Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

DiscoverOrg Sales

OCTOBER 23, 2016

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Understanding that often the budget for the very tools needed resides in marketing can help you race ahead of the competition when selling to sales.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

The ROI Guy

JANUARY 26, 2015

Because each stakeholder could be different, the guidance should be interactive and flexible – used live with customers to aid in the discovery questioning as well as fueling the conversation / engagement. Training needs to include demonstration AND practice in order to get sales reps comfortable with the material and customer conversation.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Partners in Excellence

DECEMBER 6, 2022

Some of the data went back as far as 2015. We didn’t have data on YoY revenue growth, but anecdotally since 2015, we’ve seen good growth, particularly in the technology sectors. We looked at reports from prior to 2015, we saw reports like 60%+ of salespeople meeting quota. Spending on technology has skyrocketed.

Face-to-face 97

Face-to-face Maximizer Report Buying Cycle 97

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Customer Focus/Customer Centricity. Customer Engagement.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. This has to do with the customers need to quickly take action, their existing knowledge and margin/COS pressures. Enjoy and may 2015 be your best year ever.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Sales 2.0

NOVEMBER 12, 2014

At Sales Hacker last week, we listened and spoke with successful entrepreneurs that are finding ways to improve all parts of their sales pipeline by: providing salespeople with tools to become their own personal marketers. implementing customer success tactics that increase referrals, upsells, and cross-sells. Read the full post here.

GoldMine 150

GoldMine Strategy Conference Inbound 150

Cincom Smart Selling

DECEMBER 8, 2015

Companies are recognizing this need, as customer self-service was listed as one of the top CRM priorities in Gartner’s “What’s Hot in CRM Applications in 2015” report. It’s easy to think of CPQ as just a front-end sales tool, and that is indeed how many people view it. Customer renewal rate: CPQ users +3.9%, others -0.6%.

B2C 54

B2C Call-back Consumer B2B 54

HeavyHitter Sales

FEBRUARY 17, 2015

Based upon my experience, here’s my list of some of the best technologies to sell in 2015. Over five million businesses have implemented Google’s business apps (professional email, online storage, shared calendars, video meetings and productivity tools). OpenGov is first-mover in this space.

Company 60

Company Government Microsoft Retail 60

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. It was great getting to talk to partners and customers alike, and as always, Microsoft put on a great conference! This year at Convergence, many companies were looking to improve the way they interact with their customers. Related Posts.

Microsoft 48

Microsoft Trends Conference CRM 48

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. It’s our mission at The Brooks Group to transform sales organizations so that it’s easier for our customers’ customers to buy. Top 7 Articles of 2015 . NOTE: Our sales training tools are designed to make your life easier. Learn More.

Journal 40

Journal Territories Groups Coaching 40

Understanding the Sales Force

JUNE 20, 2023

Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

DiscoverOrg Sales

SEPTEMBER 6, 2017

Too bad that rodents and food poisoning aren’t even the greatest threats facing Chipotle’s customers. Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. 4/22/2015). (10/26/2015) A customer-first approach.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. This is a simple and critical first step in identifying the team that will be involved in your prospect''s (or current customer''s) final decision. Again, LinkedIn is a great tool for this.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Chorus.ai

MAY 4, 2020

Because good sales teams don’t “do demos” for customers. Of course, you can’t have great conversations with customers if you don’t know what they want to talk about. And they must be able to identify a customer’s problems and pain points. You might think I’m crazy, but I want to strike the word “demo” from the sales lexicon.

Conversion 62

Conversion Customer Film Lead Rank 62

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

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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

Zoominfo

DECEMBER 21, 2020

The other quadrants include customer loyalty , offer expansion , and company transformation. This concept represents the full amount of companies or consumers that could become customers or the total revenue possible for a product to generate. The ease or difficulty in addressing customers’ needs in a new market.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

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. Mobile and cloud-based CRM solutions are making customer data even more readily available to remote workers. . A growing focus on customer lifetime value.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Sales Hacker

JULY 31, 2023

James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. Cognism helps you identify your ideal customers globally, find others like them, and reach out when they are most likely to buy. P.S. We’re officially running a GTMfund giveaway program!

Scale 52

Scale Company Hiring Engineering 52

Cincom Smart Selling

MARCH 16, 2017

This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. CRM software can also store information on customer buying habits, the original channel that captured each lead, and notes about previous interactions, all of which help your sales team run effective sales development plays.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

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. With a web presence optimized to attract “more probable” prospective customers, using a content strategy, keywords and search technology, you can organically bring potential buyers your way. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales and Marketing Management

JULY 19, 2018

While there could potentially be future customers in a CRM full of unqualified leads, the odds are roughly the same as finding a needle in a haystack. Glengarry” companies have turned to AI automation tools to reach out to every lead, personalize each message and improve response rates. Why wouldn’t they? The solution is automation.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Highspot

JUNE 7, 2022

I joined Intralinks in 2015, as a Client Services Manager. I had done sales before moving to customer success but I think it’s the fact that I had developed curiosity, that people knew I was very knowledgeable about our customer ecosystem and can present well. I remember very much the winter of 2015–16.

Scale 52

Scale Exercises Sales Enablement Training 52

Hubspot Sales

SEPTEMBER 14, 2023

Coaching Benefits Key Differences Between Sales Coaching and Feedback Feedback serves as a tool for communication and development, and it comes with many benefits. For instance, saying, “I prefer khakis and do not like jeans,” rather than making a judgment like, “You shouldn't wear jeans to a customer's office.” What is feedback?

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. A $30,000 tool to help hit a $10M target – it’s easy math. Crazy right?

Data 181

Data Engineering Call-back Forecasting 181

Zoominfo

DECEMBER 21, 2020

The other quadrants include customer loyalty , offer expansion , and company transformation. This concept represents the full amount of companies or consumers that could become customers or the total revenue possible for a product to generate. The ease or difficulty in addressing customers’ needs in a new market.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. TS: In your book, you start out by saying customers these days are “mad as hell.” How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

SalesLoft

AUGUST 18, 2016

Constantly trying to call or email those ideal customers, but never hearing back? That’s because in today’s over-emailed, over-stimulated, overwhelmingly social-driven customers’ world, old-school outreach processes are falling flat. Take email alone: In 2015, the number of emails sent and received per day total over 205 billion.

Customer 52

Customer eBook Call-back Cold Calling 52

The Pipeline

SEPTEMBER 15, 2014

One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things. A variation on the delegate route, is automation. What’s in Your Pipeline?

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Talking about expectations, B2B buyers seem to be much more demanding than B2C customers.

Influencer 63

Influencer B2B Customer B2C 63

SBI

OCTOBER 5, 2017

in 2015), but only 5.2% The top 5 responses were: 1) Understanding customer behavior, 2) implementation of sales strategies, 3) value creation, 4) development of sales managers, and 5) coaching of the sales force. Here is a place that modern sales enablement tools and technologies can really shine.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139