Sales Hacker

MARCH 29, 2019

I didn’t capitalize on the big opportunities or devote myself as I should have. After a terrible first month in the 2009 season, I remember being benched and wondering: How many games I would sit out? Study the Success of Others. My baseball career ended one level below my childhood dream of making it to the big leagues.

Strategy 83

Strategy Hiring Call-back Face-to-face 83

The ROI Guy

APRIL 7, 2011

According to IDC’s annual “Tech Marketing Barometer Study”, marketing budgets are recovering with strength in 2011, with an expected 8% annual increase over 2010 levels. This shift is dramatic, with the traditional media spend reduced in half from 2009 to 2010, with expected continued declines into 2011.

Marketing 71

Marketing Social Media Webinar Metrics Media 71

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. In contrast, field sales teams are generally dealing with larger opportunities, longer sales cycles and lower deal volume. To meet these demands, emerging technologies are proliferating and gaining traction.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Pointclear

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. For example, they need to spot market opportunities like places where a company can expand.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Hyper-Connected Selling

JANUARY 7, 2016

This article was originally published on January 9th, 2009. What’s exciting is that we have the opportunity to create change – and we must. I think what is happening in the auto world (on a large scale) is a great opportunity to see what happens when you resist change. Then we’ll talk about it. OK, now we can dive in.

Energy 69

Energy Scale ACT Face-to-face 69

HeavyHitter Sales

JULY 15, 2009

» July 15, 2009. The bad news is you will be swamped with assignments, readings, and studying for tests. USC’s Marshall School of Business   and UC Berkeley’s Haas Business School part time programs (ranked 5 th and 6 th in the nation for 2009 by US News and Report) both cost about $100,000 to complete. October 2011.

Penetration 68

Penetration Journal Call-back Study 68

The ROI Guy

NOVEMBER 14, 2011

According to the 962 respondents, SMB IT spending on hardware, software and services has increased from an average of $108K per organization in 2009, to a planned $143K in the second half of 2011.

Case Study 69

Case Study Marketing Proposal Hiring 69

The ROI Guy

JUNE 3, 2010

spending increase in 2010 compared to 2009, with the largest increases in the government / public sector. As most of this growth in spending is not baked into existing budgets, solution providers have a unique opportunity to connect with these economic buyers, and jump ahead of spending decisions. IDC's latest predictions point to a 3.8%

Campaigns 40

Campaigns Government Marketing Forecasting 40

Vengreso

DECEMBER 19, 2016

LinkedIn performed a study that showed 92 percent of B2B buyers would likely engage with a sales representative who is a known industry thought leader. Mario’s own personal story of how he formed M3Jr Growth Strategies is a perfect example of how establishing yourself as a thought leader can lead to amazing opportunities!

Social Selling 95

Social Selling Lead Rank Lead Scoring LinkedIn 95

The ROI Guy

MAY 3, 2010

The 2010 Gartner / FERF technology study received 482 responses to approximately 50 questions that covered senior finance managers' views of technology. The survey was conducted from late October 2009 through January 2010. More than 74 percent of the respondents were senior financial executives, including CFOs and controllers.

Decision Maker 40

Decision Maker Proposal Marketing Survey 40

HeavyHitter Sales

APRIL 16, 2009

Recession Sales Management: Reassign Accounts » April 16, 2009. A recent study of 4,700 people over a 20 year period found that happiness is contagious. The study also found that misery really doesn’t want company because people seek to surround themselves with happy people. August 2011. Don’t save money, make money.

Penetration 60

Penetration Decision Maker Sales Guarantee 60

OpenSymmetry

JUNE 9, 2016

Motivational – Paying for performance, delivering a significant opportunity and pay differentiation. Such studies are rare and the outcomes showed again the positive impact that SPM technology can have on reducing new plan roll out (75% quicker), reduction in SPM administration (50%) and reduction in overpayments (90%).

Incentives 40

Incentives Incentive Compensation SalesForce 40

Jonathan Farrington

DECEMBER 12, 2012

Sure the economy has made it harder to conduct business and find and close opportunities. A 2009 DI study with 1600 corporate customers showed that customers attributed 33% of lost deals to things they feel were in the salesperson’s control.

Handbook 41

Handbook Call-back Travel Conference 41

Sales Hacker

AUGUST 4, 2020

Matt Rizzetta: It was late 2009. If the answer is no, it’s just a yellow flag and that triggers us as a management team to reevaluate our communication processes, to study where the breakdown might have occurred and to fix it. Science is studying the data, studying the analytics, learning from your losses.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Close.io

DECEMBER 3, 2019

The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. Author : Sam Richter Published : July 9, 2009. To get the most value from the book, it’s best if you read it in chunks. Apply the tips and strategies discussed in one chapter before you move on to the next one.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

LeadFuze

JANUARY 1, 2022

In college, I worked to minimize student loans, and studied business because Im fascinated by it… I am great at new business development. Frankly, there is no right answer to this question, but it’s an opportunity for you to show that your priorities are in the right place. Example answers: 2009 was an awful year.

Hiring 52

Hiring Motivation Follow-up Examples 52

The ROI Guy

FEBRUARY 12, 2010

These applications help buyers understand potential opportunities, and quantify the value that could be derived - in very educational and personal terms. o For 2010, 59% of marketing professionals surveyed plan to increase their spending on content initiatives (as compared to 56% in 2009 and 42% in 2008).

Buyer 40

Buyer Marketing Survey Comparison 40

Insight Demand

MARCH 31, 2017

If we really want to reduce the number of sales opportunities lost to no decision, shouldn’t we also be directing our sales message to Mr. Intuitive, and not just Mr. Rational? The split brain subjects for this study [vii] were ideal, because they allowed the scientists to trick the brain. Why we revert to rational persuasion.

