No More Cold Calling

JUNE 20, 2013

You turn heads when you talk ROI. In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. And they expect you to do the ROI legwork. Read “ Without ROI, Your Sale is DOA.”). How to Begin the ROI Conversation.

ROI 191

ROI Loyalty Referrals Cold Calling 191

Lead411

FEBRUARY 22, 2024

Here we’ll take a look at the best API-enabled CRM firm enrichment tools, with Lead411 coming out on top as the best option for increasing growth and ROI. Thanks to FullContact’s real-time data access and integration, marketing and sales teams can create customized experiences for customers, which increases revenue.

Tools 52

Tools Company Real Estate Ideal Customer Profile 52

The ROI Guy

FEBRUARY 8, 2017

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group). As a result, many companies are looking to channel partners as a more efficient revenue source.

Channels 53

Channels ROI Sales Goal Microsoft 53

The Pipeline

DECEMBER 11, 2014

Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? The best sales tools now are all about integration and automation. It has CRM tools built in, but focuses entirely on the sales perspective. Think again.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

The ROI Guy

MAY 14, 2019

So, what does this mean for B2B sellers? Checkout the advice from the ROI Guy, Tom Pisello, in this Martech Advisor article: [link]. With the purchasing power moving from seller to buyer, buyers are becoming "Cold as Ice" meaning they are more in-control, cautious and economically-focused.

Buyer 40

Buyer B2B ROI Sales Tools 40

Vendor Neutral

JULY 30, 2021

Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools.

Top of Funnel 132

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

SBI

OCTOBER 22, 2014

If you’re like most Marketers today, you’re seeking high performance results via tools that complement your primary Marketing Automation platform; such as Marketo, Pardot, Eloqua. Target one new tool each quarter and assess the capability, fit and ROI. Adopt and roll out accordingly. Dreamforce Treats.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

The ROI Guy

MAY 14, 2019

In this interview with Pat Helmers on the Sales Babble podcast, Tom Pisello reveals the latest research on just how broken b2b buying is, and how sellers have a unique opportunity to jump in and be the heroes. Checkout the podcast here: [link].

ROI 40

ROI B2B Research Opportunity 40

The ROI Guy

JUNE 6, 2013

It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. So what''s it worth for you to pay attention to this critical balance between Sales Skills and modern Sales Tools?

Sales Tools 65

Sales Tools Tools Sales B2B 65

Vengreso

AUGUST 20, 2020

The main factor on the side of B2B buyers is the advent of the Internet. There is a very low bar for people to create solutions of all kinds, which has saturated the B2B technology market. For example, there are more than 8,500 martech tools and more than 700 sales tools available in the market.

ROI 115

ROI Decision Maker Chemicals Lead Rank 115

The ROI Guy

APRIL 26, 2016

A recent study by CSO Insights says you can increase win rates almost 40% by elevating your Value / ROI Selling capability to Great. So how do you accomplish such a competitive advantage and sales performance boost? What if you had the secret sauce to win more than half of all your forecasted deals?

ROI 45

ROI Forecasting Competition Study 45

SBI

DECEMBER 14, 2021

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Despite a digital-first selling environment, today’s B2B revenue leaders forecast, prioritize and create sales strategies based on a small fraction of data.

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

SBI

OCTOBER 27, 2020

If your B2B solution isn’t the cheapest, you would be wise to follow a similar path, to create a better buying experience. The seller can use the interactive business value assessment tool with the customer to drive virtual interactions to gather data, review and collaboratively refine results. Tom Pisello Chief Evangelist, Mediafly.

ROI 108

ROI Pivotal Buyer Lead Rank 108

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Mereo

DECEMBER 21, 2023

Although we are approaching a new year, many of 2023’s selling challenges will continue to impact your B2B organization’s 2024 performance. In 2023 we certainly saw some softness in B2B purchasing. This inflationary cycle means B2B buyers are getting less for their money. When they did not have that clarity, they froze.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

The ROI Guy

SEPTEMBER 14, 2011

Over 90% of today’s B2B solution buyers require a business case prior to approved purchases, and over 81% expect the solution provider to develop and deliver the business case for them. Their frugal sentiment – if you want to sell us something, you, the sales professionals, need to provide quantified economic justification.

Analysis 66

Analysis ROI Proposal Tools 66

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Never asking for the sale. Chasing only enterprise deals.

B2B 55

B2B Top of Funnel Sales Qualified Lead Enterprise 55

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

SBI

MAY 21, 2019

NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? Death of the B2B salesperson” – Forrester. NANCY: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO SALES TRANSFORMATION IN A MEASURABLE AND IMPACTFUL WAY? An NPS of 95.

