Sales and Marketing Management

FEBRUARY 26, 2019

workers has ranged from a low of 26 percent in 2000 and 2005 to the recent six-month high of 34 percent. The executive, a Midwesterner, shared that he had recently traveled to California with his daughter to look at schools. When it was time to pay, the store manager said that morning’s coffee was on him. is 34 percent.

Insurance 120

Insurance Insurance Commission Lead Rank 120

The ROI Guy

DECEMBER 23, 2010

The 2011 CIO priorities survey highlights, in the face of what is generally considered the worst economic period of modern times, the continued focus on doing-more-with-less and IT operations versus supporting growth and innovation. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

JANUARY 25, 2011

Buyer Facilitation versus Selling The majority of B2B sales teams have faced an elongated sales cycle over the past few years. Buyer Facilitation versus Selling The majority of B2B sales teams have faced an elongated sales cycle over the past few years.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

FEBRUARY 4, 2009

Cold, hard decisions are being made on where to trim personnel, hardware and software spending. As the credit crisis continues, organizations have been forced to tighten funding allocations in preparation for a long economic winter. Quite often arbitrary cost-cutting leads to inflated costs in the IT ecology.

ROI 40

ROI Social Media Analysis Microsoft 40

Bigtincan

SEPTEMBER 13, 2021

Now, software integrations and AI-powered search can pull in files across dozens of repositories, read entire files in seconds and organize or serve them quickly and efficiently. Implementing an enterprise content management (ECM) strategy used to be a complex, tedious process. Who can or can’t access the file.

Enterprise 105

Enterprise Enterprise Strategy How To 105

The ROI Guy

DECEMBER 6, 2010

In the face of two economic downturns in the past decade, B2B buyers are more frugal than ever, and even with continued recovery predicted for 2011, a new “age of austerity&# promises to keep buyers seeking proof of bottom-line impact and value from every investment. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

DECEMBER 14, 2005

At least that’s what the attendees at the SIM national 2005 conference in Boston indicate, and many IT professionals applaud the new sentiment. Being a technical professional was once a glamorous and rewarding career path. But that was pre-bubble, pre-outsourcing and pre-offshoring.

Outsourcing Services 40

Outsourcing Services Incentives Incentive Retention 40

Nutshell

JANUARY 16, 2019

The software company I work at had a system slowdown today. You’ve almost certainly had a frustrating experience, maybe with software or maybe something else, when a tool is not working like it’s supposed to. The software I support is, at its core, an efficiency-promoting tool for salespeople. It’s just the worst, isn’t it?

Commence 75

Commence Call-back Software Software 75

SaaStr - Sales Strategy

JULY 30, 2018

Ross : I think probably the biggest evolution, actually, is this understanding that software in a silo isn’t working for businesses. Unsurprisingly, it was one of the event’s most popular sessions — and now, even if you weren’t with us in Paris, you can experience it all for yourself! APIs has become pretty pivotal.

Scale 71

Scale Video Hiring Enterprise 71

SaaStr - Sales Strategy

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Welcome to Episode 214! As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support.

Scale 81

Scale Enterprise Enterprise Oracle 81

The Spiff Blog

JUNE 1, 2023

In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ). In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ).

Commission 77

Commission Compensation Cancellation Strategy 77

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. Imbalance is okay.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

JUNE 30, 2020

This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. Andrew is a career salesperson, but he’s also a lecturer at Northwestern University’s Kellogg School of Business. He also runs a company called Habits at Work, and that’s really what we’re going to be talking about. We’re on iTunes.

How To 78

How To Call-back Meeting Conversion 78

LeadFuze

AUGUST 5, 2021

Every link has been tested, every post suggested for you to read is recent to 2018. Bloggers are adroit wordsmiths able to paint a powerful picture that actually serves to bring value to our work lives. We all like it when a blogger makes us feel clever like we’ve learned something new, something useful. It is, in many ways, writing out loud.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

The ROI Guy

SEPTEMBER 9, 2010

Simply put, its a race to see who can develop a selling system that allows client-facing people to add more value to clients, at every interaction. If you are a sales enablement professional you have to attend this event to learn how these changes will drive demands and shape investments. Value selling is an imperative.

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

The ROI Guy

SEPTEMBER 17, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Most important, is that the Leaders indicate the importance of a dialogue with buyers.

ROI 40

ROI Social Media Ideal Customer Profile B2B 40

The ROI Guy

SEPTEMBER 10, 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. Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul?

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 16, 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. So how much is spent on sales enablement?

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 28, 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. Tuesday, September 28, 2010 Do White Papers Still Engage?

ROI 49

ROI Social Media Vendor Buyer 49