with a Google search. When that buyer types in a search term, do they find you? According to the Sales Executive Council, 57% of a buyer’s purchase decision is made without a sales rep being present. Answers ranged from 20% to 70%.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. At SBI, we’ve been working with more and more of our clients to build Buyer Personas. The industries they work in. It’s a new year. Their buying preferences.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

SBI Growth

AUGUST 29, 2013

Buyers are evolving and changing. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. How are buyers changing? In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. It differentiates who moves forward with a buyer and who does not. ” (assuming you are Lowe’s or another of their larger industry counterparts).

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. She wrote in detail about her points on the Smart Selling Blog. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Understanding the Sales Force

SEPTEMBER 9, 2013

W hen their industries were negatively impacted by the economy, m any salespeople and sales managers were laid off or left voluntarily to search for better opportunities. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are four possible explanations for this considerable drop. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

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JULY 27, 2013

For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. I can vouch for the following individuals and organizations to help you gain specific ideas that help you better position yourself to attract and connect with the right buyers you serve.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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JUNE 17, 2013

Do so by adding value with content – insight which could help your buyer. ———————————– According to Cliff Pollan, CEO of Visible Gains, buyers are demanding sellers bring more value to the table. customer success stories. ROI Calculators. analyst reports.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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OCTOBER 18, 2013

These are the names from marketing who are potential prospects or people you find on an industry list. Does it show what stage each of your sales opportunities (or your buyers’ buying opportunities) is in? These items above are a basic minimum in 2013 (heading into 2014) for a seller. How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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AUGUST 28, 2013

I am the first one to embrace technology – in fact most everyone I work with these days is involved in the technology industry or has new technological aspects to their businesses. So give a quick vote – Art or Science? We’d love to hear your thoughts.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Almost overnight, buyers stopped responding. The top reps in her industry were meeting and networking online. Buyers had decided on the benefits they wanted before a sales call. Half way through the year, she was 90% to goal.

Training 293

Training Top of Funnel Hiring Hotels 293

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MAY 20, 2013

Here is how simple this idea is: You leave a voice mail message with a well-crafted, very brief message that shows some connection to the buyer or his/her company (we work with your industry counterparts X and Y), leave them your number, and let them know you’ll be calling back later this week. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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APRIL 26, 2013

What is new in CRM in 2013? Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? I content that it is a time issue for sales reps – they need to focus on what is most important and get as much face time with buyers as possible.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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DECEMBER 21, 2012

corporate leaders on how today’s buyers are changing the way we must do business. Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Understanding the Sales Force

OCTOBER 28, 2013

I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. What if buyers should dictate the process? What if we should sell the way buyers want to buy? c) Copyright 2013 Dave Kurlan' Well, at least that''s what I have been writing.

Case Study 220

Case Study Study Decision Maker Inbound 220

The Pipeline

MARCH 26, 2012

While both had similar outlook for the economy in the remainder of 2012, and into 2013. The design/production executive regularly reviewed the market both with people from his organization, and industry and public sector leaders. Why would I as a potential buyer change for you, when you wont change for yourself?

Distribution 226

Distribution Face-to-face Course Pipeline 226