Vendor Neutral

JUNE 15, 2021

Craig Nelson, CXera Over the years Craig Nelson has focused his efforts on building technology companies and enabling them to drive profitable revenue. iCentera was acquired in 2011 by Callidus Software. iCentera was acquired in 2011 by Callidus Software.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. Rising dramatically for 2011 is the quantification of conversion and revenue as a result of social media efforts.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

NOVEMBER 17, 2011

For 2011 Q3, we are delighted to announce the addition of six important new customers , two major partnership s, and several significant awards during the third quarter of 2011. Demand for Interactive White Papers, Diagnostic Assessments, ROI Calculators and TCO Comparison Tools Drives Growth.

Eloqua 51

Eloqua Lead Rank Lead Scoring Marketo 51

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. billion in revenue. Per year, that’s $4.5

Company 62

Company Lead Rank Software Software 62

Allego

AUGUST 18, 2022

At its core, sales enablement is the ongoing process of maximizing revenue per rep, by ensuring sellers convey the right concept using the right content throughout each stage of the buying process. The global average of learning tools and platforms used today in a company is 23—double the number that companies were using in 2011.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” Mindtickle Mindtikle, a revenue enablement solution was founded in the year 2011.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

The ROI Guy

DECEMBER 23, 2010

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. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Social Media Face-to-face Survey 40

Highspot

NOVEMBER 7, 2019

.” If buyers purchased your software based on cost alone, they’d immediately switch to a competitor if they offered a cheaper price point. With the pressure of quotas and revenue targets, it can be tempting to resort to mass outreach tactics. David founded the sales enablement software company LIA in 2011.

Buyer 95

Buyer Software Software Call-back 95

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. April 15th, 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

SBI Growth

JULY 13, 2013

From 2003-2011, Dave was on a rocket ship. The Americas is 59% of Acme’s revenue. Paul went on to lead worldwide sales at a global software company. Dave was a turnaround guy. He turned poor performing teams into high performing teams. He did it as a District Sales Manager. Then he did it as a Regional Director for 5 states.

Promotion 310

Promotion Fashion Trends B2B 310

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 ”.

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

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

HeavyHitter Sales

APRIL 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.

Hiring 132

Hiring Forecasting Oracle Revenue 132

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales and Marketing Management

APRIL 27, 2017

Aaron Ross wrote Predictable Revenue in 2011, introducing the world of sales to mass email outreach. Nick Hedges is CEO of Velocify , a provider of cloud-based intelligent sales automation software designed for fast-paced sales environments. Surviving the Mass Email Epidemic.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

HeavyHitter Sales

AUGUST 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.

Lead Rank 119

Lead Rank Lead Scoring Penetration Software 119

SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. The belief was if all the reps became “Challengers” the revenue per rep would jump. The accounts software subscription was up for renewal in 5 months. We asked the EVP which rep best represented the model.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Allego

DECEMBER 17, 2020

These forces have made it more important for organizations to do everything in their power to drive revenue. At its core, sales enablement is the ongoing process of maximizing revenue per rep, by ensuring sellers convey the right concept using the right content throughout each stage of the buying process.

Hiring 93

Hiring Sales Enablement Coaching Video 93

HeavyHitter Sales

APRIL 17, 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.

Sales Management 131

Sales Management Penetration Software Software 131

Hubspot Sales

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. As the exclusive provider of inbound software, we were able to scale the company quickly from several hundred to several thousand customers. But by that time, we had a sizable lead in the market.

Loyalty 102

Loyalty Inbound Skype Consumer 102

No More Cold Calling

JUNE 13, 2013

Or we may ask about their annual revenue or average size sale? How about ERP or Project Management Software? He is the author of three bestselling business books, including: ROI Selling (©2004 Dearborn), Why Johnny Can’t Sell (©2007 Kaplan), and the Amazon top-10 business book, The Key to the C-Suite (©2011 AMACOM).

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

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 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

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

Velocify

JUNE 13, 2017

Velocify and the American Association of Inside Sales Professionals (AA-ISP) set out to find some answers from companies that are evaluating, integrating, and utilizing sales technologies on a daily basis and shared their collective insight in a new report, “ The Evolving Technology Landscape: Riding the Wave to Revenue. ”

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

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. Goals like adjusted revenue targets are often motivation enough for account executive teams, but for the BDR program, things are a little bit different.”.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

HeavyHitter Sales

MAY 1, 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.

Sales Management 60

Sales Management Penetration Face-to-face Account 60

HeavyHitter Sales

AUGUST 19, 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.

Lead Rank 68

Lead Rank Lead Scoring Penetration Journal 68

Customer Centric Selling

AUGUST 30, 2013

By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. This year revenue was behind goal again. The software company VP of Sales missed the shift in buyer power. The software company was among them. Youtube videos of their software were all over the internet.

Training 45

Training Buying Cycle Collateral Software 45

Gong.io

AUGUST 20, 2018

In 2011, the marketing technology landscape consisted of a total of 150 competitors in the space: Now, you’d think that 150 is already a lot to handle. Yet somehow, Zuora has around 7x the revenue as their closest competitor. And all of them are more or less the same. Take marketing technology as one shining example of this….

Competition 54

Competition Trends Case Study Up-Sell 54

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

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

The ROI Guy

FEBRUARY 15, 2011

Tuesday, February 15, 2011 Updated Alinean Social Media ROI Calculator - New Graphics and Refined Research Weve just updated the Alinean Social Media ROI Calculator with some hot new graphics, and refined value quantification research and analytics. CIO Priorities for 2011 Indicate Continued Frugaln.

Social Media 45

Social Media ROI Media B2B 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. Sources: State of SMB IT 2H 2011, SpiceWorks. But the news is NOT all bad.

Case Study 69

Case Study Marketing Proposal Hiring 69

HeavyHitter Sales

MAY 15, 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.

Customer 60

Customer Penetration Software Software 60

Sales Hacker

NOVEMBER 17, 2020

Sam Jacobs: On today’s show, we’ve got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They’re pioneering what they say is the revenue operations revolution. Loopio’s response software automatically fills in your RFPs based on answers from past proposals.

Company 102

Company Scale Hiring Revenue 102

HeavyHitter Sales

NOVEMBER 24, 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 Ideal Customer Profile Real Estate Distribution 60

Your Sales Management Guru

JANUARY 15, 2012

Sales leadership requires a more forward looking approach to build predictable revenue. CRM Analyst, Software Advice. December 14, 2011. Best of all, up-front and ongoing software fees were now a small fraction of what an enterprise-scale SFA application cost. by Lauren Carlson. www.twitter.com/crmadvice .

CRM 61

CRM Top of Funnel System Scale 61