The ROI Guy

DECEMBER 6, 2010

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 40

ROI B2B Social Media Buying Cycle 40

SalesLoft

JANUARY 31, 2019

Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. In the case of AEs in the B2B SaaS space, that formula is: Bookings = (Number of Deals Engaged * Win Rate on those deals * Average Selling Price) / Average Sales Cycle Time. The Bottom Line.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Cincom Smart Selling

JULY 25, 2017

This vehicle was brought to market in 2001. That kind of information vacuum will kill sales in the B2B world. CRM can isolate prospects that meet specific criteria common to the target market such as industrial codes, geography, title, job description and company size. Florsheim Imperials are wonderful shoes. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JULY 25, 2017

This vehicle was brought to market in 2001. That kind of information vacuum will kill sales in the B2B world. CRM can isolate prospects that meet specific criteria common to the target market such as industrial codes, geography, title, job description and company size. Florsheim Imperials are wonderful shoes. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

Hubspot Sales

JULY 15, 2020

After conducting in-depth research into 502 B2B sales teams and interviewing over 50 industry leaders , here are the top three things we have learned. However, we’re finding B2B businesses are prioritizing their existing customers over attracting new ones. Customer loyalty is more important than ever. Image Source.

Pipeline 130

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 130

Score More Sales

JANUARY 12, 2012

B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. There’s no doubt in B2B selling that getting the top of your funnel (or front end of your sales pipeline) is incredibly important and in a tough economy, can be difficult on a consistent basis. Of Value Propositions and Elevator Pitches for B2B.

B2B 143

B2B Top of Funnel Decision Maker Lead Rank 143

Score More Sales

MAY 21, 2013

Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. Long story short, with two other authors, we wrote The Trusted Advisor two years later in 2001. And to me, the most interesting example of trust in business was in sales.

B2B 237

B2B Influencer Lead Rank Lead Scoring 237

Score More Sales

FEBRUARY 16, 2012

People Skills Grow B2B Sales While Tools Make It Easier. Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. Sales Tips and Strategies to Grow Revenues. Consulting.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. If you’re selling a thousand dollar B2B server,99 looks trivial. Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

OCTOBER 22, 2010

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. Predictions for 2011: The End of B2B Sales & Marke.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

Score More Sales

JANUARY 5, 2012

B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling. Talking or Writing Too Much in B2B Sales.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Score More Sales

OCTOBER 31, 2011

Sales Tips From a Witch and a Ghost for Any B2B Seller. Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Score More Sales also does prospecting services for busy B2B companies. Of Value Propositions and Elevator Pitches for B2B. Consulting.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

Score More Sales

FEBRUARY 25, 2012

Of Value Propositions and Elevator Pitches for B2B. They have a slanted point of view, based on what they sell, who they talk to and what their prospects tell them. What are your power words and how do you message what you do to prospective customers? Of Value Propositions and Elevator Pitches for B2B. Consulting.

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

Score More Sales

FEBRUARY 16, 2012

Talking or Writing Too Much in B2B Sales. Just a quick post to share a tip posted today over at Jill Konrath’s Fresh Sales Strategies Blog encouraging sellers to be more succinct , and to communicate in the way that your prospective customer wants. Previous post: People Skills Grow B2B Sales While Tools Make It Easier.

Lead Rank 135

Lead Rank Lead Scoring B2B Top of Funnel 135

Score More Sales

NOVEMBER 14, 2011

Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. The organization she spoke at invited me to attend as I am a prospective member for them and also a friend of Jill’s. Her session started out very interactively – pulling the large room of people together working to understand the life of a crazy-busy prospect.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

Score More Sales

MAY 8, 2011

Gain Ways to Enjoy Prospecting and Donate to Japan. 5 Ways to Have Fun Successfully Prospecting for New Revenues. I guarantee you will get some value from it – if only to remind you of ways you can have more fun, energy, and focus when you prospect. What are the top 3 ways to have fun while prospecting for new business?

