The Pipeline

MARCH 31, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Events can include change in personnel in an account, a competing vendor; change in regulation; mergers and acquisitions; regulatory; economic and more.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

MAY 20, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. So having been that guy… Too many sales people show up as a self proclaimed expert because they went to a vendor sales program. August 2010.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Sales Hunter

FEBRUARY 13, 2012

Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Sales and Marketing Management

AUGUST 14, 2017

Have already researched multiple vendors. He wrote “CustomerCentric Selling” (Second Edition) published by McGraw-Hill in December 2009, which introduces the new needs of selling in a buyer-driven world. If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

The Pipeline

JANUARY 16, 2012

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 214

Pipeline Hiring Cold Calling Lead Rank 214

No More Cold Calling

JUNE 6, 2019

That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. In fact, tradeshow vendors are often the most egregious abusers of technology. You’re actually going to have to turn off your phone and discover all that is human around us.”

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

The Pipeline

JULY 19, 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 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The ROI Guy

MAY 22, 2009

Says Forrester vice president Andrew Bartels, "Vendors should get prepared by investing in research and development and focus on building the proof points, case studies, and success stories about how their technology solutions have helped businesses." " [link] How to fight back?

Case Study 40

Case Study Vendor Study Research 40

The Pipeline

APRIL 15, 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. Not really.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Jeff Davis

NOVEMBER 16, 2018

via Mary Shea ) 62% of B2B buyers say they can now develop selection criteria or finalize a vendor list - based solely on digital content. Buyer group stakeholders has increased by 75% (2009 - 2017) because buyers want to mitigate risk more and more before making a purchasing decision.

Sales Enablement 88

Sales Enablement Conference Buyer Vendor 88

Pointclear

JANUARY 15, 2013

Are you looking for a vendor or a partner? However, if you look closely at each element on the list below, I believe you will be able to tell which companies are likely to be true partners and which will end up being vendors. Large call center and security software company—since 2009. The word “partner” is critical.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MAY 23, 2011

Over the last two years, we published reports on the data coming from compiled data vendors. Have a look at the reports here: 2009 and 2010. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages.

Resources 160

Resources Marketing B2B Study 160

SBI Growth

SEPTEMBER 6, 2012

In 2009, Steve was brought in by its ownership group, Oncap. Our margin increases were coming from cost cuts and vendor renegotiations rather than increased sales.”. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

No More Cold Calling

DECEMBER 7, 2017

We become vendors waging pricing battles, rather than reputable salespeople solving problems for our buyers. In 2013, the #1 issue was enhancing lead generation (48.9%) The top sales effectiveness priority going into 2009 was optimizing lead generation. That buyer behavior impacts our ability to make quota while dwindling our profits.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI

AUGUST 13, 2013

In 2009, there were 800,000 inside sales departments. They’re sick of vendors describing themselves in the exact same way. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. They are risk averse.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

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

OpenSymmetry

MAY 23, 2016

Have a rigorous vendor selection process – This is a multi-year investment, requiring the right planning upfront to identify those critical differentiating use cases helping to guide you to the optimal solution. The 2016 Sales Performance Management Vendor Guide. About the Author.

Territories 40

Territories Vendor Incentives Incentive 40

Fill the Funnel

AUGUST 26, 2010

Internet Radio Reviews – Learn about the features of selected web tools directly from the vendor. Register below and receive the following: eBook of the 2009 edition of 30 Web Tools in 30 Days. Streaming Video Reviews – Watch, listen and interact during live demo’s of these game-changing Web Tools.

Tools 88

Tools eBook Top of Funnel Funnel 88

Customer Centric Selling

NOVEMBER 6, 2013

Responding To New Buying Behavior As described in Rethinking The Sales Cycle (McGraw-Hill, 2009) B2B selling has been turned on its ear by buyers leveraging the Internet and social networking to bypass or delay seller interactions. Having done research buyers are better informed if and when they contact sellers.

Motivation 49

Motivation Top of Funnel Training Inbound 49

LeadIQ

MAY 14, 2018

While I was working at Dyn, we were the 3rd managed enterprise DNS provider in the space back in 2009-2010. Now that I get prospected by companies all the time, I find myself wanting to defend my vendor decisions. I’m not a full time decider on vendors, but imaging if I was a CIO, VP or Director of IT, or Operations.

Customer 58

Customer Decision Maker How To Vendor 58

Sales Hacker

DECEMBER 14, 2018

On the one hand, sometimes vendors will offer a price break to push their number over the line for the year. It happened in 2009. A vendor may say “Oh yes, we have at-a-glance metrics also.” 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.

