The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012.

Case Study 70

Case Study Comparison Decision Maker ROI 70

The ROI Guy

APRIL 25, 2012

Alinean interactive value selling and marketing tools help B2B sales professionals and prospects fight Frugalnomics, by provoking prospects to take action, tallying the “cost of doing nothing” and cost-justifying proposed solutions. and “Why the Proposed Solution?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

No More Cold Calling

JUNE 10, 2021

He knew how to write a proposal that sold, and it did. I developed an online program in 2012. (I Then one day, I got a call from a woman I’d met at a networking luncheon. When I told her I was going to write a book about referral selling, she said, “You have to meet my father-in-law, Gerry Sindell. ” I tell them to keep doing it.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

The Sales Hunter

APRIL 30, 2012

We’ve all been in the situation where we have put a great proposal together for a customer, and we know the proposal is perfect for them. As the customer reviews your proposal, they then request you break it down so they can see each component of the proposal. Copyright 2012, Mark Hunter “The Sales Hunter.”

Proposal 172

Proposal Buyer Maximizer Customer Service 172

Understanding the Sales Force

JULY 30, 2012

The pessimist : Sure, the pessimist will complain about the prospect, but more specifically, that the prospect wasn't open, was hostile, talking with competitors, wouldn't share a budget, wanted only a proposal, wouldn't commit to anything, blocked him from reaching a decision-maker, etc. c) Copyright 2012 Dave Kurlan

Decision Maker 253

Decision Maker Proposal Sales Cycle Exact 253

Understanding the Sales Force

SEPTEMBER 26, 2012

One particular call causes the salesperson to become so excited that she devotes the rest of this week to developing an appropriate solution, value proposition, ROI, proposal and presentation. Post presentation and proposal, she begins making follow up calls and over the course of the next month goes into full chase mode.

Sales Management 192

Sales Management Proposal ROI Pipeline 192

Score More Sales

NOVEMBER 9, 2012

Rather than being totally bummed out by this since I’m a voracious business book reader and recommender, I want to propose an option for those who don’t read a lot but DO want to learn, grow, and improve – the option is to watch the right videos which can show you specific, targeted skills and ideas.

Video 225

Video B2B Outbound Proposal 225

Understanding the Sales Force

JULY 30, 2012

The pessimist : Sure, the pessimist will complain about the prospect, but more specifically, that the prospect wasn't open, was hostile, talking with competitors, wouldn't share a budget, wanted only a proposal, wouldn't commit to anything, blocked him from reaching a decision-maker, etc. c) Copyright 2012 Dave Kurlan

Decision Maker 245

Decision Maker Proposal Sales Cycle Exact 245

Score More Sales

FEBRUARY 20, 2013

Spending hours on unqualified proposals – reality testing. As a result, he ends up writing a practice proposal or an ineffective proposal because he is missing key criteria. Inconsistent prospecting activity – low impulse control or delayed gratification. Not talking to the decision maker (s) – assertiveness and problem solving.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Understanding the Sales Force

NOVEMBER 29, 2012

They want prices and proposals and your salespeople are too willing to oblige. c) Copyright 2012 Dave Kurlan Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo. To make matters worse, your prospects want your salespeople to present and conduct demos.

Travel 191

Travel Consultative Selling Proposal Exact 191

The Sales Hunter

APRIL 27, 2012

Craft your proposal around the customer’s timeline. Putting a proposal on the table too early will only give the customer time to shop your proposal with competitors. A proposal put on the table too early is also inviting the customer to come back to you one or more times looking for a reduction.

Proposal 156

Proposal Discount Maximizer Closing 156

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? How many got to proposal? Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. But where is the truth and how do you find it? What’s that you say?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Understanding the Sales Force

AUGUST 28, 2012

One of the biggest questions for companies today is the challenge of whether their salespeople can make the transition from transactional (demo or present, quote or propose, close) selling to consultative selling. c) Copyright 2012 Dave Kurlan A sales force evaluation will answer that question and so much more. (c)

Decision Maker 211

Decision Maker Consultative Selling Proposal Competition 211

Score More Sales

MAY 28, 2013

You can see the two other videos, Painting , and also The Proposal. . Maybe it was because I was quite the Girl Scout cookie salesgirl in my day – OR it was just that it best conveyed what we as marketers and sellers are working to do (perhaps both?) Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

SBI Growth

AUGUST 7, 2012

You can burn valuable time submitting a proposal after pressing the prospect into receiving it. If a proposal isn’t invited by the buyer because they see your solutions as a viable and possibly preferred option, forget about the close. Are you using it to take the blindfold off as you drive to earn more in 2012?

Quota 250

Quota Proposal Decision Maker Buyer 250

Understanding the Sales Force

JUNE 11, 2012

Professional Proposals? c) Copyright 2012 Dave Kurlan Performance Incentives? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Ultimatums? Bertter Demos? What kind of people problems have you created? How can you fix them? (c)

Lead Rank 188

Lead Rank Incentives Incentive Sports 188

Score More Sales

JANUARY 24, 2012

by Lori Richardson on January 24, 2012. For example, Keller and Berry propose five attributes of influencers: Activists: influencers get involved, with their communities, political movements, charities and so on. is 2012 the year of INFLUENCE for you and your company? © Score More Sales 2001 - 2012. Consulting.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

The Sales Hunter

FEBRUARY 13, 2012

Feb 13, 2012. They write a lot of proposals, but have low closing ratios. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Negotiating Doesn’t Have to Mean Sacrificing Profit. Contact Mark. E-mail RSS. Twitter Facebook. Facebook. -->. What are You?

