The Pipeline

APRIL 11, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

Hubspot Sales

FEBRUARY 21, 2023

This was confirmed by a 2009 study that found the biggest factor for impactful coaching was the learner's willingness to be coached. A candidate with high coachability will reflect, self-diagnose, and propose improvements. What makes coaching so effective? Surprisingly, it's not the actual tools or techniques that do the trick.

Hiring 97

Hiring Coaching Face-to-face Exercises 97

Pipeliner

JANUARY 18, 2021

That way salesperson understands the client’s issue more clearly and can propose a solution that has a much higher value to the client. Hyundai is an excellent example of a company that managed to double its car sales during the 2008/2009 recession.

Video 98

Video Proposal Intent Report 98

The Pipeline

JULY 4, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Chorus.ai

MAY 7, 2020

Tom’s team runs competitions around opportunities generated in the pipeline, proposals on a daily and weekly basis. How long is it staying at demo or proposal? It’s similar to 2008 or 2009. Even so, Tom said 2009 was one of his biggest years. “I “We’re mixing up the teams and running multiple incentives at the same time.

Ideal Customer Profile 62

Ideal Customer Profile Campaigns Pivotal Energy 62

The Accidental Negotiator

MARCH 3, 2023

A good example of this is all the way back in 2009 when Chrysler was on the brink of collapse. The failure of Treasury Department lawyers to address in the original 2009 bailout deal how the value of Chrysler should be determined can be considered a $4.5 billion drafting error.

Negotiation 52

Negotiation Intent Face-to-face Government 52

Selling Essentials RapidLearning Center

FEBRUARY 16, 2022

If I proposed to tell you in this blog post that as a salesperson, you need confidence, you’d be absolutely justified in navigating away to something more interesting. 2009) Why Confidence Matters More Than Expertise. What I can tell you today, though, is more interesting than that. New Scientist, Vol. 202, Issue 2711, 15.

Journal 59

Journal Face-to-face Study Research 59

Igniting Sales Transformation

MARCH 21, 2018

Have you ever found yourself in a sales situation when you got through the sales cycle, presented your proposal, and your prospect says “I need to take this to my boss.”? Finally, we talked about what to do when you get to the end of the sales cycle and your proposal seems to hang out there and age like fine wine. Enjoy the interview!

Opportunity 63

Opportunity Microsoft Real Estate Sales Cycle 63

Customer Centric Selling

DECEMBER 1, 2014

He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. For example, picture this: You engage with a prospect that simply says, “Prepare a proposal with pricing and have it to me by Monday. We need to make a decision.”

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

Jeff Davis

JANUARY 18, 2017

I have only been active on the B2B marketing & sales scene since 2009, but there is one aspect that has always challenged me: why does it seem so tremendously complex to end this war between B2B marketing & B2B sales? Aurélien has been working in the B2B Software Industry since 2009.

Hiring 48

Hiring Marketing B2B B2C 48

SBI

SEPTEMBER 23, 2011

­UNDERCOVER BOSS was CBS’s Emmy-nominated #1 new series of the 2009-2010 season, averaging 17.7 Thus my proposal. million viewers. Its premiere episode ranks as the biggest new series premiere since 1987 and the most-watched premiere episode of any reality series. Clearly they’re on to something. One thing is clear.

Marketing 87

Marketing Film Intent Proposal 87

Sales Hacker

AUGUST 14, 2020

But cost pressures from the recession of 2009 forced the company to ask for a renegotiation with its provider. Once you’re as informed as possible, use it to write a great proposal. Health plan provider prepares their team to renegotiate. The response? …A price reduction of less than 2%.

Telecommunications 118

Telecommunications How To Film Study 118

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. The Bottom-Line Even though good economic news is hard to come by, SMBs might represent the one bright spot for IT vendors in 2012.

Case Study 69

Case Study Marketing Proposal Hiring 69

The ROI Guy

MAY 3, 2010

The survey was conducted from late October 2009 through January 2010. Already a growing trend since the bursting of the tech bubble in 2001, more senior financial IT decision making means that proving the value of proposed projects, and quantifying bottom line impact is more important than ever. This trend we term "Frugalnomics".

Decision Maker 40

Decision Maker Proposal Marketing Survey 40

The ROI Guy

SEPTEMBER 21, 2010

in 2010 compared to 2009 levels. This is quite a change from 2009 budgets, which declined 8.3% To fight budgeting and planning Frugalnomics, marketing leaders need to do a better job convincing frugal executives to spend more on marketing , and proving quantifiable ROI from proposed spending increases and executed campaigns.

Revenue 40

Revenue Marketing Vendor Survey 40

The ROI Guy

APRIL 14, 2010

trillion in 2009). Solution providers must now begin to plan for a ramp up in customer discretionary budgets, and proactively propose projects, even if current budgets are "locked down" and priorities already set. trillion in 2010, (growing from $3.2

Forecasting 40

Forecasting Proposal Networking Software 40

The ROI Guy

OCTOBER 21, 2009

According to Gartner’s latest research, the IT industry is exiting its worst year ever in 2009, as worldwide IT spending is on pace to decline 5.2 Now more than ever, IT solution providers have an opportunity to help IT executives make the business case for proposed projects by collaborating with them on business case development.

