The ROI Guy

JULY 15, 2015

- Most technology spending decisions are now driven and controlled by business groups vs. formal IT. At the same time, more and more spending is occurring in the shadows, by individual users and groups, especially Cloud / SaaS purchases, without the formal knowledge of IT. Why Change Now? –

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

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 . 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness. Learn More.

Journal 40

Journal Territories Groups Coaching 40

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

John Barrows

MARCH 14, 2018

People ask me all the time which medium is the best one to connect with prospects these days. Focus has always been a key to success, but I don’t mean focus in the literal sense, I mean Focus in the cinematic sense as in the 2015 movie with Will Smith. Is it phone, e-mail, Inmail, text, social? 55 just happens to be me. Make It Happen!

Prospecting 103

Prospecting Hotels Licensing Face-to-face 103

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. What does that say about your team’s prospecting prowess? In 2015, 43.6 The dreaded gatekeeper. This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. Second, tune into the changes in the background and expectations of the people that are becoming new sales reps in 2015 and how these people are likely to function in today’s world-of-work. Working effectively and efficiently as a member of a virtual group. ©2015 Sales Momentum, LLC. World-of-work.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Janek Performance Group

OCTOBER 4, 2022

First, you can directly send invites to prospects who are connections. For example, if you follow a prominent prospect, you will be the first to be notified if you clicked the bell icon on their profile. Of course, you don’t have to limit the use of the notification bell to prospects and influencers.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

The Pipeline

DECEMBER 29, 2014

The question relates to how vigorously one should pursue a potential prospect? I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and a stream of revenue (if not commissions) for some time after that.

Face-to-face 241

Face-to-face Cold Calling Commission Proposal 241

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Vendor Neutral

JULY 30, 2021

Improving remote engagement experiences with prospects and customers. Justin was the inspiration behind COMBO Prospecting, an acclaimed sales pipeline methodology used by some of the most successful brands globally. Data’s essential role in letting RevOps know what’s working (and not) and how to adapt for continual improvement.

Top of Funnel 132

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

Hubspot Sales

SEPTEMBER 30, 2020

Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy. Marketers should be attracting and nurturing leads with targeted content so that qualified prospects can be passed onto Sales, while sales reps should convert those prospects into customers. InsideView, 2018 ).

InsideView 128

InsideView Lead Rank Lead Scoring Account Based Marketing 128

Selling Essentials RapidLearning Center

MARCH 17, 2021

Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. The researchers presented several intensely emotional stories to a group of volunteers. 2015, January). But have you ever wondered why a good yarn is so persuasive? In Cerebrum: the Dana forum on brain science (Vol.

Transportation 109

Transportation Closing Face-to-face Journal 109

The Pipeline

SEPTEMBER 15, 2014

If you are part of a company use other groups, usually better suited to the task. There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. Know what your time is worth, and if a task is well below that line “outsource” it. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

FEBRUARY 19, 2016

In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating. Mike Schultz, President of RAIN Group. Norman Behar, CEO & Managing Director Sales Readiness Group. Richard Harris, Founder The Harris Consulting Group. There will be something for everyone. Sign up here!

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Hubspot Sales

NOVEMBER 3, 2017

Prospecting for sales leads. The perfect jam for when you find that perfect prospect. It’d be a shame if you had to interrupt your flow to log all of your prospecting activity. Because when you’re prospecting, you should be on the hunt. Because it’s okay to walk away from a prospect that just isn’t a good fit.

Motivation 145

Motivation Energy Sports Territories 145

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. From Trish Bertuzzi, the Bridge Group: “Voicemail and email are equally important. Should you leave a voicemail? Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Pointclear

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Let's take a look now at what our first group of experts had to say. Three flaws: B2B lead scoring focuses on individuals vs. groups.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pipeliner

JANUARY 25, 2020

In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. But how do you make designations truly meaningful?

Account 64

Account Ideal Customer Profile Energy Enterprise 64

Hubspot Sales

NOVEMBER 9, 2020

After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing. According to Blake, regardless of the individual prospect and their needs, the rep's ultimate task is to bring money in the door. What Is Always Be Helping?

Closing 144

Closing Decision Maker Top of Funnel Scale 144

Pipeliner

JUNE 22, 2021

Our focused gaze should be on our clients and prospects. Your key prospects as well – Chesapeake Energy, Lord & Taylor, Frontier Communications, and many more. Of course, you care deeply about your clients and prospects. In selling, we work with logical groupings. Attain accounts are your profile prospects.

Account 52

Account Ideal Customer Profile Airlines Course 52

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. 3) Most technology spending decisions are now driven and controlled by business groups vs. formal IT. Although the current forecast is lower than the original 3.2%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Corporate Visions

NOVEMBER 7, 2019

These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. In 2015, an average of 5.4 Here’s why. people needed to formally sign off on each purchasing decision.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% increase compared to 2014. - Most technology spending decisions are now driven and controlled by business groups vs. formal IT. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. YoY decline from 2014. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

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

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Click here for part 1 & part 2.). I think we both agree this is a mistake.).

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

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. In fact, a demo without discovery can often leave a prospect feeling left out in the cold. Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? 2/3 of sales reps fail to meet quota ( Aberdeen ). TimeTrade ). billion annually, nationwide.

How To 80

How To Quota Sales Enablement Survey 80

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

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Janek Performance Group

MARCH 27, 2023

The more friction you require your prospects to tolerate in your sales process, the longer the decision-making process. For example, how often do prospects struggle to align their calendar to your sales reps calendar? first appeared on Janek Performance Group. How often are meeting participants absent from online meetings?

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Your Sales Management Guru

NOVEMBER 21, 2016

Because of this I wanted to share an easy sales driven prospecting system that can ensure your sales pipeline does not shrink-ever! Action steps include: 1) Refine their prospect database to reflect the A, B, C Ideal client profile concept. (See Each Salesperson sends email/postcards #1 to another set of 20 suspects in Group B.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Janek Performance Group

MAY 9, 2022

Picking up the telephone and calling prospects is not physically demanding. One core element of a sales rep’s job is to prospect for new business opportunities. The very best sales reps are sitting successfully in their current sales role, with a pipeline full of prospects and deals they know they are going to close.

Hiring 62

Hiring Training Lead Rank Lead Scoring 62

Pointclear

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

No More Cold Calling

SEPTEMBER 15, 2015

If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to bring along another senior leader to demonstrate how much your company values these prospects’ business. © 2015, Negotiating Women, Inc.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120