Sales and Marketing Management

SEPTEMBER 23, 2019

Increasing demand for skilled inside sales reps. In the five years between 2010 and 2015, the number of inside sales reps doubled. Also, there’s an increased blending and crossbreeding of sales roles. Expect sales’ appreciation of AI to continue to grow and AI adoption to explode by more than 150% in the next two years.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

SBI

FEBRUARY 19, 2020

Zuant , the award-winning mobile lead capture cloud solution, announces record client growth and event set-ups year-over-year since it’s launch in 2010. When companies think about transforming their sales organizations, they need to first understand what outcomes they are seeking, where do they need to improve. Sales Enablement. ????Revegy,

ROI 68

ROI Industry Chemicals SAP 68

The ROI Guy

OCTOBER 22, 2010

According to Andrew Gaffney in his article Marketers Shifting Focus To Sales Enablement To Accelerate Slow Pipelines , “Deals expected to close in the current quarter are often getting clogged and pushed out later in the year. So how is the sales enablement role evolving within b2b vendors? Productivity is a science.

Sales Cycle 40

Sales Cycle Sales Enablement Buying Cycle Enterprise 40

The ROI Guy

JANUARY 13, 2010

All major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth. Forrester however thinks these estimates are low and is indicating that 6.6% growth for US tech market, and 8.2% growth for global tech market should be expected.

Lead Rank 40

Lead Rank Lead Scoring Tools Proposal 40

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. How Do You Fight Frugalnomics? April 2009.

Sales Enablement 40

Sales Enablement Buyer Buying Cycle Lead Rank 40

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. says Mr.

Sales Enablement 40

Sales Enablement Lead Rank Face-to-face Vendor 40

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Now what is needed, they say, is to provide support to sales people in the middle and late stages of the buying process. Sales Enablement.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Mereo

SEPTEMBER 1, 2022

I have known Jay since we were first introduced in 2010 when Mereo was supporting Ariba at a vital inflection point in our business. From sales enablement and product marketing to go-to-market strategy and market positioning, Mereo uniquely brings operational savvy, executive presence and a passion for excellence to every engagement.

PeopleSoft 36

PeopleSoft Infusion Scale SAP 36

The ROI Guy

FEBRUARY 10, 2015

Sources: Wikipedia: Marketing Mix - [link] Forrester Sales Enablement Conference 2010 Presentation. 4-Ps Alinean Forrester Frugalnomics Marketing Outcome-Based Selling Pisello Sales Enablement Value Marketing Value Selling'

Collateral 84

Collateral Promotion Comparison Margin 84

The Sales Developers

OCTOBER 24, 2019

According to The Bridge Group , since 2010, SDR compensation has remained flat, while AE compensation has increased by 52%. Where is the disconnect and what does that mean for the future of sales development? And does the future even need SDRs?

Scale 40

Scale Webinar Metrics Hiring Compensation 40

The ROI Guy

MARCH 23, 2011

With the economic recovery in 2010, top advertising firms and interactive agencies were finally able to report the return of healthy growth, according to BtoB Magazine's 2011 Top Agency Report. In 2010 we were recognition as one of the fastest growing private companies across the nation and as a Florida Company to Watch.

Sage 58

Sage Microsoft Advertising Advertising 58

Mereo

SEPTEMBER 1, 2022

I have known Jay since we were first introduced in 2010 when Mereo was supporting Ariba at a vital inflection point in our business. From sales enablement and product marketing to go-to-market strategy and market positioning, Mereo uniquely brings operational savvy, executive presence and a passion for excellence to every engagement.

Lead Rank 36

Lead Rank SAP Lead Scoring Guarantee 36

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

The ROI Guy

SEPTEMBER 21, 2010

With so much to work on, its easy for marketers to forget a very important audience, sales professionals, and where marketing meets sales, sales enablement. The good news is that sales enablement programs have become more formalized, and investments in sales support have never been higher.

Marketing 40

Marketing Sales Enablement Face-to-face Survey 40

The ROI Guy

JULY 5, 2011

This has led to a snapback in hardware spending in both 2010 (12.1% Dollars) 2010 Spending 2010 Growth (%) 2011 Spending 2011 Growth (%) Computing Hardware 375 12.1 During the Great Recession, infrastructure investments were put on hold, leading to a postponement in important additions and upgrades. Enterprise Software 244 8.4

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Sales Hacker

DECEMBER 27, 2018

Trend #8: Sales Leadership Going Deep. As the VP Sales tenure decreases , down from 27 months in 2010 to 19 months as recently as 2017, more sales leaders will look beyond high-level sales strategies, and will seek to understand the deeper inner workings of their sales orgs.

