The ROI Guy

JANUARY 26, 2015

Based on who is being engaged, Sales reps should be guided, based intelligently on the prospect’s role, industry, location, size and challenges, to the right value messaging, storytelling, insights, case studies and financial justification. And on-going coaching and sharing of best practices by the community is key.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

SBI

FEBRUARY 25, 2020

Personalize messaging and content in omni-channel marketing. These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. Account-based marketing (ABM).

Account Based Marketing 122

Account Based Marketing Customer Demand Generation Agencies Case Study 122

Salesmate

APRIL 14, 2021

Use case studies to show them how you helped a business overcome a similar issue. Sales is all about gaining trust and persuading the prospect by communicating the value of your product. Besides calls and emails, you can even use the communication channel of text messages to follow-up with your prospects.

Buyer Persona 119

Buyer Persona Follow-up Case Study Face-to-face 119

SBI

JUNE 25, 2020

Another priority should be making sure sellers have access to a bank of quality content, such as case studies, that allows them to engage with buyers in a meaningful way at each stage of the buying journey.

Scale 120

Scale Buyer Case Study Banking 120

SBI

DECEMBER 14, 2021

With the combined solution, revenue teams will now know if a buyer is actively reviewing case studies, value calculators, and presentation materials, even sharing them with multiple other stakeholders (who are now also engaging).

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

Mindtickle

MAY 2, 2023

Audit + update sales enablement content : Based on the identified needs of sales reps at each stage of the sales process, organizations can create relevant and engaging sales enablement content, such as product information, customer case studies, and competitive analysis.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Showpad

MAY 22, 2019

It’s an ongoing process, but with an engagement tool the process will be far easier and far more effective. By bringing together information from multiple sources, having all communication tools in one place, it’s easier for sellers to interact with buyers through every channel and keep track of each one of those interactions.

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

The ROI Guy

SEPTEMBER 14, 2011

The key parts of an ROI / TCO Tool include: · Questionnaire – to collect information about the buyer’s profile and assets (used to align the research with the unique customer’s scenario), current capital and operating costs (the baseline for improvements), and opportunities for improvement (practices currently in place or missing) · Research metrics (..)

ROI 40

ROI Tools Analysis Sales Tools 40

CloserIQ

SEPTEMBER 25, 2018

If you’re not receiving mentorship through those channels, seek out your own mentor. Find a top-performing sales representative whose personality seems to mesh well with yours. Become familiar with software and tools used at the company. Delve into case studies and customer success stories.

Decision Maker 76

Decision Maker Case Study Hiring Resources 76

The ROI Guy

SEPTEMBER 15, 2011

Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey. The first challenge is awareness.

Tools 40

Tools Sales Tools Case Study Webinar Metrics 40

Troops

MARCH 27, 2019

And that’s why storytelling is such a powerful sales tool. In this post we’re going to take a look at how you can make storytelling a part of your sales process. Making Customer Stories a Natural Part of the Sales Process. The most powerful instrument in your sales tool stack is not your MA system or your CRM.

Face-to-face 80

Face-to-face Hiring Case Study ROI 80

BuzzBoard

MAY 16, 2024

What Are the Key Components Required to Create an Impactful and Successful Case Study for Local Business Clients? A well-developed case study can serve as an ultimate display of your capabilities, providing convincing data that persuades potential clients to finalize a deal. So commence crafting your case study today!

Case Study 52

Case Study Study Lead Rank Lead Scoring 52

Highspot

FEBRUARY 25, 2024

Modern customers expect personalized, connected experiences across multiple channels, from online to in-person. We’ll talk about how good leadership, special sales incentives, and clear jobs can help make sales ops better. Strengthen Leadership Skills Implement development programs for sales leaders.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager.

Commission 112

Commission Referrals Hubspot Marketo 112

Vengreso

AUGUST 1, 2023

Their tool, FlyMSG revolutionized communication and their strategic pricing ensured growth. SaaSSuccessStory Click To Tweet Features of FlyMSG In the ever-evolving world of SaaS sales, tools like FlyMSG are making a significant impact. Embrace this forward-thinking tool to boost your business efficiency. The end result?

Training 40

Training Lead Rank Hiring Pivotal 40

SBI

APRIL 22, 2015

This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? What problem/s are you solving for sales and/or marketing organizations? Greg: We deliver tailored sales pitches to any audience, in any vertical, at any time.

Up-Sell 50

Up-Sell Revenue Channels Collateral 50

Highspot

JANUARY 2, 2023

Start building and mapping content to the buyer personas you’ve created, and keep these 5 stages of the customer journey in mind: Awareness: The customer begins to familiarize themselves with you and your brand through your marketing channels and website. These metrics may include: Average length of your sales cycle. Average deal size.

Top of Funnel 75

Top of Funnel Sales Enablement Buyer Persona Demographics 75

The Digital Sales Institute

NOVEMBER 16, 2018

Our course is focused on enriching selling techniques via digital, developing new sales methods to engage customers which leads on to maximizing a sales career. As we enter the Sales 3.0 era, social selling has become a vital sales tool in any salesperson’s arsenal. What the new sales process and steps looks like.

Social Selling 59

Social Selling Course Training Social Media 59

Gong.io

SEPTEMBER 29, 2022

Sales teams have reported major improvements in areas from sales forecasting to lead prioritization and more. Equipping your reps with AI-powered sales tools is key to improving their sales performance. Sales reps are wasting time on non-sales activities. Productive sales teams ultimately close deals.

