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

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. The problem is, we are not productive with the tools we already have. We try out a new tool for a while and then move on to the next. We’re fickle.

Fashion 120

Fashion Twitter Small Business Small Business 120

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

Media 233

Media Direct Mail netFactor Trade Show 233

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you get the much needed sales tool adoption to occur in 20012. Is there a way to get sales to overcome this status-quo bias?

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

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.

ROI 45

ROI Lead Rank Lead Scoring Tools 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

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. recession between 2008 and 2011, it has rebounded and is now back to pre-recession growth rates. Here you have another learning opportunity. Source: Kauffman Foundation.

Outsourcing Services 111

Outsourcing Services Licensing Hubspot Small Business 111

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. recession between 2008 and 2011, it has rebounded and is now back to pre-recession growth rates. Here you have another learning opportunity. Source: Kauffman Foundation.

Outsourcing Services 110

Outsourcing Services Licensing Hubspot Small Business 110

Connext Digital

JULY 20, 2023

What they published in 2011 quickly became the de-facto standard in academic finance. NSF Award to Study NLP Test Code … – Illinois Computer Science News Misailovic Co-PI on $1.2M Find out how your unstructured data can be analysed to identify issues, evaluate sentiment, detect emerging trends and spot hidden opportunities.

Examples 52

Examples Lead Rank Social Media Data 52

The ROI Guy

NOVEMBER 30, 2011

The financial relief most expected in 2011 never came, as the European debt crisis and US credit rating downgrade renewed pessimism, and may even be driving us to another recession. To better manage spending and risk, finance is playing a more active role in most purchase decisions, this according to a recent study by CFO Magazine.

ROI 79

ROI Vendor Survey Proposal 79

Your Sales Management Guru

JANUARY 3, 2012

• What are the opportunities? • What are some of the specific factors you will be. offerings in 2011? capability in 2011? Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? Still true?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

InsideSales.com

NOVEMBER 11, 2019

Growth Opportunity in the Subscription Economy. Unfortunately, from a tools and technology standpoint, there hasn’t been much focus on account management. The good news is, these shortcomings also present opportunities for optimization. A Gartner study revealed that 80% of a company’s revenue comes from 20% of their customers.

Account 40

Account Account Based Marketing Transportation Trends 40

Anthony Cole Training

APRIL 15, 2011

sales tools (25). Posted by Tony Cole on Fri, Apr 15, 2011. In the book, "House Advantage" , the author, Jeffery Ma, goes into great detail about how pitchers prepare for each and every game by studying video and stats of each and every opposing batter in several scenarios. Sales Skills (27). Sales Strategies (28). Selling (45).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Velocify

JANUARY 21, 2013

New study reveals that texting messaging at the right point in the sales process can drive significant conversion gains of up to 328%. In fact, a study just released by Leads360 found that only 2.1% Download your copy today. of sales prospects received a text message during the sales cycle. The research examined more than 3.5

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

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. There are a few important distinctions between the two that drive the need for different functionality in the CRM tools used. To meet these demands, emerging technologies are proliferating and gaining traction.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

The ROI Guy

JULY 19, 2012

In fact, studies show that on average, we are 2x more likely to avoid risk than pursue gains. Personalize - First, Alinean tools personalize the content, leveraging the customer’s profile to completely personalize and customize the analysis, research and messaging. Illuminate the risks and the old brain springs to attention.

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

The ROI Guy

JANUARY 25, 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.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

DECEMBER 9, 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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

JANUARY 10, 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. Monday, January 10, 2011 Let the Good Times Roll?

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

JANUARY 20, 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. The tool uses a new version of our XcelLive platform (version 5.0)

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

NOVEMBER 4, 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. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Artesian Solutions

OCTOBER 9, 2019

The Challenger Sale: How to Take Control of the Customer Conversation book authored by Matthew Dixon in 2011 became an overnight sensation and has been hailed as the ‘must read’ publication for the modern B2B salesperson. Artesian enables faster and more accurate anticipation of customer needs, pain, market challenges and opportunities.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank B2B Lead Scoring 40

The ROI Guy

NOVEMBER 10, 2014

With Frugalnomics in full effect and buyers as “Cold as ICE” , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools. Sources: Gartner IT Spending, Worldwide, 3Q14 Update Gartner Says Worldwide IT Spending on Pace to Grow 3.2

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

With Frugalnomics in full effect and buyers as “Cold as ICE” , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

FEBRUARY 2, 2011

According to a new Accenture study of 1,054 senior finance executives, in the wake of the recession, more chief financial officers (CFOs) are expanding their role beyond finance. Research white papers and case studies that clearly demonstrate what changes could be made to drive improvements can help loosen the status quo.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

The ROI Guy

FEBRUARY 4, 2009

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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Social Media Microsoft Media 40

The ROI Guy

JANUARY 8, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

JULY 15, 2015

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? With Frugalnomics in full effect , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools. Percent in 2014 Gartner Forecasts 3.1%

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Fill the Funnel

DECEMBER 3, 2012

consists of books that were published between October 2011 and December 2012. Sales pro’s now understand that web tools are a critical must-have for their success. LinkedIn has become a “cool” tool. This years Top Sales Books to Read in 2013. And win more orders in less time.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The ROI Guy

JANUARY 16, 2014

Developing and deploying the right interactive Value Marketing Tools is the key, to provide Prospects the personalized, relevant and provocative value messaging, insights and financial justification to these key questions early in the decision making cycle. Sources: • Gartner Forecasts 3.1%

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? With Frugalnomics in full-effect , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools. Percent in 2014 Gartner Forecasts 3.1%

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Jonathan Farrington

NOVEMBER 9, 2011

Giving people the opportunity to learn about the work of others and equipping them with new skills, helps dispel fears, boost confidence and motivate. It gives them the opportunity to network with others, revitalize their ideas and acquire new skills. Yet according to a study by Behavioral Sciences Research Press … Continue reading ….

Telemarketing 41

Telemarketing Relationals Influencer Customer Service 41

The ROI Guy

FEBRUARY 4, 2009

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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

JULY 9, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013). Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Sales Hacker

NOVEMBER 17, 2020

We want to give you an opportunity to tell us a little bit about Vertify. When I was living in New York, I was looking to build this product and found a company in Austin that was a services based business, and had some internal tools that they built for their services business. In schoo, I studied music and I studied business.

Company 102

Company Scale Hiring Revenue 102

Partners in Excellence

JUNE 7, 2012

We don’t leverage the tools (Yes, CRM) to help improve our proeductivity— time management and the quality of how we spend our time. . Opportunity/Deal Plans, Pipeline Management, Account/Territory Plans, Sales Call Plans are all forms of Standard Work. Opportunity/Deal strategy. Funnel/Pipeline process.

Marketing 90

Marketing Hiring Maximizer Top of Funnel 90