The Ultimate Sales Executive Resource

AUGUST 14, 2009

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. This figure actually has risen over recent years. In 2006 only 40% of the leads were self generated.

Leads 40

Leads Marketing Qualified Lead B2C Buying Cycle 40

The ROI Guy

JANUARY 25, 2011

Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

SEPTEMBER 3, 2010

Sources: 1) New Realities about B2B Buying, Jeff Ogden, SandHill.com Blog, Jun. April 2009. 2) Make the Case for Change - Buyers are inclined to not make significant investments or changes in a time of austerity, and as a result, sales needs to be armed with the tools to “make the case for change”.

Sales Enablement 40

Sales Enablement Face-to-face Buying Cycle ROI 40

Jonathan Farrington

JUNE 8, 2013

The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”. Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts.

Face-to-face 47

Face-to-face Inside Sales Telemarketing Influencer 47

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Content may indeed be King to the Internet fueled buying cycle.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

SEPTEMBER 3, 2010

According to sales and marketing analyst firm SiriusDecisions, “Successful reps know that establishing credibility and providing value to a prospect or customer throughout the buying cycle is the difference between closing the deal and losing it. April 2009.

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Media 40

Media Marketing Advertising Advertising 40

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

JANUARY 17, 2011

Providing the decision support early in the buying cycle is essential to engagement success- illuminating issues, identifying improvement opportunities and delivering strategic roadmap recommendations. Forrester: Understand and Drive Outcomes for Sales.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

OnePageCRM

MARCH 8, 2017

Then on 1st September, 2009, they added a free tier to their offerings: 500 subscribers (now 2000) for free, and within 1 year, they grew to 450,000 users. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Zoominfo

MARCH 21, 2018

Although effective, many B2B marketers have a difficult time incorporating case studies into their blogging strategy—because, traditionally, case studies are bottom-of-the funnel-content, used to convert prospects in the later stages of the buying cycle.

B2B 191

B2B Case Study Top of Funnel Lead Rank 191

OnePageCRM

MARCH 8, 2017

Then on 1st September, 2009, they added a free tier to their offerings: 500 subscribers (now 2000) for free, and within 1 year, they grew to 450,000 users. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 28, 2010

Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions.

ROI 49

ROI Social Media Vendor Buyer 49

The ROI Guy

SEPTEMBER 17, 2010

Todays buyers are challenged, suffering from Information Overload and Frugalnomics, and are changing buying cycles through Internet fueled decisions. Most important, is that the Leaders indicate the importance of a dialogue with buyers.

ROI 40

ROI Social Media Ideal Customer Profile B2B 40