SBI Growth

AUGUST 25, 2013

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 software company VP of Sales missed the shift in buyer power. The frontline of the buying cycle is research and information gathering. Each year we’ve improved.”.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

Allego

DECEMBER 17, 2020

The global average number of learning tools and platforms in use today is 23—double the number that companies were using in 2011, according to industry analyst Josh Bersin. Enterprise training and enablement teams don’t have the time, staff, budget, or resources to manage this growing number of software solutions.

Hiring 93

Hiring Sales Enablement Coaching Video 93

HeavyHitter Sales

NOVEMBER 5, 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.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Customer Centric Selling

AUGUST 30, 2013

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 software company VP of Sales missed the shift in buyer power. The frontline of the buying cycle is research and information gathering.

Training 45

Training Buying Cycle Collateral Software 45

The ROI Guy

JANUARY 25, 2011

Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

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. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

ROI 45

ROI Buyer Buying Cycle Social Media 45