CIOs are from Mars, CFOs are from Venus

The ROI Guy

According to recent Gartner / Meta Group polls of the top CIO Priorities for 2005, three of the top five goals are related to proving and improving the returns from IT investments. Of note, these resources are unique in their frequent lack of technical background, experience and training. Implement financial and tools training 5. Meta Group Top CIO Priorities for 2005: 1.

The ROI for Information Lifecycle Management (ILM)

The ROI Guy

reported that fewer than 6% of organizations had purchased and implemented ILM software packages in late 2004, but more than 50% are planning on purchasing them in 2005 and 2006. Most organizations that can migrate 50% or more of their data to less expensive media can easily justify the investment in hardware, software, training, systems administration, and support to implement and maintain ILM software packages.

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The ROI of Business Intelligence

The ROI Guy

According to 2005 research by Accenture, 15% of companies are at the proof-of-concept stage with BI, 22% are engaged in a pilot, and 36% have committed to one or more solutions. Reduce the impact of employee turnover and need for training by unlocking islands of information and analytics in proprietary Excel spreadsheets and standardizing on a BI platform. Companies have spent millions on transactional systems to help automate key business processes.

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Its not just about the Technology; IT Professionals Really do Matter

The ROI Guy

At least that’s what the attendees at the SIM national 2005 conference in Boston indicate, and many IT professionals applaud the new sentiment. Improve staff retention, training, incentive and career advancement – unfortunately, most CIOs have been focused on the reducing costs and not providing people leadership by improving morale and working conditions. One of the new top priorities for CIOs is people.

The ROI of HR Self Service Applications

The ROI Guy

Training registration ? Improve Employee Retention – reduce employee turnover and eliminate associated costs for recruiting, hiring and training new employees, as well as the indirect productivity or business loss typical to get a new employee up to speed. Here are a few suggested HR applications you may wish to consider for self-service enablement Employee self-service applications ? Retiree services ? Paid time off requests ? Electronic paystubs ?

The Benefits of Business Intelligence

The ROI Guy

Reduce the impact of employee turnover and need for training by unlocking islands of information and analytics in proprietary Excel spreadsheets by standardizing on a BI platform 11.

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The ROI from CRM

The ROI Guy

User training and learning time. Poor user adoption -- Ease of use and adequate training are essential. Weak or incomplete training almost always raises support costs. Getting analysts to agree on the potential returns of CRM is nearly impossible.

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Second Wish: Consolidation and standardization for all.and for all a good night.

The ROI Guy

And management and support costs can be drastically reduced and training costs lowered. Every executive in small and medium-sized businesses wants to do more, but have it cost less…unrealistic expectations are what makes SMBs tick! And no one knows this more than SMB IT executives, who are often handed caviar dreams, but with a biscuit and gravy budget. Some things won't ever change, no matter how good we've been all year and even if we've made the top of the nice list!

Holiday Wish 1: On-demand CRM Solutions

The ROI Guy

Being that the holiday season is upon us, its time for wish lists - and for small and medium business executives, there are no shortages of priorities to address. This week I’ll address what I feel should be the tops of any IT wish list for your organization. Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives.

Do You Need Training Even While You are Still Making Sales?

Jeff Shore

I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. And then when the market dips, I get training requests to help teams “Get back to basics.”. The post Do You Need Training Even While You are Still Making Sales?

9 Valuable Entrepreneur Training Courses That You Can Take For Free Online

Hubspot Sales

Originally held in 2005, this one-week program from MIT’s Sloan School of Management is now partially available online. The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online.

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Pharma sales – it’s a different world

Sales Training Connection

nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just 26%. This all means how Pharma sale reps are selected and trained will need to look strikingly different as the future unfolds. Pharma sales. Pharma sales reps in the U.S.

The Death of Traditional Sales Coaching


Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue.

Zig Ziglar's Legacy to the Sales World

Understanding the Sales Force

Today, motivational speaking has evolved to include sales and sales management training and coaching, sales consulting, sales force development, sales enablement, sales and sales leadership training and coaching, sales infrastructure and sales architecture.

The Death of Traditional Sales Coaching


Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. In 2005, the typical sales performance distribution of an organization exhibited a 10/80/10 distribution (bottom/middle/top) or the 10-80-10 rule.

A Modern Take on Sales Coaching


To say the state of sales today is radically different than it was in 2005 would be an understatement. Today’s salesperson is different than the GenX salesperson of 2005. A 2005 Salesperson valued compensation above all else. By : Rob Jeppsen. 6 min read.

Midsize Business Optimistic

Score More Sales

The National Association for Business Economics (NABE) predicts the strongest GDP growth since 2005. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

The Pen Now Directs More Sales Leads

Increase Sales

Having engaged in content marketing since April of 2005 when I placed my first articles over at Ezine Articles , I have found this type of marketing far easier for me and far more beneficial respective to being able to increase sales. Sales Training Coaching Tip: Content marketing is aligned to education based marketing and is considered inbound marketing. Credit We all have heard or read “the pen is mightier than the sword.”

