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. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

Score More Sales

FEBRUARY 16, 2012

People Skills Grow B2B Sales While Tools Make It Easier. Some of my sales colleagues would hand-write on the tabs of the file folders and add tabs to hanging folders– these tools were our “lifeline” to keeping track of potential sales opportunities and all our connections. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

The ROI Guy

OCTOBER 11, 2010

For example, an IDC survey of technology marketers revealed that 2010 revenue grew at a healthy 5.8% For example, we see many firms that have neglected lead handling operations, launching marketing campaigns, but not having an adequate back end system to centrally capture and nurture the leads to close.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

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DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. How can our earlier scenarios improve with tools? Determine how you can benefit from people, process, tools, skills, and a little inspiration. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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FEBRUARY 8, 2012

CRM Is the Tool and Sales Follow Up Is Key. The same is true with any cloud-based (SaaS) tools to help you in your business – they must be used, and used properly for you and your company to benefit. We need to bring the value of the tools – whatever they are – to the sales reps and show them what is in it for them. Consulting.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

SBI Growth

NOVEMBER 24, 2013

True Story – How I learned to execute Sales Enablement on a field ride in 2001. In 2001 I was an Account Supervisor at VML, a marketing agency. For example, here are Rex’s top 3 drivers for usage of sales enablement materials; •Ease of implementation (time & effort). We get frustrated that we have to ‘sell’ them.

Marketing 316

Marketing Decision Maker Sales Enablement Transportation 316

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FEBRUARY 22, 2012

As a mid-market company, you likely do not have as many formalities such as written sales processes and a clear set of tools to help you build revenues. This becomes the foundation for scalability and in training new reps. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Sales Tools.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Score More Sales

NOVEMBER 3, 2010

Score More Sales is a sales organization that helps B2B companies add 15-65% in “net new” sales. . --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. example: tid = 123. Sales Tools.

Lead Rank 226

Lead Rank Lead Scoring Revenue Lead Nurturing 226

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JANUARY 31, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

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AUGUST 31, 2011

Look for an upcoming series on specific tools and strategies using the Salesforce platform to grow revenues. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. © Score More Sales 2001 - 2012. Consulting. Categories. 100 for 100K.

Lead Rank 173

Lead Rank Lead Scoring SalesForce Lead Nurturing 173

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OCTOBER 5, 2011

Nothing Can Grow Your Small Business Sales Like Great Process and Tools. So let’s get you some processes and tools to run your small company like a major corporation (without all the red-tape and scandals). We do not get anything to recommend these tools – we find that one or the other work best for most of our clients.).

Small Business 176

Small Business Small Business Lead Rank Lead Scoring 176

Score More Sales

SEPTEMBER 19, 2011

That means over the last 12 years, amazing tools and capabilities have surfaced – especially with the advent of low-cost cloud computing – to help you track sales opportunities, prospective customers, and actual customer information. Pingback: Sales techniques | Sales techniques Sales tips and sales training | Sales Techniques.

Lead Rank 247

Lead Rank Lead Scoring LandSlide Top of Funnel 247

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SEPTEMBER 22, 2011

Lori Richardson speaks, writes, and trains sellers and sales teams on tactical ideas to grow revenues. Next post: Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! example: tid = 123. example: tid = 123. Example: prod = prod1|prod2. Sales Tools.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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JUNE 17, 2011

If you work with human resources, try SHRM – for example). Send an email to lori at scoremoresales (dot) com to receive our Sales Pipeline Tool at no cost to you. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. Consulting.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

Score More Sales

FEBRUARY 16, 2012

Previous post: People Skills Grow B2B Sales While Tools Make It Easier. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. example: tid = 123. example: tid = 123. Consulting.

Lead Rank 135

Lead Rank Lead Scoring B2B Top of Funnel 135

Score More Sales

JULY 20, 2011

example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. 15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. Need more sales revenues?

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

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FEBRUARY 3, 2012

Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Next post: CRM Is the Tool and Sales Follow Up Is Key. example: tid = 123. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 161

Lead Rank Lead Scoring B2B Top of Funnel 161

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NOVEMBER 22, 2011

Once you find the right people to help expand your thinking on selling, what tools and assessments are you using in the business? Top Sales Awards has nominations for ten top sales assessment tools, and also for top sales tools and top sales websites. example: tid = 123. Example: prod = prod1|prod2. Sales Tools.

Lead Rank 185

Lead Rank Lead Scoring Resources Webinar Metrics 185

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SEPTEMBER 7, 2011

Selling on steroids, sellers everywhere, no sales tool left behind – it was all so much to do and see! We will have a follow up post all about the tools that we saw at Dreamforce for small businesses – which is a subset of the 300+ vendors there. example: tid = 123. Example: prod = prod1|prod2. Sales Tools.

