The ROI Guy

JULY 15, 2015

C autious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Selling Essentials RapidLearning Center

AUGUST 24, 2021

The Conference Executive Board, a consultancy on business best practices, surveyed 600 B2B buyers about their attitudes towards complex sales — i.e., sales where multiple buyers and influencers within the customer company have to agree before a deal can be concluded. Making the Consensus Sale, Harvard Business Review, March 2015.

Buyer 59

Buyer Face-to-face Survey Video 59

The ROI Guy

DECEMBER 8, 2014

According to IDC, the number of decision makers involved in your deals has increased by 40% over the past 3 years, a direct fallout from the Great Recession and “Frugalnomics” – a condition where buyers are more risk-averse and require compelling financial justification to consider your solution versus remaining with the status quo.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Top 7 Articles of 2015 . 7 Things Your Buyers Want Other Than Lowest Price. Set your sales team up for success in the New Year with the tools and resources they need to accomplish the goals you’ve laid out for them. 5000 Fastest Growing Company.

Journal 40

Journal Territories Groups Coaching 40

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Showpad

AUGUST 10, 2018

Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Making things worse is that buyers feel that sales reps aren’t giving them value — in fact, 66% say that the information they are getting from sales reps is not relevant. The idea here is to unburden the buyer.

Buyer 49

Buyer Face-to-face Vendor Report 49

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. When it comes to focusing efforts, this should be a top priority.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. Here are some tips for effectively using this critical sales tool. Here are some tips for effectively using this critical sales tool.

B2B 120

B2B Sales Tools Buyer Tools 120

Showpad

AUGUST 10, 2018

Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Making things worse is that buyers feel that sales reps aren’t giving them value — in fact, 66% say that the information they are getting from sales reps is not relevant. The idea here is to unburden the buyer.

Buyer 49

Buyer Face-to-face Vendor Report 49

Sales and Marketing Management

MARCH 8, 2015

Issue Date: 2015-03-09. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Author: Eric Burns. read more'

Sales Enablement 120

Sales Enablement Video ROI Face-to-face 120

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

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

SBI Growth

SEPTEMBER 22, 2013

That figure is used to portray what many of your buyers are going through. Guess what, that is the same situation your internal buyer is going through. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. This is done to understand your buyers goals and objectives.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Anne Miller

APRIL 21, 2022

From 2014 Control the Buyer-Seller Vibe. From 2015 Why Great Presentations Often Go Nowhere. From 2018 Agendas – Power Tools When Used Properly. From 2013 3 Tips for Dealing with Strangers in Presentations. From 2016 Why You Should Never “Present “ From 2017 Alliteration Allure.

Groups 62

Groups Coaching Up-Sell Buyer 62

Zoominfo

DECEMBER 21, 2020

Meanwhile, buyers who are not familiar with products or services can benefit from market expansion as a company increases its reach. Under this scenario, a firm develops a feature or product that appeals to buyers who were not a focus previously. Expansion by developing a new product.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. In 2015, 43.6 In a survey of business buyers, 76.2 percent of firms identified this sales execution challenge.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Cincom Smart Selling

MARCH 16, 2017

In 2015, IDC found that almost 57 percent of B2B prospects and customers feel their sales teams are not prepared for the first meeting. Having a tool at the ready that lets you quickly pull a quote and deliver it to the customer will help your reps seem more competent and win buyers’ trust faster, effectively speeding up the sales cycle.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Alice Heiman

JUNE 12, 2019

Deals stall, and the buyers go silent. . Buyer Consensus. . Gaining buyer consensus today is critical to closing deals. They proceeded through the sales process with the lone buyer or a few buyers who didn’t have the authority to close the deal but had given signals that they did. in 2015 to 6.8

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

JANUARY 22, 2016

Many issues that Chief Information Security Officers faced in 2015 will carry into 2016. Incident response tools. The CISO of 2015 has been expected to be a business leader, IT leader, finance leader, and an excellent people influencer and navigator,” says James Carpenter, CISO at Texas Scottish Rite Hospital for Children.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Understanding the Sales Force

AUGUST 18, 2015

One article was written by a sales expert discussing the concept of following the buyer's purchasing process. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. Februrary 19 2015. Don't get me wrong. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. Simply upload files, and begin to discover your data through the help of IBM’s suite of tools. SOURCE=default&S_CMP=wa-microsite.

Analytics 221

Analytics Analysis Compensation Data 221

Zoominfo

JULY 22, 2018

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. But, how can marketers comply with the varying preferences of their individual buyer?

Marketing 189

Marketing Retail Channels Social Media 189

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

SalesLoft

MARCH 24, 2015

#TOPOsales pic.twitter.com/SH0nzXJUCz — Salesloft (@Salesloft) March 18, 2015. Rosenberg and Snell shared data, best practices, and tools used by high growth sales teams so that your organization can design a well-defined sales process as well. TOPO (@topohq) March 18, 2015. . TOPO (@topohq) March 18, 2015.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

Zoominfo

DECEMBER 21, 2020

Meanwhile, buyers who are not familiar with products or services can benefit from market expansion as a company increases its reach. Expansion by developing a new product Under this scenario, a firm develops a feature or product that appeals to buyers who were not a focus previously.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

DiscoverOrg Sales

FEBRUARY 2, 2017

5000 list as we provided IT-only data to our customers well into 2015. With all of those decision-makers sitting on healthy budgets for marketing systems and technologies, getting to marketing buyers first has never been more crucial. That is a significant increase from the $122B that was spent in 2015.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” We provide dynamic tools for video-roleplay-led sales coaching. So who’s using Rehearsal?

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Allego

FEBRUARY 19, 2021

Bauders recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Include a simple range such as high, medium, low for each pain area. Immediate pain (Help today). Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Understanding the Sales Force

SEPTEMBER 23, 2014

I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Getting to and staying with the decision maker - most salespeople get no further than those tasked with doing research or buyers. Start by using this free tool to see how effective your existing process is! What would you do?

Sales Cycle 202

Sales Cycle Proposal Decision Maker Sports 202

The ROI Guy

NOVEMBER 16, 2016

However, when buyers were surveyed, they provide completely different reasons as to why they decided to not move forward with your proposal. According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor. Clearly, from a buyers’ perspective, it’s not about price at all.

Closing 77

Closing ROI Survey Discount 77

The Pipeline

APRIL 6, 2015

In a conventional sale we are trying to get the buyer to purchase our “stuff”, as a means of helping them achieve their objectives. Clear stages, specific activities in each stage, objectives, desired outcomes, tools, contingencies, and most importantly, clear reasons to disqualify. You have one right? Tibor Shanto. .

Lead Rank 120

Lead Rank Leads Marketing Qualified Lead Hiring 120

Zoominfo

DECEMBER 5, 2019

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. But, how can marketers comply with the varying preferences of their individual buyer?

Marketing 100

Marketing Retail Channels Social Media 100

Nudge.ai

JANUARY 9, 2018

Tools, processes, and measurement systems were built out to optimize for it. But is “hustling” our buyers the right thing? It was easy to justify in 2015 and 2016 based on one thing – it worked. We will need to change our tooling, our measurements, and our thinking. It was touted as an easy path to success.

Buyer 59

Buyer ACT System Tools 59

The ROI Guy

JULY 11, 2017

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

B2B 66

B2B ROI Buyer Competition 66