Your Sales Management Guru

OCTOBER 27, 2014

It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, consumers of to their lively hoods and the fears of your sales team as they face another challenging year. Focus your sales team on selling to the business challenges of the NON-IT decision makers.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

The ROI Guy

MAY 7, 2015

When you examine your sales pipeline and compare your wins vs. losses, research from SBI indicates that an amazing 58% of deals don’t get lost to the competition, or end up in your hands – they result in “No Decision”. Have you diagnosed the challenges properly, showing the prospect that the issues are bigger than they imagined?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

Jonathan Farrington

OCTOBER 5, 2014

Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever. So What Is It That Top 5% Players Do?

Top of Funnel 50

Top of Funnel Penetration Decision Maker Cold Calling 50

Your Sales Management Guru

JUNE 22, 2015

If you go to a trade show hoping to connect with 2,000 of your closest prospects, you will also fail. But if you want to leave the show having spent quality time with 50 to 100 key executives and decision-makers, then a podcasting strategy is your answer. You deployed a non-threatening way to set appointments with key prospects.

Trade Show 40

Trade Show Decision Maker Travel Media 40

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Your Sales Management Guru

OCTOBER 6, 2015

Determine buyer decision criteria. Establish client decision makers and influencers. Initiate multi-level contact with multi-level influencers in the prospect’s company. . Analyze the type of organizations or people that impact your client’s decision process. Schedule ongoing training programs.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Qualified opportunities – you will have full-fledged sales meetings with decision-makers while others are only searching for them at the event.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

The ROI Guy

JULY 8, 2014

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

Close.io

SEPTEMBER 24, 2019

Gartner analysts estimate that governments spent $424 billion on govtech in 2015. We've built our sales platform with integrated calling to help reach more prospects in less time, taking out all the manual busywork. By 2020, this rate will jump to 33%. Four stages of closing the government. You have to do your homework in B2G sales.

B2G 91

B2G Government Buyer Persona Cold Calling 91

Growbots

MAY 22, 2018

It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting. An SDR’s job is to free the sales executives of the time-consuming task of prospecting so they can spend more time selling to qualified leads.

Face-to-face 40

Face-to-face How To Lead Rank Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 7, 2018

It's the emotion of senior decision makers and their propensity to overcome the status quo and make a change. What truly constitutes an ideal prospect? In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? What is the said radiation?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

The ROI Guy

OCTOBER 24, 2014

“Challenger” There were three powerful numbers discussed at the Summit that I believe will have a profound impact on your strategy and success in 2015: 94 5.4 Tailor: Delivering content that is tailored or dynamically interactive to address individual prospect challenges and value drivers. decision makers?

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90

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. Everyone in marketing should get trained on Challenger Sales and everyone in sales should study The New Rules of Marketing and PR.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Sales Hacker

SEPTEMBER 15, 2020

Leveraging the next generation of artificial intelligence, Outreach allows you to deliver consistent, relevant and responsible communication for each prospect every time, enabling personalization at scale that was previously unthinkable. From 2010 to 2015, we didn’t have traditional funding. Check them out at www.outreach.io.

Sports 63

Sports Lead Rank Scale Lead Scoring 63