The ROI Guy

MAY 15, 2012

To fuel the demand generation program, Alinean developed the Better Way to Go Mobile Interactive White Paper , which unlike traditional static white papers, leveraged the prospect’s profile to completely personalize the white paper content, creating a customized analysis as to the prospect’s return from mobile strategy.

Demand Generation 70

Demand Generation Demand Generation Targets Sales Qualified Lead Ideal Customer Profile 70

Shari Levitin

AUGUST 23, 2023

Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. How might I streamline my sales conversations? Our sales conversations get cluttered as well.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

Understanding the Sales Force

NOVEMBER 10, 2014

Last week, I revealed the first secret success ingredient from our Sales Force Effectiveness Study. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. John Pattison wrote his first article for the Sales Operations Blog, Today I met the Worst Salesperson Ever!

Study 241

Study Report Sales Operations Follow-up 241

The ROI Guy

JUNE 8, 2012

ShoreTel wanted to generate more sales-ready opportunities, and elevate it’s engagements with today’s more skeptical and frugal prospects. To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 203

Hiring Top of Funnel Company Funnel 203

The Center for Sales Strategy

JANUARY 7, 2022

> 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. The ultimate clean slate, a fresh piece of white paper, awaiting your pen. The question is – what story will you write on that paper this year? - MOTIVATION -. Real listening is a willingness to let the other person change you.". A new year.

Buyer 109

Buyer Quota LinkedIn Motivation 109

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Be helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

Understanding the Sales Force

NOVEMBER 12, 2014

That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sales Force Excellence. This White Paper has ground-breaking insights and has already been nominated for Top eBook of 2014 !

Forecasting 243

Forecasting eBook Pipeline Sales Cycle 243

Sales Lead Management Association

JUNE 14, 2019

In few words, but loaded with meaning, Workbooks created a document that reminds senior management that CRM systems aren’t just for sales or marketing people. CRM systems inform and affect shareholder value.

Workbooks 48

Workbooks CRM System Marketing 48

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Be helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Send a handwritten note or letter (mail is an underutilized channel) Send a second email, preferable including something relevant of value, such as an article link/white paper etc. Our buyers are “frazzled” as Jill Konrath says. Make a phone call (most likely leaving a voice mail.)

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Membrain

JUNE 15, 2022

Some of my biggest sales insights have come from disciplines outside of sales. I read blogs and white papers and books, listen to podcasts and watch webinars across a wide range of interest areas from the personal to the professional and everything in between.

Webinar Metrics 75

Webinar Metrics Sales Sales Management 75

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor.

Analysis 246

Analysis CRM Remedy SalesForce 246

Janek Performance Group

SEPTEMBER 12, 2022

However, for sales professionals, one thing provides security: the foundational pillars of a high-performing sales organization. Janek Performance Group is an award-winning global leader in sales training and coaching. Sales Process: Outlines the repeatable steps sales reps follow to turn unknown leads into loyal customers.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. Some are like compilers of other people’s data and some used “crowdsourced” approaches to get sales people to enter information into their databases. You can grab these white papers here. You can grab these white papers here.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Understanding the Sales Force

DECEMBER 12, 2013

Understanding the Sales Force by Dave Kurlan The million dollar question. I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. The Science of Sales Longevity.

Study 203

Study Outside Sales Inside Sales Video 203

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

Anaplan

NOVEMBER 16, 2022

Find out how to build a solid foundation for revenue attainment, so your sales and revenue teams can deliver revenue reliably and profitably. Read our white paper for tips to […].

Revenue 52

Revenue How To Sales 52

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. From these findings, ½ of the waste is because sales reps can’t find the content they need for particular selling situations.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Send out enabling YouTube videos, white papers, blogs and tidbits.

B2B 319

B2B Banking Conference Decision Maker 319

RAIN Group

JANUARY 31, 2018

Most of the buying journey is complete before buyers talk to sellers. Cold calling is dead. It's impossible for sellers to break through to buyers. Buyers don't want to hear about your capabilities. With all the information on the internet, buyers do their own research. Sellers hear these messages all the time. But are they true?

Cold Calling 40

Cold Calling Prospecting Research Buyer 40

The ROI Guy

JANUARY 25, 2011

Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative. When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

SalesFuel

MARCH 29, 2024

Here are a few tips for creating content that will help drive sales. Photo by: Mimi Thian SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement decline in website traffic isn’t the only problem to worry about.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Anaplan

NOVEMBER 16, 2022

Align your sales and finance teams to boost growth. A more reliable, accurate sales forecast is a win across business – improving financial decision-making. In this white paper, learn how […].

Sales Forecasts 52

Sales Forecasts Forecasting Sales 52

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. When a buyer fills in their contact information to get our white paper etc., I’m sharing my summaries here. The second book I’m covering is No Forms.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

RAIN Group

DECEMBER 4, 2019

Picture this: You're meeting with your prospect after months of discussions. You have a great relationship. You did facilitated sessions, interviews, and organized a global team for the roll out. If you win, this will be your biggest close of the quarter.

Negotiation 52

Negotiation Buyer Meeting Prospecting 52

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Think of that in terms of sales, an industry on the forefront of change. It wasn’t just prolonged downtime.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed.

Marketing 40

Marketing Tools Training Customer 40

Partners in Excellence

MARCH 27, 2024

When I suggested this to the sales person, he said, “But I can’t be soft, I have to be tough in these meetings. Afterword: For a white paper on conducting collaborative conversations, just email me. The mistake we too often make is thinking that tough conversations have to be combative conversations.

Conversion 104

Conversion Call-back Positioning Meeting 104

Shari Levitin

AUGUST 19, 2019

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better.

Sales Process 106

Sales Process How To Sales Coaching 106

BuzzBoard

APRIL 16, 2024

They act as the linchpin for agency growth, enhancing sales and cultivating an increasing client base. As sales professionals, understanding and utilizing these tactics can foster new opportunities and propel your agency’s success. Productive use of blogs, white papers, and case studies cultivates long-term lead capturing.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Sales and Marketing Management

NOVEMBER 28, 2017

An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm. Also, because you’re talking with many team members, you’ll be less likely to be blindsided by an unforeseen complication that can ultimately delay or kill the sale.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174