Discount 65

Discount Software Software Vendor 65

OpenSymmetry

DECEMBER 4, 2015

Only one vendor, CallidusCloud , through its Lead to Money approach, presents a suite of solutions which spans almost all of the Gartner definition, although the CRM aspect of sales process remains separate. How To Chose Between Vendors? Jon Clark is the EMEA Strategy Services Director at OpenSymmetry and joined the team in 2009.

Compensation 40

Compensation Incentives Incentive Vendor 40

SBI

JUNE 11, 2013

whose revenue was greater than $100,000 in 2009 and no less than $2,000,000 in 2012. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Along with iSell, you might consider delving into the Inc.500/5000

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The ROI Guy

SEPTEMBER 21, 2010

The latest survey (completed 9/10) reveals that large technology vendors have increased their marketing budgets by 3.7% in 2010 compared to 2009 levels. This is quite a change from 2009 budgets, which declined 8.3% compared to 2008. world-wide , greatly exceeding the 3.7% market spending growth.

Revenue 40

Revenue Marketing Vendor Survey 40

Paul Cherry's Top Sales Techniques

DECEMBER 30, 2009

Date: Dec 30th, 2009. Have you ever called on a customer who shared with you a problem about his existing vendor? There is nothing more powerful than letting a customer talk — reliving his bad experience with an existing vendor. Listening and Understanding Customer Emotions. Author: Paul Cherry. Category: Sales Training.

Customer 49

Customer Pharmaceuticals Vendor Distribution 49

The ROI Guy

JUNE 22, 2010

In the results, a survey of more than 2,600 global IT leaders by recruitment specialist Harvey Nash, the effect of the great recession on CIO decision-making “appears to be receding, with 74% citing cost saving as a key issue during 2009, down from 84% a year previously.”

Vendor 40

Vendor Survey Study Competition 40

Pointclear

OCTOBER 11, 2012

Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation.

Outbound 169

Outbound Inbound Telemarketing Education 169

The ROI Guy

NOVEMBER 4, 2010

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Content may indeed be king. We call this the “Internet fueled buying cycle.&#

ROI 45

ROI Buyer Buying Cycle Social Media 45

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 Although frugal executives need quantifiable ROI proof prior to project approval, with less resources than ever, they don’t have the time or research needed to create ROI analysis reports.

ROI 40

ROI Proposal Vendor Forecasting 40

The ROI Guy

JUNE 3, 2010

spending increase in 2010 compared to 2009, with the largest increases in the government / public sector. The Bottom Line: We predict that Tech vendors who seize this unique value sales & marketing opportunity will grab most of the discretionary budget increases these studies are projecting. IDC's latest predictions point to a 3.8%

Campaigns 40

Campaigns Government Marketing Forecasting 40

OpenSymmetry

FEBRUARY 10, 2016

Gartner, Forrester Research, other analysts and vendors cite a number of tangible benefits consequential to plan automation , however, the cost impact of getting the future state wrong comes in three flavours: Poor plan design delivers few of the behaviours you need, a demotivated salesforce and lost performance upside. Cost Impact.

Incentives 40

Incentives Incentive Compensation Territories 40

The ROI Guy

SEPTEMBER 29, 2010

As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skeptical and frugal buyers. The company said that percentage has dropped even more in its current fiscal year, which ends Sept.

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

Green Lead's B2B

APRIL 1, 2010

Of their initial meetings with vendors, 58% were by phone and of those, 69% were "effective." No hard stats to back it up, however: In Q1 of 2010 we closed the same amount of business as Q3 and Q4 of 2009, and in 2009 we grew by a factor of 3X. In general, it is becoming more the norm to begin a relationship by phone.

Lead Gen 29

Lead Gen Face-to-face Leads Marketing Qualified Lead 29

Velocify

MAY 31, 2013

Keiser University’s master’s degree program in Career College Administration (MSEd-CCA) was started in 2009 after university officials realized there was no undergraduate or post-baccalaureate degree program that educated or provided understanding about the unique challenges of operating a career college. What’s the goal of that group?

Education 85

Education Leads360 Conference Policies 85

The ROI Guy

OCTOBER 22, 2010

So how is the sales enablement role evolving within b2b vendors? Given this reality, many marketing organizations are investing in sales enablement tools and processes to accelerate deal flow and maximize the productivity of their sales teams.”

Sales Cycle 40

Sales Cycle Sales Enablement Buying Cycle Enterprise 40

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