Pointclear

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

The ROI Guy

JANUARY 15, 2013

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The ROI Guy

JANUARY 8, 2013

This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% Prospects will ignore you messages and choose to “Do Nothing” unless you can proactively and provocatively quantify that they have a pain worth addressing.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Pointclear

JULY 26, 2012

Click to start video at this point — Asked about was has or hasn’t happened in 2012 in sales and marketing that is surprising, Tony notes both positive and lagging developments. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Highspot

SEPTEMBER 30, 2020

What it is: This is CustomerCentric Selling’s eponymous sales methodology. With this practice, salespeople focus on having meaningful conversations with prospects in order to identify needs and determine the best solution. What it is: SNAP Selling was invented by Jill Konrath in 2012. CustomerCentric Selling. SNAP Selling.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

The ROI Guy

JULY 9, 2013

Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% the Prospect has a pain worth addressing and a significant cost of “Do Nothing”, Why Now?

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 16, 2014

In 2012, initial rosy predictions of 3.7% Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92