Gong.io

JANUARY 27, 2022

The first half of 2021 produced 291 new unicorns — more than 2011-2015 combined. Software as a service (SaaS) companies, which represent more than a third of all unicorns , lead the trend. Back in the 1980s, we had to sell each customer a CD or hard drive containing the software. Today, it’s the cloud. . Per year, that’s $4.5

Company 62

Company Lead Rank Software Software 62

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. You may need content calendars, social listening tools, post scheduling software, and employee advocacy systems.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

HeavyHitter Sales

OCTOBER 4, 2011

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.

Sales Management 147

Sales Management Penetration Software Software 147

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Marketing automation software generates the data marketers need to provide new levels of support to sales. April 15th, 2011. April 15th, 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Sales Hunter

JANUARY 23, 2012

It also gave me the opportunity to get to know them on a personal level. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Partners in Excellence

JUNE 20, 2022

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. Other data shows 60% of funded buying projects end in no decision made, which represents huge lost opportunity both for our customers and our own companies. Forecasts are about specific deals.

Revenue 99

Revenue Forecasting Resources Face-to-face 99

Hubspot Sales

MARCH 20, 2018

Value-added resellers often specialize in software, hardware, and other technologies. Front-office SaaS development is booming, software is getting cheaper and more intuitive, and CEOs are concerned more about growth than point solutions. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 89

Lead Rank Trends Lead Scoring Outsourcing Services 89

HeavyHitter Sales

JULY 1, 2011

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.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Pipeliner

MARCH 30, 2023

Stock screeners are a type of search tool that allows investors to use a set of parameters and variables to stocks and find unique investment opportunities. Stock screeners are a must-have for intermediate and experienced investors who want a more direct approach to finding trading opportunities that fit their long-term goals.

Analysis 52

Analysis Account Ideal Customer Profile Comparison 52

HeavyHitter Sales

SEPTEMBER 9, 2011

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.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Gong.io

APRIL 23, 2019

Offer buyers a unique point of view about key threats and opportunities. Here’s my favorite example: Marketing software. In 2011, there were 150 marketing software vendors. You go beyond value communication and step into value creation when you: Help buyers think through unfamiliar problems in a new way.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

SBI Growth

AUGUST 18, 2013

In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present. You see an example of an enterprise software rep’s network. Modern prospecting is early and you have an opportunity to outpace your peers. If you deploy the steps reviewed during this live demonstration it gets a lot easier.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

HeavyHitter Sales

JULY 19, 2011

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 104

Penetration Groups Face-to-face Follow-up 104

Sales and Marketing Management

APRIL 27, 2017

Aaron Ross wrote Predictable Revenue in 2011, introducing the world of sales to mass email outreach. Sales is about nurturing opportunities into something more. Nick Hedges is CEO of Velocify , a provider of cloud-based intelligent sales automation software designed for fast-paced sales environments.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

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. ” But other than my Silicon Valley software-as-a-service clients, most of MY mid-market clients don’t use Google Hangouts and a great number don’t use Skype.

Skype 243

Skype InsideSales Call-back Google 243

The ROI Guy

JULY 5, 2011

The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. in 2011, this despite headwinds from the Japan disaster, Greece debt crisis, high oil / gas prices, and doubts over US spending / debt. growth) and now again in 2011. Enterprise Software 244 8.4

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

SBI

SEPTEMBER 5, 2019

To help meet these elevated customer expectations, SiriusDecisions also predicts an increase in the adoption of customer engagement technologies and platforms – such as customer data platforms, customer success management technologies and customer advocacy software – that integrate into existing sales and marketing technologies and tools.

Revenue 67

Revenue SAP Sales Enablement Webinar Metrics 67

CloserIQ

OCTOBER 10, 2018

Founded 2011. There are many opportunities for career advancement. Founded 2011. Employees have the opportunity to work on numerous projects. HubSpot, a leader in inbound content marketing software, is perhaps Boston’s best-known startup. Panorama offers opportunities for employee development and growth.