ROI 40

ROI Proposal Vendor Forecasting 40

Factor 8

JANUARY 9, 2020

Consider the terms “Tech Stack” and “Sales Enablement” weren’t even terms in 2009. I humbly propose that we look at the next ten years as our opportunity. Doubtful this was big? The outcome? Sales leadership, marketing leadership, and our customers expect more from our sales departments. Not customers. Our chance. Our decade.

Hiring 36

Hiring Call-back Inbound Lead Rank 36

The ROI Guy

JANUARY 13, 2010

In Gartner's 2010 trends report, Daryl Plummer, managing vice president and chief Gartner fellow indicates that "For many organizations, the economic and budgetary challenges of 2009 drove important changes in the general governance of IT investment decisions, accelerating the trend toward greater accountability and transparency.

Vendor 40

Vendor Fashion Government Trends 40

The ROI Guy

NOVEMBER 4, 2010

From the research, IDC indicates that vendors should invest in content, tools and support to help buyers proactively identify and frame their issues / opportunities and quantify the benefits and value of proposed solutions in order to prove contributions to growth, savings and bottom-line impact.

ROI 45

ROI Buyer Buying Cycle Social Media 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

The ROI Guy

FEBRUARY 12, 2010

With less money to spend on proposed projects, spendthrift executives have grown skeptical of B2B solution provider pitches and claims. 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). The survey results can be found at: [link].

Buyer 40

Buyer Marketing Survey Comparison 40

The ROI Guy

MAY 12, 2010

If you can tie proposals to quantified reductions in operating costs and reallocation of budget to reduce the innovation gridlock you can help solve this struggle and be a gridlock busting hero. This is a problem they feel deeply, but don't know how to solve. Reducing keeping the lights on operations can free more budget to innovations.

Face-to-face 40

Face-to-face Survey Commission Study 40

The ROI Guy

JULY 19, 2012

However, using a logical sales and marketing approach, you can Fight Frugalnomics and drive success: 1) First, to break through the noise, you need to be provocative - presenting hard facts and logic that spur the “do nothing” buyer into action, and help prioritize your proposal over everything else the buyer has on their plate.

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

The ROI Guy

SEPTEMBER 3, 2010

According to Randy Perry, VP Business Value Selling at IDC, “Today's buyers are more conservative than ever, and over 90% now demand that every proposal provide quantified bottom-line impact.” April 2009. There is a cost to doing nothing, but sales professionals need to be armed with the tools to quantify these costs.

Sales Enablement 40

Sales Enablement Face-to-face Buying Cycle ROI 40

The ROI Guy

JANUARY 5, 2011

Advice> Sales professionals need to be armed with interactive business case tools to assess the cost of doing nothing, quantify the benefits of proposed solutions for each stakeholder, and tally the return on investment (ROI). April 2009. driven by customer's "enterprise-wide strategic procurement initiatives.

Sales Enablement 40

Sales Enablement Buyer Buying Cycle Lead Rank 40

The ROI Guy

SEPTEMBER 29, 2010

Looking at the top three technology publishers: IDG generated 43% of its revenue from print in fiscal year 2008 and 39% in fiscal year 2009. In the recent BtoB magazine article, " Tech Media Evolution a Bellwether ", the major technology publishers were examined to understand how quickly the shift to interactive marketing was occurring.

Media 40

Media Marketing Advertising Advertising 40

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

Sales Training Advice

DECEMBER 31, 2009

© 2009 Kelley Robertson, All rights reserved. __ Kelley Robertson, sales trainer & author of The Secrets of Power Selling helps sales professionals close more sales with less effort. By Clayton Shold I Propose: Help Writing Sales Proposals By Kelley Robertson Handling Tough Questions By C.J.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

Hubspot Sales

SEPTEMBER 15, 2023

Once a lead is entered, you can nurture the lead with email proposals, calendar scheduling, and proposal and contract management to seal the deal. Family-owned since 2009, Less Annoying CRM designs its simple pricing and interface for small businesses and solopreneurs. P rice : Free 2. Price : $15 a month per user 3.

Small Business 102

Small Business Small Business Software Software 102

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? Money for Nothing, and Projects for Free How to Freeze a Market: Vista Obscures the View Another survey indicates IT budget cuts in 2009 How TCO is a common sense sales and marketing Tool. Forrester: Understand and Drive Outcomes for Sales.

Microsoft 40

Microsoft ROI Licensing Social Media 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

The ROI Guy

JANUARY 25, 2011

By not engaging early, sales is left responding to proposal requests versus helping to set strategy and recommend solutions – a sure recipe for smaller deal size and less competitive advantage. As a result, sales is being invited later into the decision making process, if at all. Forrester: Understand and Drive Outcomes for Sales.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). Even with a continued recovery and more financial optimism, the shift to frugality is fundamental and permanent.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

OCTOBER 11, 2010

This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels. For marketers, the news is good overall.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

The ROI Guy

DECEMBER 6, 2010

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases. Even with a continued recovery and more financial optimism through 2011, the shift to frugality is fundamental and permanent.

ROI 40

ROI B2B Social Media Buying Cycle 40

The Sales Association

NOVEMBER 9, 2011

Once in a while, the strategy paid off, and they got a call back with an invite to meet and offer a proposal. If these ideas worked in the rust belt during the downturn of 2008-2009, they will work for you. The reps spent a ton of time driving from location to location dropping off materials (brochures, discount vouchers, etc.)

Cold Calling 34

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