Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). Technorati Tags: sales best practices , sales training , sales trends.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Sales Training Connection

MAY 18, 2015

One often underemphasized is the ability to help the customer deal with the perceived risks of moving ahead with the purchasing decision. So, how can you reduce the risk and make it easy for a decision maker to say “yes?”. Let’s take a look at three different levels of decision makers: CEO, President, COO.

Decision Maker 50

Decision Maker Hiring Conversion Sales 50

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

NOVEMBER 14, 2012

Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC. The decision making process will become even more complex as the barriers between personal and business computing blur, and business decision makers take majority control of the valuation process.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

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

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

Sales Training Connection

FEBRUARY 27, 2015

Plus, sometimes things are settled but then come unraveled as other customer decision-makers enter the buying process. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

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”. In most cases, these appeared to be good opportunities, with many interactions and touch points.

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

SBI

FEBRUARY 24, 2015

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? What are the three most important sales behavioral changes that will have the greatest impact in 2015? The answer to that question is at the heart of strategy decisions. That one’s a biggie.

Up-Sell 50

Up-Sell Revenue Closing Forecasting 50

Your Sales Management Guru

OCTOBER 6, 2015

Determine buyer decision criteria. Establish client decision makers and influencers. Analyze the type of organizations or people that impact your client’s decision process. Develop a plan to establish who the decision makers at these organizations are. Schedule ongoing training programs.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

JUNE 22, 2015

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. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

Trade Show 40

Trade Show Decision Maker Travel Media 40

Sales Hacker

AUGUST 2, 2019

In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. The purpose of your first call is to obtain the name and contact information of the Key Decision Maker (KDM) within each company. As it worked. For a time. The length of lead-to-revenue cycles increased by 32%.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

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

Gong.io

MARCH 11, 2021

When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. It’s time to get your Customer Success team on the Gong train. Is there a competitive threat?

Churn 62

Churn Customer Hiring Case Study 62

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 – that your solutions can deliver unique and superior value at a lower total cost of ownership (TCO). Engage Frugal Prospects with Provocative Value-Focused Marketing 2.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

DocSend

MARCH 10, 2019

Let me send you a few links that you can take back to discuss with your manager and other decision makers. Support staff lacks training on product updates leading to poor customer experience. What the review says: What you learn: Sales team lacks training and support. Prospect : Yes, definitely. Presentation software.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

Close.io

SEPTEMBER 24, 2019

Gartner analysts estimate that governments spent $424 billion on govtech in 2015. The best way SeamlessDocs found to work around the ambiguity of the procurement process was by increasing internal buy-in from the various decision makers and buyers involved in the deal. By 2020, this rate will jump to 33%.

B2G 91

B2G Government Buyer Persona Cold Calling 91

DocSend

MARCH 10, 2019

Let me send you a few links that you can take back to discuss with your manager and other decision makers. Support staff lacks training on product updates leading to poor customer experience. What the review says: What you learn: Sales team lacks training and support. Prospect : Yes, definitely. Presentation software.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

Growbots

MAY 22, 2018

It’s time to invest in your SDRs’ training to generate better results. According to a study Google did in 2015, 70% of B2B buyers are watching videos throughout their path to purchase. Although every company has its decision-makers (CEO, President, Board of Directors etc.), Why can’t your SDRs do the same?

Face-to-face 40

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

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. 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? Is the engine full of sawdust? I certainly am. So what now?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

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

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 decision makers? With more decision makers comes more dysfunction, as you try to get a larger and more diverse group to reach consensus.

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

From 2010 to 2015, we didn’t have traditional funding. And the way we check on that is, we tell the team, very clearly, hold us accountable to these values if decisions we’re making you don’t think live up to them. At what stage of growth was it over the last 10 years?

Sports 63

Sports Lead Rank Scale Lead Scoring 63