Pointclear

MARCH 6, 2012

She also contributed to chapter 10 of Content Rules by Ann Handley and C.C. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric. Understand the Buyer’s Experience.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

HeavyHitter Sales

SEPTEMBER 25, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Objections 104

Objections Hiring Vendor Sales Cycle 104

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Opportunity (3675). Sales Process (1775). MORE >> Tools. MORE >> Industry. MORE >> Type. MORE >> Year. 2011 (3304). Is your sales process slow or fast? ACT (1048).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

Partners in Excellence

JUNE 7, 2012

Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales and Marketing. At the core of lean is understanding an focusing on the essence of value creation and delivery. ” “Sales is not like manufacturing! Imagine the impact of being able to free up just 10% of a sales person’s time.

Marketing 90

Marketing Hiring Maximizer Top of Funnel 90

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

FEBRUARY 2, 2011

According to a new Accenture study of 1,054 senior finance executives, in the wake of the recession, more chief financial officers (CFOs) are expanding their role beyond finance. says there's more back and forth with different departments when making decisions with more meetings face-to-face and options getting heavier scrutiny.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. Subscribe to the Sales Hacker Podcast. Show Introduction [00:10]. COVID’s effects on Brandon and ADARA [31:10]. Show Introduction [00:10]. Welcome to Sales Hacker Podcast. Sales enablement is easy.

Lead Rank 106

Lead Rank Scale How To Travel 106

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. The consultative sales process is more than just a sales approach.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Understanding the Sales Force

MARCH 5, 2012

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. Here are the results: Step. OMG Sales Candidate Assessment. Predictive Index.

Hiring 228

Hiring Top of Funnel Licensing Face-to-face 228

John Barrows

JUNE 20, 2018

Talk more on your first call. It might sound counter-intuitive, but the data showed, on a first call, the most successful reps talked more than prospects. This is why it’s so important to lead with an attention grabber that has your prospect saying, “Tell me more!” Closing happens throughout the sales cycle.

Cold Calling 86

Cold Calling Call-back Google Data 86

Sales Hacker

OCTOBER 29, 2020

Subscribe to the Sales Hacker Podcast. Show Introduction [00:10]. Driving diversity at the sales executive level [1:00]. Creating pivotal moments [10:56]. Show Introduction [00:10]. October is Women in Sales Month. Let’s dive into our Women in Sales bonus episode. We’re on iTunes.

Call-back 58

Call-back Hiring Pivotal Face-to-face 58

The ROI Guy

AUGUST 5, 2010

The Net Present Value (NPV) benefit is a calculation that measures the net benefit of a project in today’s dollar terms, taking into account that over time money today is more valuable than money in the future (discounted time value of money).

ROI 45

ROI Social Media Discount Analysis 45