Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

Marketing 247

Marketing Outbound Inbound Vendor 247

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Pointclear

JUNE 4, 2013

We discussed upcoming initiatives for Top Sales World (TSW) as well as what Jonathan sees on the sales horizon. JF: Well, as you know Dan, in 2012 all of our Top Sales initiatives were brought under one roof to become Top Sales World. DM: What exciting things are in store for TSW?

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

The ROI Guy

FEBRUARY 15, 2013

According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. First, the demand for financial justification has never been higher.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

Sales Hacker

JUNE 11, 2019

Command of the Sale. The idea at the core of this methodology is that you should customize your company’s sales enablement tools and activities based on solutions that are already in place. Launched by Jill Konrath in 2012, SNAP stands for: S imple. Conceptual Selling. SNAP Selling. i N valuable.

Sales Methodology 78

Sales Methodology Inbound Lead Rank Consultative Selling 78