The Pipeline

SEPTEMBER 30, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Create Tools. If you don’t create proper sales and marketing tools for your staff, you will make their jobs much more difficult. October 1st, 2011.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Sales Hunter

DECEMBER 16, 2011

Dec 16, 2011. Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Sales 2.0

JANUARY 19, 2012

NE: Matthew you recently conducted a study on sales email. Can you give us an overview on that study? Yesware conducted a study on email behavior; we studied 6,000 of our anonymous users during the period of December 8th to 23rd, 2011. Yesware found that the average open rate for sales emails sent via Gmail was 23.9

Social Media 250

Social Media Study CRM Consumer 250

The ROI Guy

FEBRUARY 14, 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. Gartner CIO Study Highlights Need for Outcome-Base.

Social Media 60

Social Media ROI Media B2C 60

SBI Growth

AUGUST 30, 2013

IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. A Buying Process Map (BPM) is a tool that maps the decision making process used to purchase a product, service or solution. Content is king.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

AUGUST 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. August 12th, 2011. Good ideas need a home and you’ve built a great sales library with an abundance of study rooms. August 12th, 2011.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Pipeline

OCTOBER 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. October 10th, 2011. October 10th, 2011. October 5th, 2011. October 5th, 2011. October 5th, 2011. October 5th, 2011.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

SBI Growth

JULY 23, 2013

Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Social Selling is not simply a tool for driving increased revenue, though. As the following BMW case study illustrates, Social Selling impacts the entire organization. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

JULY 7, 2013

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. A BPM is a tool that maps the decision making process used to purchase a product, service or solution. Today, that number has increased to 65%.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

The Pipeline

JULY 19, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. July 19th, 2011. As a salesperson and respectful human-being I feel it is my duty to share the Gartner Study with my competitors. July 21st, 2011.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The ROI Guy

FEBRUARY 15, 2011

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond.

Study 53

Study Strategy Marketing Lead Rank 53

The ROI Guy

DECEMBER 23, 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 Face-to-face Survey 40

The Pipeline

JANUARY 16, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales Tool. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2010.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. We are provided with writing tools and Personas. Evaluate the quality of writing with a content evaluation tool. Register for the Make the Number Tour to receive a copy of SBI’s content grading tool.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. ME: And if we were to look at your plan going into 2011, what were the numbers you based your plan on? Sales Tool. February 2012. January 2012.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” And has the data changed since 2011’s groundbreaking study? A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% and “ What time should I contact my leads? Response time.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Allego

AUGUST 31, 2021

Globally, companies are averaging 23 different learning and enablement tools and platforms , double the number from 2011. . In the past, enablement tools did only one thing. And with fewer tools to learn and manage, your team will see greater adoption and more satisfied users. . Incorporate AI into Your Coaching Strategy.

Sales Enablement 90

Sales Enablement Strategy Hiring Face-to-face 90

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

No More Cold Calling

MARCH 28, 2013

Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. Collaboration is the word of this decade, according to a 2011 report from CSO Insights. How can your sales team work together when they don’t even know each other? Collaborating With Strangers?

Face-to-face 218

Face-to-face Engineering Google Study 218

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? Second, that HBR study is actually often misquoted. That was almost 7 years ago!

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Score More Sales

JUNE 5, 2013

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight. How refreshing in a world where a recent study showed that adults are making eye contact half as much as they should to build trust and build relationships.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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

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. Most buyers are tech-savvy and open to trying new tools. This means you can guide them on the process of buying a new tool.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

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

Zoominfo

OCTOBER 31, 2018

According to a recent study, 80% of B2B marketers already employing influencer marketing, report that influencers have had the greatest impact on improving content marketing campaigns ( source ). In 2011, Cooper composed a simple, yet informative guest blog on link building techniques. Improve content quality. PointBlank SEO.

Influencer 153

Influencer Marketing Hubspot B2B 153

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. And Objective Management Group, referenced above, has been nominated for Top Sales & Marketing Assessment Tool.

Travel 251

Travel Decision Maker Insurance Insurance 251

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

Highspot

NOVEMBER 7, 2019

Science backs this up: studies show that seven regions of the brain are activated when listening to a story , compared to only two regions when listening to data by itself. David Warren is the Vice President of Strategic Partnerships at Prezi, a presentation software tool with over 100 million users worldwide. Author Bio.

Buyer 95

Buyer Software Software Call-back 95

HeavyHitter Sales

NOVEMBER 5, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. These steps are based on the logic of purchasing the product, and the marketing team’s job is to provide the tools to move the prospect to the next step. Step 4: Perform a Marketing Tools Audit.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Selling Essentials RapidLearning Center

JULY 8, 2019

Over the course of four months, researchers at Harvard conducted a study of over 200 employees at seven different companies. The study required participants to do one simple thing each day – respond to a survey at the end of their workday. As the Harvard study suggests, setbacks can ruin a workday. Get managers involved.

Research 53

Research Motivation Survey SAP 53

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

HeavyHitter Sales

DECEMBER 27, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Categories. Sales Tips.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

The ROI Guy

NOVEMBER 29, 2012

In the study, CSOs report that 42% of deals now take more than 6 months to close. From 2011, the study indicates that Tablet adoption has increased from only 45% of firms providing Tablets to sales teams, to over 90% now actively using or starting to use tablet devices in their sales organizations.

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

SBI Growth

AUGUST 12, 2012

It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. Before you force your team to study another spec sheet or sit through a Product Manager meeting, make sure they understand WHY their customers purchase your solution. Let’s start with a simple test.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

HeavyHitter Sales

AUGUST 2, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. With the accessibility to information that has been unleashed by the Internet and other online information tools, it’s easier than ever to find the names of the top executives at almost any company.

Penetration 108

Penetration Decision Maker Software Software 108

The ROI Guy

OCTOBER 18, 2012

According to IDC’s annual 2012 Buyer Experience Study , it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. So what do your Customers think is the most valued sales and marketing content ? You Decide.

ROI 73

ROI Case Study Comparison Margin 73