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The Secret to Sales Rep Motivation

Steven Rosen

The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. Train your sales managers to teach them how to be great coaches. By Steven A. Rosen.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

If you were sent to any of the wars we have witnessed in the past century – WW2, Vietnam or Iraq and you had never been trained in battle, how would you go? Some choose to train their army and some choose to not make it a priority at all.

Tom Brady, Aaron Rodgers, and Sales Success

Score More Sales

He was the 24th pick in the 2005 NFL Draft instead of one of the top few picks the media talked about. photo courtesy of sportsreport360. Does anyone doubt your potential success in selling? Do you doubt it yourself? When I was a new sales professional I did question myself a lot.

The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

While sales training is important, it’s only the beginning – and many sales reps forget the best practices and fine details they learn in training as time goes by. Since those days, the market has evolved into a robust industry with multiple types of platforms that include features like micro prescription of content, predictive delivery of content, content engagement analytics, automated proposals, coaching and training, and more.

Where to Find Women B2B Sales Experts

Score More Sales

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

Inbound marketing is a term coined by Hubspot in 2005 to refer to making yourself easy to be found on the web. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams.

The Best Thing That I Ever Did for Myself

Adaptive Business Services

From then until 2005, just about my entire career was in management and ownership positions. In 2005 I was in a different stage in my life and, while I new that I wanted to sell, I also knew that I did not want to be managed. I started my B2B selling career in 1977.

LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I invited LinkedIn co-Founder Konstantin Guericke to speak at a technology dinner put on by the MIT Enterprise Forum in Seattle in 2005. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers.

Building Culture to Increase Profits

Your Sales Management Guru

These costs include not only salary, but benefits, lost sales/profits, time of management support, training costs, and in many cases lost market presence and bad company image with repeated new salespeople calling on the same accounts (if you want the entire formula, send me an email and I will send it to you: ). They surveyed 2,400 workers and compared a study from 2005 to 2010 showing the percentages of discontent. Ages 2005 2010.

The 3 Ways Experienced Sales Reps Typically Fail.

MJ Hoffman

I asked a group of salespeople I was training to describe the purpose of an email subject line. If it were 2005, that would have been a great response.

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

I asked a group of salespeople I was training to describe the purpose of an email subject line. If it were 2005, that would have been a great response.

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Now That You Have a Sales Process, Never Mind

Understanding the Sales Force

In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology. Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales.

60,000 Unique Visitors Means Nothing – Part 2

Increase Sales

Sales Training Coaching Tip: If your specific small business Internet advertisement is not visited, it does not matter if the page has all the social media links. However, over time, the unique visitors have increased from 250 in July of 2005 to 3,503 in July of 2010 to 9,620 in July of 2013.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

In 2005, just two years after DiscoverOrg was launched, a client contacted us with a request: “We love what you do in midmarket and enterprise companies, but need support for our small-business and start-up efforts, too. We hired and trained a research team. A haystack is only as valuable as the number of needles inside it, and often, a bigger haystack just means … more hay. In DiscoverOrg, it’s nothing but needles.

Becoming a Master Networker – Power Partners

Adaptive Business Services

In 2005 I resigned from my last management job. This meant training people for a one-off project and it also meant giving over a certain degree of control. Let’s talk a bit about power partners. Power partners are the secret sauce of the networking world. They can and should be a subset of every networking type group that you belong to and particularly in any leads group. They also function as a standalone networking resource. I’ll start with a true story. .

5 Motivational Sales Stories to Read for Inspiration


Before he founded Xactly Corporation in 2005 with Satish Palvai, Christopher Cabrera, worked at a different organization as SVP of operations. Soon, Luna began hosting online trainings that offered marketing advice to entrepreneurs. Working in Sales is no easy game.

Rejection - Why it is the #1 Enemy in Modern Selling

Understanding the Sales Force

It''s my favorite series, and I''ve been adding to it since the inception of this Blog in 2005 when he was 3. Sales training will not make rejection related weaknesses disappear. With most training, the salespeople are given new words to use but still have the weakness.

Dogtopia: Everything You Need to Know About This Franchise

Hubspot Sales

Dogtopia opened in 2002 and has been franchising since 2005 and is the United States' fastest growing pet franchise. Support and Training. The franchise offers a three-part training program where you'll receive both classroom and in-store training.

I’m Not That Good of a Salesperson

Adaptive Business Services

I did have a life-changing event in 2005. The result of all of this is that I have not made a cold call since 2005. I was trained in the 70’s by a company who regularly won awards for the best sales training program in the industry. The post I’m Not That Good of a Salesperson appeared first on Social Sales Training & Strategies. I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust.

Hiring The Right People Improves Sales Success

Anthony Cole Training

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Best in Class Sales Training.

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5 Sales Pitch Examples Too Good to Ignore

Hubspot Sales

We change the way organizations communicate their video content through onboarding, training, and knowledge sharing as well as externally through sales, marketing and customer support. The Xactly advantage is that we’ve been in the cloud since 2005.

Becoming a Master Networker – Series Intro

Adaptive Business Services

At the same time, these articles will become a foundation for training sessions for our current and future members. I had left my last management job in 2005 and had taken some time off to get some personal issues under control. When I first began to write, it was on NetWorks! Boise. Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! Since NetWorks!