Sales Hacker

DECEMBER 14, 2018

As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday. And sometimes, a discount is just a discount, and you should grab it while it’s hot and save that money.

Discount 65

Discount Software Software Vendor 65

The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness? So why are the sales enablement investments not paying off?

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Reduce discounting and increase deal size for direct sales by 20% or more by migrating sales from features, function and price selling to business value selling.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

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

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Sell value vs. price - Traditional sales professionals focus on price, and therefore leave the discussion open to discounting. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40