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

Score More Sales

DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. Tracking communication between us and our prospective customer as well as communication within the silos of our company. At a minimum, make the next 12 months a time where you find a system to document and archive the important areas of the company – prospects and customers.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

The ROI Guy

NOVEMBER 4, 2010

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. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Score More Sales

FEBRUARY 22, 2012

Work closely with marketing so that you are getting good educational content to where your prospective customers are before they contact you. We know it takes ongoing follow-up to not only reach your prospective customer but actually interact to add value – so where is your plan to do this? Talking or Writing Too Much in B2B Sales.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Score More Sales

JANUARY 31, 2012

You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Through a very strategic conversation with your prospect, both they and you are in agreement, and things get moving forward. Talking or Writing Too Much in B2B Sales.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

Score More Sales

JUNE 17, 2011

Finding “more probable” prospective customers can be simple but not quite as easy. More probable” prospective customers are those companies and / or individuals MORE likely to do business with you – and do it sooner rather than later. You can prospect and build business from your desk and never leave your office if you wanted to.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

The ROI Guy

OCTOBER 11, 2010

We have seen this same issue occur in IT spending over the past decade, where IT spending lagged significantly behind revenue growth following the bursting of the technology bubble in 2001, and are wondering if the same will now be true of marketing budgets going forward?

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Score More Sales

SEPTEMBER 19, 2011

MONDAY MORNING CHECKLIST – create a list, through a sort of your prospect data, to see who you need to talk with this week. Since you have prospect details in some sort of a web-based system, with next actions set, it should not be an issue to pull up a list of items to do, which will lead you to more revenues. link] Ryan Lallier.

Lead Rank 247

Lead Rank Lead Scoring LandSlide Top of Funnel 247

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. If you’re selling a thousand dollar B2B server,99 looks trivial. Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Score More Sales

JULY 20, 2011

Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. © Score More Sales 2001 - 2012. . __ You don’t know who your target market is – who is your niche? The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. 5 Tips for Lead Nurturing to Grow Your Sales Funnel.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

AUGUST 11, 2011

Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. Intentional connectors are people who enjoy connecting you to a potential prospective customer or connecting you to a strategic partner. Of Value Propositions and Elevator Pitches for B2B. © Score More Sales 2001 - 2012.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. You MUST have tools that can: help you find and /or attract prospects.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

SEPTEMBER 26, 2011

I’m pretty much a skeptic when I hear about tools, books, and resources to help anyone who is doing cold calling or who are calling a list of prospective customers. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. © Score More Sales 2001 - 2012. Categories. 100 for 100K.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

Score More Sales

DECEMBER 30, 2011

As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year. Conferences – what great ideas you’ve brought to the B2B world.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Score More Sales

JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Databases of prospective contacts help with your outbound efforts. They even go silent.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

OCTOBER 5, 2011

Find a Container – you need something to keep track of your customers, your past customers, your prospective customers, your vendors, and your strategic partners. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. © Score More Sales 2001 - 2012. Categories. 100 for 100K.

Small Business 176

Small Business Small Business Lead Rank Lead Scoring 176

Score More Sales

SEPTEMBER 22, 2011

My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.]. Categories.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Score More Sales

OCTOBER 20, 2011

It is all about being a good visible publisher with great content – to defy the noise all around and to find your next prospective clients as you build your business or grow your mighty cause. Lori Richardson is the B2B Sales Detective – she writes and speaks about B2B business and helps inside sales teams grow revenues.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

JANUARY 25, 2012

How are they moved forward to closure, and what happens during that “dark phase’ when your once-wonderful prospective customers are not returning your calls or e-mails? This less talked about period is where your prospects live, breathe, and sometimes hide – and during that time many opportunities disappear due to lack of nurturing from you.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

Score More Sales

MAY 28, 2011

Unless you are an amazing writer and content creator to draw tens of thousands of potential prospective customers to your website, you will need to know how to reach out and grow your business. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. © Score More Sales 2001 - 2012.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

Score More Sales

MAY 2, 2011

This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132