The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Many organizations are relying more and more on channel partners and inside sales to drive growth. And if it was hard to get your direct sales reps to become more value-focused, imagine how hard it will be to enable channel and inside sales to evolve from product to value. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 13, 2016

Sales professionals must be able to identify the tangible and intangible benefits of solution capabilities based on what the decision makers deem valuable. Beyond evolving your sales presentations from product to value, and simple calculations of cost, the advice from MHI Global? https://www.youtube.com/watch?v=Wjuzm52GOBc&index=1&list=PLcDHBc8R3LLDf5hhvToJ5UrzLXGB2rd8p

ROI 56

ROI Decision Maker Case Study Face-to-face 56

LeadFuze

FEBRUARY 19, 2019

The concept didn’t receive widespread attention, though, until at least 2015. By concentrating on decision makers and influencers, a company can reduce the length of sales cycles and increase customer retention. All Channels Open. With ABM, a multi-channel approach is mandatory. How ABM Flipped the Funnel.

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

Close.io

DECEMBER 3, 2019

The last update of the book came out in 2015, yet many of its research techniques remain relevant for finding information about your prospects on the web. The author introduces you to tools and tactics that you can use alongside old school sales techniques. Author : Jeb Blount Published : October 5, 2015. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”. Remember this Sales 101 basic: be where your market is. Stay Visible.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

SugarCRM

JANUARY 2, 2020

And of those who do, how many are decision-makers? Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013). What channels will you target?

Video 24

Video B2B Marketing SugarCRM 24

Your Sales Management Guru

OCTOBER 6, 2015

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Your channel partner strategy should complement the efforts of your team, not cannibalize them. Quantify the results of each partner, and keep senior channel management updated. Determine buyer decision criteria.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

SugarCRM

FEBRUARY 18, 2016

And of those who do, how many are decision makers? Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013). What channels will you target?

B2B 20

B2B Video Marketing Decision Maker 20

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Build out a YouTube channel of customer testimonials. There's never been more data on your customers readily available in social channels.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. A modern B2B pipeline should be updated automatically with technology that sets the appropriate stage via defined criteria ( Sales Hub is a great tool for this). Decision maker buy-in.

Pipeline 111

Pipeline Lead Rank B2B Marketing Qualified Lead 111

The ROI Guy

JULY 8, 2014

So how well does your current content marketing help answer these key value-focused decision maker questions in a compelling and quantified way? #2 So how well do your sales professionals and channel partners engage with value and what are you doing to address this "value gap" challenge? #3

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

OCTOBER 7, 2021

Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel. Becky Kuperhand is a Managing Partner at Apex Assembly, where they unite F2000 decision makers to solve critical business challenges at IT and IT Security executive forums.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130