The Sales Hunter

JANUARY 12, 2012

Purchasing Departments and Buyers. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. sales training. sales training tip. training tip. sales training. sales training tip. training tip. December 2011. November 2011.

Social Media 157

Social Media Media Motivation Prospecting 157

Allego

AUGUST 18, 2022

The essentials include content, skills training, messaging, product knowledge, coaching, and tools to effectively sell your product or service. Today’s modern and forward-thinking sales enablement platforms take a holistic approach to ensure sellers receive the skills, knowledge, and content to engage buyers and win deals.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. Reaching Buyers When You Need To: Some buyers will not reply to an email but they will answer their phone. I say, what’s wrong with using the telephone?

Skype 243

Skype InsideSales Call-back Google 243

Allego

DECEMBER 17, 2020

Equipping sales teams with the content, skills training, knowledge, coaching, and tools to effectively sell your product or service is essential to survive and, hopefully, grow. This means organizations must take a second look at how they onboard, train, develop, and coach sellers. Adapting to the Next Normal.

Hiring 93

Hiring Sales Enablement Coaching Video 93

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Buyers have unprecedented tech choices, making the martech landscape more competitive than ever. Today, that chart contains nearly 10,000 logos.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

HeavyHitter Sales

JUNE 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Training 90

Training Penetration Sales Cycle ROI 90

Vendor Neutral

JUNE 15, 2021

Join our free webinar to learn what sales approach actually engages buyers and makes them willing to have valuable conversations. He has held a variety of leadership roles and has leveraged sales enablement and customer experience disciplines to help grow several startup companies that became successful public software companies.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. Instead, their buyer was engaging with sales later in their buying cycle. The buyer had more information. The software company was among them.

Training 45

Training Buying Cycle Collateral Software 45

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

No More Cold Calling

JUNE 13, 2013

How about ERP or Project Management Software? I suggest proving you have impact and then leaving it to the buyer to establish a goal for your solution. Michael Nick is one of the leading experts in sales tool development, and training and sales enablement. Look at CRM or SFA systems over the years. About the Author.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

OCTOBER 21, 2007

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Training 60

Training Webinar Metrics ROI Penetration 60

The ROI Guy

APRIL 6, 2012

In 2011, predictions were adjusted downward as well throughout the year, when analysts realized that euro-zone sovereign-debt issues and supply chain problems would impact growth more than anticipated. However, the year turned out pretty strong, with overall growth at 6.8%, and sectors such as enterprise software experiencing an amazing 9.2%

Forecasting 78

Forecasting Real Estate Social Media Enterprise 78

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. For most buyers it’s easier to do-nothing, than to change.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Delicious Sales

MAY 2, 2012

Training (4995). Software (1035). Buyer (2086). 2011 (3304). MORE >> 46 Tweets SALES TRAINING CONNECTION | MONDAY, AUGUST 12, 2013 Sales coaching – it’s a game of beat the clock Sales coaching and the time challenge. Topics Major Topics. Sales (12918). Marketing (6398). Prospecting (4539). Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Crunchbase

MAY 14, 2020

Prior to joining Mixpanel he helped build and scale Stripe’s sales organization and served as an adviser to B2B software companies at Bain & Company for over two years. Director of Sales Execution and Evolution at JB Sales Training. She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. In order to connect and engage with “Do Nothing” buyers, through their decision making journey, you need to help them realize: Why Change? – Why Now? –the

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SugarCRM

NOVEMBER 16, 2017

Great technology alone doesn’t set you apart anymore; consumers and business buyers alike have gotten more buying power today than ever before. Thanks to digital disruptors, such as Amazon and Netflix, buyers expect you to know them, automatically suggesting the next show to watch or next purchase to consider barely after completing the last.

CRM 38

CRM Lead Rank Lead Scoring ROI 38

SBI Growth

JANUARY 1, 2013

More recently, he pegged the failure rate of marketing automation software at 50%. In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. One intelligent hour on LinkedIn tells the trained analyst that demand for sales reps outstrips supply 6x. At least I do.

B2B 308

B2B Hiring Quota Social Selling 308

SBI

JUNE 25, 2019

The investment will fuel Showpad’s continued global expansion and new product development as Showpad accelerates delivery on its mission to empower sales and marketing to sell the way modern buyers want to buy. The growth we’ve experienced in the past year is proof that sales enablement solutions are now a must-have for B2B businesses.

SAP 74

SAP Sales Enablement Banking Penetration 74

HeavyHitter Sales

FEBRUARY 23, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 110

Penetration Software Software Sales 110

Bigtincan

DECEMBER 8, 2021

Companies like AT&T, Thermo Fisher, Merck, ANZ Bank, Nike, Guess, Prudential, and Starwood Hotels have been Bigtincan’s clients since its inception in 2011. The third image shows the interface of a telecommunications company where the sellers may need easy access to training, promos, and product launches. For marketing teams.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

OnePageCRM

MAY 25, 2017

Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. It’s easier to convince an office manager that they need your purchasing software than it is the CEO. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat. This is Sean Burke from KiteDesk.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Score More Sales

JULY 4, 2011

by Lori Richardson on July 4, 2011. I was amazed at a comment that was made by a presenter (won’t name) about how companies should have salespeople just be working to focus on closing sales, and the automated software should do all the rest. Sales Tips and Strategies to Grow Revenues. Consulting. Did that really get said?

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

Tony Hughes

FEBRUARY 24, 2018

According to IDC Research, 75% of buyers use social media to research sellers before engaging. Add to this the research from Corporate Visions that revealed 74% of buyers choose the seller who first provides insight and value; it begs the question: What do people see when they find you online? The best salespeople do the same.

Ideal Customer Profile 68

Ideal Customer Profile LinkedIn Hiring Outsourcing Services 68

The ROI Guy

OCTOBER 5, 2011

Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before. Buyers are in control, with almost 70% indicating they don’t think sales is adding enough value-add to their engagements (Forrester 2011).

Sales Enablement 45

Sales Enablement Report Tools ROI 45

SBI

NOVEMBER 7, 2019

The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape. Due to rapid changes in buyer behavior and expectations, non-personalized content is now an unacceptable marketing practice. Prospect Intelligence. You’ve basically got.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

LeadFuze

AUGUST 5, 2021

Unbiased, detailed content for both buyers and sellers from a range of informed authors. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 The Gist: G2 Crowd is a massive name in the software space. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98