Trends 104

Trends Direct Mail Intent Data Channels 104

The ROI Guy

MARCH 15, 2011

B2B buyers have fundamentally and permanently changed, and the B2B sales and marketing professionals that realize Frugalnomics is in full effect, and change strategies and tactics to fight back, will be the winners over this next decade. Fight Frugalnomics with Outcome Selling?

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

The ROI Guy

MAY 3, 2010

Mr. Colony discussed the positive IT spending growth of 2010, and more importantly, that we are at the start of a 4 th innovation wave- a potential 7 to 10 year cycle of technology innovation. With regard to IT spending growth for 2010, Forrester has been the most aggressive in their projections, with a view that IT spend would grow 8.4%

Decision Maker 40

Decision Maker Proposal ROI Competition 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research. Let the Good Times Roll?

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. Although enterprise technology budgets were trending upward, the progression was slight, in 2010 compared with 2009. Monday, January 10, 2011 Let the Good Times Roll?

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

FEBRUARY 15, 2011

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond.

Study 53

Study Strategy Marketing Lead Rank 53

The ROI Guy

AUGUST 20, 2010

Recognizing this shift in buyer sentiment, B2B vendors are quickly evolving from product /solution to value selling via Alinean-developed on-line executive assessment, ROI and TCO demand-generation and sales enablement tools. The 2010 Inc. Complete results of the 2010 Inc. Reference: [link].

Lead Rank 40

Lead Rank Lead Scoring Company Microsoft 40

The Ultimate Sales Executive Resource

FEBRUARY 8, 2010

CSO Insights just published their The Sales Performance Optimization 2010 Survey Results and Analysis Report which this year captures and consolidates the opinion of more that 2500 respondents to the survey. I take it that sales leaders have become more realistic and do no longer ta ke Sales Enablement as the next silver bullet.

Lead Rank 40

Lead Rank Lead Scoring Top of Funnel Trends 40

The ROI Guy

JULY 7, 2010

Sales cycles are extended, more stakeholders are involved in each decision, and more competitors seem to be invited into every deal. So are the leading characteristics for sales and marketing in 2010. As a sales enablement professional, what tools are you giving to sales people to help them align offerings to deliver results?

Microsoft 40

Microsoft Vendor How To Sales Enablement 40

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. Over the past three years the number of stakeholders involved in a typical purchase decision has exploded by 40%.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010.

SAP 119

SAP Oracle Compensation Territories 119

The ROI Guy

NOVEMBER 29, 2010

Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey. According to SiriusDecisions, focusing on marketing costs per sales person indicates that on average companies invest a significant $43,011 / salesperson, an estimated 3%-7% of the opportunity value of the sales pipeline.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

APRIL 16, 2010

The Alinean platform is used by leading B2B solution providers to create and deliver Web-based interactive Demand Gen and Sales Tool applications such as Executive Assessments, Return on Investment (ROI) Calculators, and Total Cost of Ownership (TCO) Comparison Tools.

Microsoft 40

Microsoft Tools ROI Marketing 40

SBI

MARCH 4, 2014

Jonathan : 18 months ago we acquired OneSource with the vision to revolutionize and grow the Sales Enablement and Business Information marketplace. In the year 2010 alone, the world generated enough data to be the equivalent of 18 times the amount of information contained in all the books every written up that point.

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122

The ROI Guy

DECEMBER 23, 2010

Thursday, December 23, 2010 CIO Priorities for 2011 Indicate Continued Frugalnomics Focus According to a survey from the National Association of State Chief Information Officers (NASCIO), there has not been much to cheer about this holiday season as a public sector CIO. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

DECEMBER 9, 2010

Thursday, December 09, 2010 Seeing ROI in the Cloud? The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. IDC: Economic Buyers, Digital Overload and Sales E. Latest Research. Let the Good Times Roll?

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. However, many vendors would say that sales opportunities are not moving forward the way many would like.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

JANUARY 13, 2010

Gartner just released their list of 2010 trends, and one of the top 9, the importance of providing carbon remediation / Green IT business case, has a significant impact on IT solution provider marketing / sales strategies for the coming year.

Remedy 40

Remedy Microsoft ROI Marketing 40

The ROI Guy

OCTOBER 20, 2010

IT spending predictions for 2010, estimating 8.1% Forrester's global estimate of 2010 IT spending has also been revised downward to 7% from 7.8%. "Emerging economies continue to be the locomotive of enterprise IT spending, substantially outpacing developed economies." growth this year , compared to July's prediction of a 9.9%

ROI 40

ROI Forecasting Vendor Comparison 40

The ROI Guy

FEBRUARY 14, 2011

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

FEBRUARY 15, 2011

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f.

Social Media 45

Social Media ROI Media B2B 45