Transportation 20

Transportation Study Journal System 20

The ROI Guy

NOVEMBER 4, 2010

In the early days of IT, product selling was prevalent, pitching products to innovators who were shown a product’s features and functions and then figured out on their own how to apply it to a pain / opportunity. Declining from 2009 is budget allocations and spending for search ads and search engine optimization, as well as display ads.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

JULY 19, 2012

In fact, studies show that on average, we are 2x more likely to avoid risk than pursue gains. Let’s take a quick look at several of the best ways engage: 1) The emotional brain is focused on survival, and as such, it continually scans the environment looking for risks. Illuminate the risks and the old brain springs to attention.

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

SugarCRM

JANUARY 10, 2018

Video Award for Best Series, and 2009 Streamy Awards for Best Comedy Web Series, Best Female Actor in a Comedy Web Series, and Best Ensemble Cast in a Web Series. enabling equal opportunity. After filming the first three episodes in two and a half days, they ran out of money. It’s the great equalizer. All of us are losers in this.

Film 45

Film Distribution SugarCRM Video 45

The ROI Guy

JANUARY 10, 2011

Although Forrester was predicting 8-9% IT budget growth earlier in the year, its latest survey of 2,800 global CIOs and other IT decision-makers, revealed that their predictions, as were others, were overly optimistic, with the vast majority of respondents indicating that their budgets remained the same in 2010 as they were in 2009.

ROI 40

ROI Social Media Decision Maker Survey 40

Sales Hacker

DECEMBER 3, 2018

How a Focus Study Ended in the Switch to MongoDB’s Account Model [23:13]. How did you end up at Mongo back in 2009? Meghan Gill: When I joined MongoDB at the end of 2009, I was the eighth employee. How a Focus Study Ended in the Switch to MongoDB’s Account Model. About Meghan Gill: An Introduction [2:47].

Lead Rank 59

Lead Rank Opportunity Hiring Marketing 59

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 VMware launches new version of ROI / TCO Calculator Virtualization is one of the key cost savings initiatives that IT executives are implementing in order to tighten their belts in these uncertain economic conditions. Gartner CIO Study Highlights Need for Outcome-Base. Time to upgrade that aging SAN?

ROI 40

ROI Social Media Microsoft Media 40

Paul Cherry's Top Sales Techniques

OCTOBER 1, 2009

Date: Oct 1st, 2009. I was particularly impressed with her timely advice in her September 27th, 2009 column, “The Promotion That Got Away,” and I wanted to share some of her helpful suggestions. How do you manage your anger and frustration while working toward the next promotion opportunity? Author: Paul Cherry.

Promotion 49

Promotion How To Pharmaceuticals Training 49

The ROI Guy

DECEMBER 9, 2010

Indeed, early cloud computing case studies reveal the potential for better cost savings, scalability, agility, performance and more. Gartner CIO Study Highlights Need for Outcome-Base. But are these savings and benefits for real and translate to your particular environment? Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Media B2B 40

Green Lead's B2B

MARCH 13, 2013

conference is coming up and they have done some studies on buyer behavior in the market, so I took the opportunity to interview Lisa Gschwandtner , the Editorial Director of Selling Power. And as early as 2009, we started to see companies like Brainshark implement an entire Sales 2.0 technologies. The Sales 2.0 Conference.

Trends 30

Trends Jigsaw Conference Survey 30

The ROI Guy

JANUARY 20, 2011

To address this growing market opportunity, Alinean developed the EMC SMB Virtual Solutions Advisor, a TCO calculator at the heart of this new SMB virtualization marketing campaign. Gartner CIO Study Highlights Need for Outcome-Base. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

MARCH 2, 2009

A recent newsletter from sales and marketing best practices analysts at SiriusDecisions ( www.siriusdecisions.com February 2009; Knowledge Inflection Points) highlights that today’s buyers are more savvy, and gather more information than ever from public sources before they engage sales professionals.

Customer 40

Customer ROI Decision Maker Case Study 40

SalesLoft

JUNE 25, 2019

As SalesLoft expands our presence across the pond , we have been studying the ways in which sales in the UK is different than in the US. I had the opportunity to work for a chap called Simon O’Kane, who was Marc Benioff’s first hire outside of the US. James: It’s something that I’ve noticed while navigating my sales career.

Cold Calling 40

Cold Calling Face-to-face Hiring Call-back 40

Green Lead's B2B

MARCH 13, 2013

conference is coming up and they have done some studies on buyer behavior in the market, so I took the opportunity to interview Lisa Gschwandtner , the Editorial Director of Selling Power. And as early as 2009, we started to see companies like Brainshark implement an entire Sales 2.0 technologies. The Sales 2.0 Conference.

Trends 20

Trends Jigsaw Conference Survey 20

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. Gartner CIO Study Highlights Need for Outcome-Base. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Lessonly

NOVEMBER 20, 2019

Studies across all industries and subject matters show that extrinsic motivators don’t last; they don’t get to the value and integrated levels of intrinsic motivation that lead to long-term results in behavior. Foursquare exploded onto the tech scene in 2009 with hypergrowth fueled by a newfound desire for social networking.

Lead Rank 30

Lead Rank Lead Scoring Face-to-face Motivation 30

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

NOVEMBER 29, 2010

According to SiriusDecision buyer studies, the most favored sources of content during the early stages of b-to-b decision-making are: White papers (64.4%); Peer referrals (51.1%); Webinars (48.9%); Trials or demos (42.2%); Analyst reports (37.8%). Sales teams are being engaged later and later in the sales cycle.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The Sales Association

NOVEMBER 9, 2011

Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. It filled the top of its sales funnels with a ton of potential opportunities. If these ideas worked in the rust belt during the downturn of 2008-2009, they will work for you.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34