Buyer 124

Buyer Ideal Customer Profile Top of Funnel ROI 124

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Jonathan Farrington

AUGUST 12, 2013

To perform at your best it is likely you will need sales tools designed to: Help you collect the right data to use in your analysis. Drive the sales opportunity forward while positioning you ahead of your competition. Sales tools designed to help you win opportunities are a crucial part of the sales process.

Sales Tools 47

Sales Tools Tools Analysis ROI 47

The ROI Guy

APRIL 18, 2013

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. Confirming lengthening B2B sales cycles, SiriusDecisions indicates that durations have increased an average of 22% over a similar period.

Sales Cycle 73

Sales Cycle Face-to-face Decision Maker ROI 73

SBI

MARCH 13, 2020

Zuant Stops Event Lead Evaporation with Seamless Follow-up to Drive ROI. Surprisingly, 80% of B2B leads are never followed-up on after an event by marketing or sales. B2B brands who do follow up take 50 days or longer to do so. Zuant understands the pain of leads that die from neglect after an event.

Follow-up 20

Follow-up Sales Qualified Lead ROI Lead Rank 20

SBI

JUNE 4, 2021

SetSail , the Revenue Execution platform for sales, releases new data on the anatomy of a successful B2B sales deal, derived from its analysis of deals at six large enterprises, including one of the Fortune 10, over the past two months. Revenue Execution Platform Uncovers New Data on Anatomy of a Win. Media Contact. Linkedin.

Revenue 74

Revenue Data Buyer Persona Incentives 74

SBI

AUGUST 20, 2014

What problem/s are you solving for sales and/or marketing organizations? Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. Jim: I’m excited about being a player in the sales enablement space.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Sales and Marketing Management

APRIL 26, 2018

Is it for the back office, the marketing team or for your sales team? . If it’s for increasing B2B sales, before deciding on which tool to deploy, you first need to better understand how your sales reps work. It’s important to understand the objective of providing your sales teams with a sales tool.

Software 180

Software Software CRM System 180

Highspot

MARCH 18, 2024

Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales. In this article, we’ll share everything you need to know about using AI sales tools. We’ll look at what these tools are, why they matter, how to use them, and what to ask when evaluating vendors.

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

Sales Hacker

MAY 15, 2023

And not only do I think founder-led sales makes sense, I think it’s actively better for the success of your startup. I’ll talk you through figuring out if you’re ready to hire salespeople, and make my pitch for why a founder-led sales strategy makes sense for early B2B startups. How do you know you’re ready to hire a sales team?

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

The ROI Guy

DECEMBER 13, 2016

No sooner did we learn about inclusion in the Smart Sales Tools guide for 2016, then the sister publication Smart Marketing Tools includes us in their Smart Marketing Tools reference for 2016 as well! Thank you to the Smart Marketing Tools team for the honor.

Tools 40

Tools Marketing ROI Sales Tools 40

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. 25% of sales reps believe they have not received enough sales training.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

The Digital Sales Institute

NOVEMBER 16, 2018

The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. As we enter the Sales 3.0

Social Selling 59

Social Selling Course Training Social Media 59

The ROI Guy

JUNE 24, 2014

Qvidian provides sales execution solutions, including a cloud-based guided selling system and a personalized content engine, designed to help sales organizations succeed faster by ramping new sales reps faster, helping sales teams exceed quotas, and increasing overall sales efficiency.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

The ROI Guy

OCTOBER 3, 2019

Checkout my interview on Sales is King podcast for all the insights and answers - [link] #salesenablement #salestools #contentmanagement #valueselling #salestech #roi #b2b #contentmarketing #sales #theroiguy #valuegap #nopitch #sellingtools #evolvedselling #frugalnomics #buyerenablement.

Quota 40

Quota ROI B2B Sales 40

SBI Growth

NOVEMBER 23, 2012

There were three problems he faced that lengthened his sales cycle times: Spends too much time educating Buyers on the basics. Creates cheat sheets and sales tools because the ones from Marketing are useless. Why this matters to you, the Sales Rep. Spends time qualifying leads more than Marketing does. Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Seismic - Sales Effectiveness

JULY 23, 2019

Deviating from an en-masse strategy is particularly important in today’s marketplace where buyers can drop in and fall out of the sales funnel at any stage in the buying journey. The modern B2B buyer now expects a personalized purchase process and solution that takes into consideration their unique challenges and priorities.

Top of Funnel 58

Top of Funnel Decision Maker Buyer ROI 58

The ROI Guy

MAY 10, 2011

Leading Value-Based Interactive Tool Provider Maintains Significant Growth ORLANDO, Fla., Alinean has been selected to develop and power value-based interactive sales and marketing tool campaigns for customers including iPass, Maxeler and Verint. "As

Demand Generation Agencies 45

Demand Generation Agencies B2B Customer Lead Rank 45