HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

SBI Growth

AUGUST 7, 2012

He didn’t use a software package – just easy to use Excel files. Measuring how long opportunities get stuck in the pipeline and where you have leaks allows you to speed forward to buyer decisions and move on to the next deal. Each step in the process forced me to come to a “go/no-go” decision.

Quota 250

Quota Proposal Decision Maker Buyer 250

Understanding the Sales Force

NOVEMBER 12, 2012

For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. On average it takes 8 attempts to reach a decision maker and when salespeople get one on the phone they have a very short window of opportunity to be effective or they've wasted their time.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

The ROI Guy

NOVEMBER 14, 2012

Cloud Computing – where the business procure their own infrastructure, platforms and software as a service. Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC. BYOD - users purchasing their own work tablets, laptops and other devices.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? “I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

DiscoverOrg Sales

MARCH 31, 2016

In 2012, the health center rolled out one of the earliest versions of electronic health record management systems and has since continued to innovate with regards to technology in medicine. The system includes close to 2,000 hospital beds, 650 physicians, and 1,600 nurses.

Microsoft 120

Microsoft Government Health Care SAP 120

HeavyHitter Sales

AUGUST 2, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. C-Level Executives Usually Aren’t “Product” Decision Makers.

Penetration 108

Penetration Decision Maker Software Software 108

Jonathan Farrington

DECEMBER 4, 2011

Some 2012 Predictions for the Sales Space. The difficulty is of course that the majority of salespeople do not possess relationship building skills – they lack both the commercial bandwidth and the “social” skills to engage with senior decision makers, particularly C-Level players, and retain their attention. What’s the answer?

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

The ROI Guy

OCTOBER 29, 2012

In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles. This despite many of the participants now selling solutions that are easier to purchase and deliver, particularly Software as a Service and Cloud Computing solutions. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

HeavyHitter Sales

JUNE 1, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

HeavyHitter Sales

DECEMBER 27, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 138

Penetration Study Decision Maker Software 138

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% growth were lowered to 1.2% by mid-year). Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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% Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

HeavyHitter Sales

JULY 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 101

Penetration Decision Maker Software Software 101

Velocify

MAY 30, 2012

May 30, 2012 — As I write this, I’m on a plane flying to the popular annual conference of one of our partners, Jenzabar. I thought it would be an ideal time to take a closer look at how some of our education industry partnerships work and the role alliances play in the enrollment management software ecosystem. By Martin Lind.

Leads360 40

Leads360 Education Software Software 40

HeavyHitter Sales

NOVEMBER 10, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 74

Penetration Decision Maker Sales Software 74

Jonathan Farrington

JULY 31, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

HeavyHitter Sales

NOVEMBER 7, 2007

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Webinar Metrics 60

Webinar Metrics Strategy Decision Maker Forecasting 60

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. Step 1: Identify Customer Decision-Making Politics. February 2012.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

HeavyHitter Sales

OCTOBER 23, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

HeavyHitter Sales

JUNE 5, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. They don't sell to decision makers. February 2012.

Decision Maker 60

Decision Maker Penetration Construction Software 60

Tenfold

AUGUST 16, 2017

Artificial intelligence has tried to replicate the knowledge and reasoning methodologies of experts through Expert System, a type of problem-solving software. In several business functions, such as marketing and distribution, AI has been able to hasten processes and provide decision-makers with reliable insight. Expert System.

Lead Rank 82

Lead Rank Automotive Lead Scoring Retail 82

HeavyHitter Sales

SEPTEMBER 29, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. « Great Sales Quotes From C-Level Decision Makers | Main.

Penetration 60

Penetration Jigsaw Webinar Metrics Decision Maker 60

Velocify

JUNE 26, 2012

June 27, 2012 – I was reading a few articles on CRM in the past couple of days that got me thinking about how unique and flexible the technology world we live in truly is. Number of decision makers – there are usually one or two decision makers in a B2C sale; there may be a dozen or more involved in a B2B sale.

B2C 40

B2C CRM Leads360 Decision Maker 40

HeavyHitter Sales

APRIL 16, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. Do you have the wherewithal to reach key decision makers?

Penetration 60

Penetration Decision Maker Sales Guarantee 60

HeavyHitter Sales

SEPTEMBER 12, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

LeadFuze

SEPTEMBER 30, 2021

Rather than users, approach decision-makers. Geographic information is utilized to develop software. Ad expenditures are also used to develop software. Decision Criteria: Gain an understanding that the prospect will consider when making a decision, as well as the weighting of those criteria. 14 SNAP Selling.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

HeavyHitter Sales

OCTOBER 14, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 60

Penetration Decision Maker Account Software 60

HeavyHitter Sales

NOVEMBER 24, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

Crunchbase

DECEMBER 6, 2021

Although no number of lead prospecting tools can replace the value of the personal touch of relationship building, taking advantage of modern sales prospecting software is an easy way to cut down on tedious and repetitious tasks so you can close more deals. For instance, software can be used to search and manage a prospect list.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Score More Sales

APRIL 10, 2012

Complex Selling is when you have a large-scope product or service that takes multiple presentations or deals with multiple decision makers over a medium-to-long length of time. In 2012 you need to go beyond “gut feeling” and use data for facts. Everyone benefits from a quick “spot-check” review of what others deals look like.

Pipeline 215

Pipeline Lead Rank Lead Scoring Decision Maker 215

Showpad

AUGUST 31, 2021

At Showpad, we have a specific year in mind: 2012. In 2012, FaceTime was added as a feature for all cellular iOS devices, and suddenly we were living in a world full of instant, effortless video communication. We’re still working hard to drag it into the modern day, but we’ll settle for 2012 right now.

Video 52

Video Customer Distribution Face-to-face 52

Hubspot Sales

AUGUST 21, 2023

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. Evaluation: The decision-makers in the organization weigh the cost of the product to the results they achieved during the business case. These people make up what is called the "buying center."

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

HeavyHitter Sales

SEPTEMBER 12, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. February 2012. Recent Posts. Best New Sales Book of 2011. Categories.

Face-to-face 97

Face-to-face Enterprise Enterprise Penetration 97

Score More Sales

JANUARY 25, 2012

by Lori Richardson on January 25, 2012. Keep an open mind and do some or all of the following: Find another potential contact point if appropriate (if you are talking with lower-level decision makers, who else might be impacted by this project and can you engage them in a way that adds value? Consulting. Find a new way.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

Close.io

SEPTEMBER 24, 2019

The startup—whose software instantly converts PDF or Word docs into dynamic, smart, cloud-based forms—wasn't even thinking about the government. For example, if a government has a $5,000 dollar threshold for buying the kind of software your company sells, you have to know that. Increase internal buy-in.

B2G 91

B2G Government Buyer Persona Cold Calling 91