Lead Rank 176

Lead Rank Lead Scoring Jigsaw Top of Funnel 176

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JANUARY 3, 2012

To use a CRM, or Contact Relationship Management system well – you need more than tools – you must have a way – a process and a methodology – to do the following things we will be talking about to grow revenues. You MUST have tools that can: help you find and /or attract prospects. Trigger Alerting tools.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

The ROI Guy

MAY 4, 2006

But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. Third party research and tools seem to help with the skepticism, as well as vendors providing the analysis in a collaborative and cooperative fashion.

Marketing 40

Marketing Vendor ROI Survey 40

Score More Sales

AUGUST 11, 2011

Explore social tools, and – create a plan. Meet and know intentional connectors – they can refer many people / businesses your way. . --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. example: tid = 123.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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FEBRUARY 14, 2012

From a business standpoint, you can fall in love with the process, methodology, and tools you use to build sales – because your mastery will result in you growing sales. Previous post: CRM Is the Tool and Sales Follow Up Is Key. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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JANUARY 12, 2012

Beyond gaining access, Michael speaks, trains, and consults Fortune 500 organizations (as well as smaller companies) on what to say once you gain that executive access – and a great sales process to bring the opportunity all the way through to closure. example: tid = 123. example: tid = 123. Example: prod = prod1|prod2.

B2B 143

B2B Top of Funnel Decision Maker Lead Rank 143

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JUNE 21, 2011

Full disclosure: I read very little fiction in general – there, I said it.). . --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. example: tid = 123. Example: prod = prod1|prod2. Sales Tools.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

Score More Sales

NOVEMBER 1, 2011

We’d certainly enjoy your thoughts, stories, tips, and tools to help others stand out in the crowd, above the noise, and in amazing ways. Lori Richardson speaks, trains, and mentors inside sales professionals as well as all sorts of B2B sales teams and business leaders to grow revenues. example: tid = 123. Sales Tools.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

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OCTOBER 31, 2011

As for the GHOST I mentioned, that would be the Ghost CEO (Christopher Flett) who hails from Vancouver, BC and consults, coaches, and trains women entrepreneurs throughout North America to be great. Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Sales Tools.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

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JANUARY 17, 2012

A pipeline tool is needed for leadership to be able to have a snapshot view of what reps are working on at any given time. Look for tools that are simple to put in place for your team, and that offer the reporting capabilities you need to understand success rates. Are you aware of the research capabilities just in Twitter, for example?

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

MARCH 6, 2012

Another example of the value of this book is when Mark lists out his 12×12 strategy for prospecting – it is a valuable takeaway from reading the book. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. Consulting. Categories.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

Score More Sales

DECEMBER 30, 2011

Great sales and marketing aggregator sites like Focus Top Sales World Smart Selling Tools The Customer Collective Salesopedia Eyes on Sales. My colleagues in B2B sales training, coaching, speaking, and writing – more about you soon. Previous post: Refine B2B Sales Process in 2012 With Tools and Attitude.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

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FEBRUARY 29, 2012

You need the right tools to manage these contacts and ensure the most important ones are surfaced to you when they matter.” – Connected. Note that “knowing what you do” is fluid – you need to talk to referrers quarterly to learn what they are up to and to give specific examples of how you add value to your clients. Consulting.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

Sales Hacker Training

DECEMBER 8, 2020

I can tell you from personal experience, 6sense is a really, really cool and powerful suite of technology tools and also just a great company. And back then at that time, this was around 2000, 2001, everyone was freaking out about the millennium bug, if you remember that, I’m sure you do. Go to 6sense.com/saleshacker.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Score More Sales

FEBRUARY 25, 2012

example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. Of Value Propositions and Elevator Pitches for B2B. by Lori Richardson on February 25, 2012.

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

Score More Sales

MAY 8, 2011

example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. Gain Ways to Enjoy Prospecting and Donate to Japan. by Peter on May 8, 2011. Categories.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

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JANUARY 19, 2012

example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. B2B Sales Podcast With Michael Boylan on Value Propositions. Categories. 100 for 100K. Sales Tips.

Lead Rank 138

Lead Rank Lead Scoring B2B Top of Funnel 138

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JANUARY 24, 2012

For example, Keller and Berry propose five attributes of influencers: Activists: influencers get involved, with their communities, political movements, charities and so on. example: tid = 123. Example: prod = prod1|prod2. Example: prod = prod1|prod2. Example: cat = cat1|cat2. Sales Tools. Consulting.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

Score More Sales

SEPTEMBER 17, 2010

Visit the site for webinars, articles, tools, e-books and more. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Webinar Metrics 120