Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

HeavyHitter Sales

WHAT GREAT SALESPEOPLE SAY - Harvard Business Review Sales Linguistics Article » September 25, 2010. M y latest book, Heavy Hitter Sales Psychology, is based on interviews with more than five hundred C-level executives that took place as part of the win-loss studies I conduct on behalf of my clients. Posted by: Michael Fox | September 25, 2010 at 05:14 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Connecting with Skeptical / Frugal Buyers drives Content Marketing Spending up Significantly in 2010

The ROI Guy

For the third straight year, marketers are planning to spend significantly more on their content marketing efforts in 2010. 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). o As a percentage of budget, marketers are increasing their content marketing spending 11% from the 2008 study.

Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study. Understanding the Sales Force by Dave Kurlan.

Study 172

Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

HeavyHitter Sales

End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Sociolinguistics is the study of language use in society and social networks; psycholinguistics is the study of how the mind acquires, uses, and represents language; and neurolinguistics is the study of how brain structures process language.

5 Reasons Why Your Small Business Is Failing (or Failed) ? Score.

Score More Sales

by Lori Richardson on November 30, 2010. People shouldn’t have to study to do business with you – it should be easy and flow. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 5 Reasons Why Your Small Business Is Failing (or Failed).

Heavy Hitter Sales Blog: End the Sales & Marketing War-Harvard.

HeavyHitter Sales

» November 05, 2010. Having analyzed hundreds of sales cycles and conducted thousands of interviews as part of the win-loss studies I have performed on behalf of my clients, here are four sequential steps to define the intuition that sales needs so sales and marketing are synchronized. Posted by: Eric Goldman | November 15, 2010 at 01:29 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Heavy Hitter Sales Blog: Thought Provoking Motivational Sales.

HeavyHitter Sales

How to Hire a VP of Sales » December 27, 2010. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL!

Heavy Hitter Sales Blog: 5 Truths About Selling to C-Level Executives

HeavyHitter Sales

» August 02, 2010. That’s why it is absolutely critical that you understand Sales Linguistics (the study of how the customer’s mind uses and interprets language). Sheaffer | August 06, 2010 at 01:27 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL!

Heavy Hitter Sales Blog: How to Ruin a National Sales Meeting.

HeavyHitter Sales

The Spread Offense AND Complex Sales Strategy » August 29, 2010. German psychologist Hermann Ebbinghaus discovered people forget facts at a predictable rate and that greatest learning actually occurs by studying less. Sales strategy sessions based upon real-world win-loss studies and information. Posted by: Brian Hodgson | August 30, 2010 at 06:26 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!

HeavyHitter Sales

The Six Real Reasons Why VPs of Sales are Fired » February 23, 2010. People naturally fear misfortune and long for good fortune; but if the distinction is carefully studied, misfortune often turns to be good fortune and good fortune to be misfortune. Posted by: Brian Hodgson | February 24, 2010 at 07:25 PM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics.

Tom Pisello: The ROI Guy: ShoreTel And Alinean Launch Online TCO.

The ROI Guy

Thursday, July 22, 2010 ShoreTel And Alinean Launch Online TCO Tool for Unified Communications Business Case Easy-to-use online calculator analyzes the Total Cost of Ownership (TCO) of competing unified communications systems to determine true costs and business value SUNNYVALE, Calif.,

ROI 52

Are You A Player?

Pointclear

You can prove it via a marketing automation program, CRM or just plain phone calls to prospects (Did You Buy Studies). We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet.

ROI 122

Heavy Hitter Sales Blog: What's Wrong With Sales Training Today

HeavyHitter Sales

TOP 20 GREAT SALES BLOGS » June 15, 2010. The answer is clear -- all sales training should include Sales Linguistics -- the study of how the customer’s mind creates and interprets language during the decision-making process. Posted by: Björn | June 16, 2010 at 10:59 AM. » Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012.

Heavy Hitter Sales Blog: 15000 Salespeople later: IT'S SALES.

HeavyHitter Sales

» February 08, 2010. Then I suggest you learn SALES LINGUISTICS (the study of the customer's mind uses and interprets language during the decicison-making process). Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011.

Attitude Makes a Difference in Closing Sales

Tom Hopkins

Studies have proven that attitude is one of the traits that separate average sales people from their highly-successful colleagues. I have to believe that it’s true in life in general, not just sales. Think about the happiest, most successful people you know. How do you usually find them? Are they depressed, negative, or even apathetic? [.] Related posts: The Importance of Being a Lifelong Student of Selling Skills. Setting Realistic Sales Goals.

Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement.

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. 08, 2010 IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010.

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

Tuesday, September 28, 2010 Do White Papers Still Engage? Although social media and blog content have the hype, when we look to which marketing content B2B buyers use more than any other in driving decisions, the white paper shines well above all others (MarketingSherpa and IDG 2010).