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

FEBRUARY 20, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In advance of going to a meeting with a buyer, send in an agenda in advance , and include your proposed next step as part of that agenda. Your email address will not be shared. Sign up for our Email Newsletter. December 2011. April 2011.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

Understanding the Sales Force

JUNE 20, 2012

As a result, they avoid asking more questions because it delays their presentations, demos, proposals and quotes - things they have confidence in and believe they do effectively. c) Copyright 2012 Dave Kurlan Salespeople can't wait to talk about what they sell and how it helps.

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

Understanding the Sales Force

NOVEMBER 29, 2012

To make matters worse, your prospects want your salespeople to present and conduct demos, they want prices and proposals and your salespeople too willing to oblige. c) Copyright 2012 Dave Kurlan Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo.

Travel 136

Travel Consultative Selling Proposal Exact 136

Selling Essentials RapidLearning Center

JUNE 15, 2022

The survey showed they’d like salespeople to spend 51% of their presentation time explaining how the proposed solution will drive the buyer’s business. If product talk is what buyers don’t want, what DO they want? And yet salespeople spend only 24% of the time doing that. What makes sales presentations effective – a buyer-seller perspective.

Buyer 59

Buyer Journal Survey Research 59

The Sales Hunter

SEPTEMBER 19, 2012

For you this is huge, as it can help you in crafting the proposal in terms of timeframe and the long-term potential a customer might be worth. Copyright 2012, Mark Hunter “The Sales Hunter.” Strategic buyers view things long-term and place value in connecting transactions together. ” Sales Motivation Blog.

Customer 163

Customer Maximizer Proposal Lead Rank 163

Score More Sales

JUNE 18, 2012

If you submit a proposal, offer a summary overview at the beginning rather than the end. Share Grow Customers With 3 Sales Tips for Improved Communication originally appeared on Score More Sales on June 18, 2012. Examples include: Employed by – instead of works for. Empowered to – instead of approved to.

Customer 225

Customer Proposal Buyer Coaching 225

The Sales Hunter

DECEMBER 5, 2011

Of course, the solution proposed by the city leadership was to ban all these people. As there was no rug on the street, I guess they were proposing that they be swept under the side walk. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Watch Mark Hunter!

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Increase Sales

OCTOBER 24, 2012

Sales Training Coaching Tip: Except for formal government type bid proposals, consider replacing proposal with statement of work as this creates an entirely different mindset. Many other sales training firms discuss proposals, you become the Red Jacket by sharing statements of work and do not forget to lose the staple.

Training 156

Training Proposal Webinar Metrics Government 156

Increase Sales

DECEMBER 31, 2011

If you are interested and would like to get more information about my proposal I would be happy to send you all the details necessary to make it happen, just drop me a line. Another problem with this poorly researched unsolicited email was the mention of proposal. May 2012 Be a Year Filled with. Person’s name. link] name.

Research 115

Research How To Proposal Google 115

Score More Sales

MARCH 18, 2013

As you get more creative, you open the possibilities up for bigger sales opportunities with companies you’ve researched and selected to work with rather than proposals someone wants you to respond to. Maybe the whole idea of competing should be looked at in terms of collaborating and creating.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Competition 221

The Pipeline

JULY 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Architect Barry Thalden, hotel and casino designer and one of my dearest friends for the past 50 years, tells of presenting a proposal to Donald Trump: “I managed to arrange a meeting with Donald Trump. Sign up for our Email Newsletter.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

The Sales Hunter

MAY 1, 2012

If we do the job we’re capable of doing when it comes to selling, then we’ll be in a position to truly understand the needs of the customer and be able to fashion our proposal to ensure they gain maximum value from what we’re offering. Copyright 2012, Mark Hunter “The Sales Hunter.”

Discount 174

Discount Fashion Negotiation Face-to-face 174

Sales Hacker

OCTOBER 13, 2022

In 2012, Daniel Pink proposed a new ABCs of selling in his book, To Sell Is Human: Attunement, Buoyancy, and Clarity. This means leaving old-style ABCs of selling, “ Always Be Closing ,” in the past. Related: What Your Sales Trainer Taught You Is Wrong (And What You Should Be Doing Instead). You can read his newsletter about it here.).

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

Anthony Cole Training

FEBRUARY 13, 2012

A Sharp Stick in the Eye is Better Than "Think it Over" Posted by Tony Cole on Mon, Feb 13, 2012. I have one more proposal Im looking at. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Tony Cole, Founder and CEO of Anthony Cole Training Group.

Hiring 138

Hiring Ideal Customer Profile Cost per Acquisition Proposal 138

The Pipeline

JANUARY 13, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Increase Sales

JANUARY 6, 2014

50% of sales people missed their sales targets and this failure was worse than in 2012 which was worse than in 2011. Many of us have experienced the salesperson who shows up and throws up or what I prefer to call the 3Ps Virus (spewing price, product or proposal in the first 5 minutes). So this begs the question of why?

Ideal Customer Profile 139

Ideal Customer Profile Marketing Coaching Sales Coaching 139