Hiring 76

Hiring Company Policies Analytics 76

Openview

OCTOBER 10, 2018

An analysis published by the Harvard Business Review revealed in 2011 that, coaching “ can improve performance up to 19%…even moderate improvement in coaching quality—simply from below to above average—can mean a six to eight percent increase in performance across 50% of your sales force ”. Number of Opportunities created.

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

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

HeavyHitter Sales

SEPTEMBER 25, 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.

Objections 104

Objections Hiring Vendor Sales Cycle 104

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Velocify

FEBRUARY 11, 2013

Yet, the study revealed that only about two percent of sales prospects received text communications during the sales process, uncovering a sizable opportunity for sales organizations going forward. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Jeffrey Gitomer

JANUARY 6, 2012

Hard to imagine Bill Gates in his dorm room cooking mac and cheese on a hotplate as he struggles with his 128k computer to create the future of software. When the opportunity to write about sales appeared, I jumped on it. There is no time like the present to change things up in 2012 to ensure its better than 2011! Raleigh, NC.

Hiring 226

Hiring Social Media Loyalty Journal 226

Velocify

JULY 26, 2017

The CRM systems were designed for enterprise-level companies with much longer sales cycles that required a lot of manual efforts to create tasks and events, as well as manage leads, accounts and opportunities. I was not happy selling knowing the opportunity cost: I could have spent more time prospecting. Then, things took a turn.

Siebel 53

Siebel NetSuite GoldMine Online Lead Generation 53

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. That gives you a tremendous opportunity to insert yourself and help that startup achieve its growth objectives by minimizing time spent on non-core competencies.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

The ROI Guy

JULY 11, 2012

trillion in 2011. This remains a golden opportunity to implement value selling and marketing to fight Frugalnomics, and gain a competitive edge. In their just released outlook, Gartner raised annual IT spending growth predictions, from a cool 2.5 percent, to a much warmer 3 percent. This puts worldwide IT spending at $3.6

Forecasting 77

Forecasting Telecommunications Scale Enterprise 77

Customer Centric Selling

AUGUST 30, 2013

By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. Over the last four years we''ve increased our close percentage in opportunities from 21% to 34%. The overall number of opportunities within the company was decreasing. The software company was among them.

Training 45

Training Buying Cycle Collateral Software 45

The ROI Guy

NOVEMBER 14, 2011

Hopes for the much anticipated economic recovery in 2011 were recently dashed as the European debt crisis proved worse than anticipated, and the US credit downgrade added additional uncertainty. As a result, several analyst firms have dropped their spending outlooks, and are predicting tight IT budgets for the New Year.

Case Study 69

Case Study Marketing Proposal Hiring 69

Pointclear

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Harvest 150

Harvest Vendor ACT Meeting 150

HeavyHitter Sales

APRIL 16, 2009

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 60

Penetration Decision Maker Sales Guarantee 60

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. Top inside sales teams leverage CRM and intelligent sales software to make best practices repeatable, maximizing resources for conversion. To meet these demands, emerging technologies are proliferating and gaining traction.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

HeavyHitter Sales

JULY 15, 2009

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 68

Penetration Journal Call-back Study 68

Troops

AUGUST 7, 2018

From 2011 to 2013, he spent time in both the Arizona Diamondbacks and San Francisco Giants farm systems and had, as he put it, “a cup of coffee” at the AAA level. For example, they spiff the BDRs on utilization of new systems and software. In a past life, Andrew Berger was a minor-league baseball pitcher with dreams of the big leagues.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Your Sales Management Guru

NOVEMBER 28, 2011

This is your opportunity to contribute and vote for the top sales and marketing thought leaders, software tools and resources. I am delighted to announce that the 2011 Top Sales & Marketing Awards finalists have been chosen, and the voting polls in all fourteen categories are open – [link]. It’s Time to Vote.

Software 44

Software Software Motivation Groups 44

HeavyHitter Sales

JANUARY 25, 2008

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.

Meeting 68

Meeting Penetration Relationals Study 68

HeavyHitter Sales

JANUARY 1, 2008

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 60

Penetration Software Software ROI 60