ROI 60

Survey: How World Class Sales Organizations Meet Quota, Speed Up Growth and Improve Lead Conversion Through Better Sales Training

Keith Rosen

This is a confidential benchmark study to evaluate Sales Training and the best practices to deploy knowledge, process and technology to consistently hit quota. The resulting report will provide companies with a road map for leveraging best practices around enabling providers and technologies, and offer a unique opportunity to benchmark their year-to-year accomplishments against peers in this second annual Aberdeen study.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey. 08, 2010 IDC 2010 Customer Experience Survey (survey of 213 B2B Decision Makers) Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., Published: September 15, 2010, [link].

Winning the Social Media Engagement Contest

The ROI Guy

The study found that the companies that have the most level of engagement overall in social media are centered in a few industries (on average), especially: High Technology; Consumer Products; Retail; Travel; Media and Entertainment; Hospitality; Automotive. Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 56

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Emptying Your Sales Trash By Colleen Francis

Sales Training Advice

I recently read a study that found that in 2010, 80% of tradeshows leads never get a follow up. One day while I was out on my early-morning oceanside run in the South Beach neighborhood of Miami Beach, Florida, I passed a large group of city workers picking up trash from the waterfront.

Tom Pisello: The ROI Guy: Net Present Value (NPV) Savings Defined

The ROI Guy

Thursday, August 05, 2010 Net Present Value (NPV) Savings Defined NPV Definition: The sum that results when the discounted value of the expected costs of an investment are deducted from the discounted value of the expected returns. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 56

Tom Pisello: The ROI Guy: Seeing ROI in the Cloud?

The ROI Guy

Thursday, December 09, 2010 Seeing ROI in the Cloud? 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.

ROI 52

Tom Pisello: The ROI Guy: CIO Priorities for 2011 Indicate.

The ROI Guy

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.

ROI 52

Tom Pisello: The ROI Guy: IT Budgets into 2011 - Robbing Peter to.

The ROI Guy

Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul? in 2010, essentially flat in 2010. More good news is that 2010 is far better than 2009, with a weighted global average reduction in IT budgets of 8.1%

ROI 52

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

Tom Pisello: The ROI Guy: Leaders indicate Growing Investment in.

The ROI Guy

Friday, September 17, 2010 Leaders indicate Growing Investment in Smart Digital Content The migration of B2B marketing budgets from traditional marketing vehicles toward digital channels continues according to a study by Booz & Co. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

The ROI Guy

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? d=222693735895213178 Metrics / Research Source: IDC | Alinean 2010 Posted by Tom Pisello at 5:27 PM Email This BlogThis! Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

Tom Pisello: The ROI Guy: Risk-Adjusted ROI Defined

The ROI Guy

Thursday, August 05, 2010 Risk-Adjusted ROI Defined A variation on the traditional ROI formula, Risk Adjusted ROI is calculated as the ratio of the net gain from a proposed project, divided by its total costs - represented in net present value terms to account for project risk.

ROI 52

Tom Pisello: The ROI Guy: Measure to Manage - Driving Sales.

The ROI Guy

Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

Creativity… a Sales Thing!

Your Sales Management Guru

Learn about different things : study a language, read a book, take a course, get active. June XX, 2010— Ken Thoreson , Acumen Management Group president, has been cited by two of the sales industry’s leading online sales organizations for his social media savvy and blog excellence— InsideView’s IV50 list and BuyerZone’s All About Leads 20 Top Blogs. Creativity… It’s a Sales Thing! There is no question about it, top performers are more creative that your average salespeople.

Six Essential Behaviors of the Extraordinary Sales Leader

Smart Selling Tools

They’ve done studies and collected statistically sound data from 1,000′s of sales leaders around the world. There certainly isn’t any shortage of advice about sales management and how to be a good manager. But the folks at Zenger Folkman use hard science to determine what separates good managers from extraordinary leaders. Next week: a very special online event.

Tom Pisello: The ROI Guy: Forrester announces Sales Enablement.

The ROI Guy

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

When You Leave.Your Office

Your Sales Management Guru

It was a clear study of who were in control and perhaps who were not, the two sales managers must have known that even without them, their team and organization would continue to function. When You Leave. Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost everyone ran to a phone to check in and “put out fires”.

Who Do You Trust? Industry Analysts Reign Supreme

The ROI Guy

The least credible source not surprisingly was vendors themselves, pointing to the need for vendors to: receive third party validation and leverage content, especially from trusted analysts and pundits use social media such as blogs that contain advice and peer communities and groups to gain more trust The survey results are summarized in the report, “SiriusDecisions B-to-B Buyer's Survey 2010,” and is based on an online survey of more than 600 b-to-b marketers conducted in April and May.

Tom Pisello: The ROI Guy: Alinean Powers Eight More B2B Assessment.

The ROI Guy

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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 52

Marketing Hierarchy of Needs: Achieving Marketing Efficiency and Effectiveness

The ROI Guy

For example, an IDC survey of technology marketers revealed that 2010 revenue grew at a healthy 5.8% Every year, around Halloween, organizations meet to begin the battle for budget allocations for the New Year. For marketers, the news is good overall.