Lead Rank 62

Lead Rank Lead Scoring Hiring Forecasting 62

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Gong.io

NOVEMBER 7, 2022

In the example above, it looks like the sales team for this company is growing fast. Research your prospect’s company on other channels, like Facebook and Twitter. a sales executive will want to know how a sales tool can make their reps more productive). Don’t stop at LinkedIn, though.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Highspot

JANUARY 2, 2023

Start building and mapping content to the buyer personas you’ve created, and keep these 5 stages of the customer journey in mind: Awareness: The customer begins to familiarize themselves with you and your brand through your marketing channels and website. These metrics may include: Average length of your sales cycle. Average deal size.

Top of Funnel 52

Top of Funnel Sales Enablement Buyer Persona Demographics 52

Mindtickle

JANUARY 18, 2022

Set up a centralized content library in your sales content management solution and make sure reps don’t need to request access to each file. Call recordings will help sales managers see their reps’ skills in action and accurately assess sales readiness levels. There are lots of sales tools you can use to record calls.

Top of Funnel 52

Top of Funnel Call-back Scale Exercises 52

Your Sales Management Guru

JANUARY 3, 2012

Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). Sales Cost Model. 6.1.1 Compensation targets for sales organization. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care).

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

LeveragePoint

JUNE 19, 2018

This doesn’t mean that the current and next generation of B2B buying decisions will be wholly irrational, just that marketing and sales tools based exclusively on buyer rationality need to be enhanced. It also means that sales tools that address buyer teams as partners rather than as adversaries are essential.

B2B 20

B2B Case Study Analytics Study 20

The ROI Guy

MARCH 6, 2017

Second unnecessary complexity is a negative drag on tool adoption. Sales reps and channel partners will resist using a complex business case / ROI tool with customers. After all, “Why is this sales rep forecasting this deal without a clear understanding of the economic benefits to the customer?”

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

The ROI Guy

JUNE 29, 2015

Mark Arman former VP of Business Development from ShoreTel launched an Alinean-powered TCO tool several years ago to get sales reps, channel partners and customers all focused on better communicating and quantifying the unique value of ShoreTel’s unified communications solutions, especially compared to status quo legacy and the competition.

Discount 83

Discount Lead Rank Proposal ROI 83

Vengreso

MARCH 2, 2021

When it comes to prospecting several questions come to mind of the sales leader: Where do my reps start? What medium is the best channel to engage with today’s modern buyers? Sales Prospecting Techniques. It means using every sales strategy, every tool and every channel to engage and connect with prospects.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Salesmate

AUGUST 14, 2020

Email is, without a doubt, one of the strongest communication channels to reach the prospects. You need to send emails at various stages of the sales process for nurturing and converting a prospect. Besides, within this advanced sales tool, you can even automate your emails to add more time to your day. case study link].

CRM 119

CRM Case Study Face-to-face Follow-up 119

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Allego

DECEMBER 20, 2023

They research independently, engage across multiple channels, and expect a personalized, frictionless buying experience. This presents a significant challenge for sales teams that struggle to adapt to these evolving expectations. Decide if you need to access Digital Sales Rooms and content via a dedicated mobile app.

Software 125

Software Software Lead Rank Vendor 125

Highspot

MARCH 25, 2024

Traditionally, sales pitches originated in markets where sellers verbally advertised their goods to those passing by. Over time, these pitches adapted to various channels, including print, television, and, most recently, digital platforms. These changes mirror the advancements in how consumers and sales professionals interact.

Top of Funnel 52

Top of Funnel Lead Rank Webinar Metrics Segment 52

SBI

DECEMBER 17, 2019

First step: Pick the right social media channels. A big mistake many businesses make is trying to implement social selling on the wrong channels. Considering that social selling takes time and a lot of effort, you need to do it on the right social media channels. Or trying to focus on every social media platform possible.

Social Media 103

Social Media Social Selling Media Influencer 103

Hubspot Sales

MARCH 12, 2018

While technology and metrics are extremely valuable sales tools, relationship skills are still what builds businesses. Whether sales leaders feel guilty or not for their role in the devolvement of prospecting, we're on the cusp of a sea change that will force us to challenge our email prospecting methods. Shame on us.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Highspot

NOVEMBER 9, 2023

Real-time Updates and Accessibility Digital sales rooms ensure that all sales content and resources are accessible in real-time. This allows sales professionals to present the latest information and updates to prospects. This may include product information, case studies, and other relevant resources within the buying process.

Collateral 59

Collateral Case Study Objections Analytics 59

BrainShark

MAY 23, 2022

Creation of sales assets and sales training content. Ownership and implementation of the sales coaching strategy. Sales communications. Management of sales tools and user best practices. Measuring and reporting on sales enablement program success. Effective Usage of Sales Tools.

Sales Enablement 62

Sales Enablement Outsourcing Services Hiring Top of Funnel 62

Mindtickle

JUNE 21, 2023

Business Development Representative (BDR) A Business Development Representative (BDR) is a sales professional responsible for prospecting, qualifying, and generating new business opportunities for a company. It involves the sale of products, services, or information directly to end-users or customers for their personal use or consumption.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52