The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% uplift from the last forecast published in Q1). Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2%

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

APRIL 14, 2015

This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4% Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Understanding the Sales Force

AUGUST 6, 2013

c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan OK, so you do get frustrated with sales or you wouldn''t have clicked the link. Do you get frustrated with: Salespeople? Effectiveness? Discipline? Consistency? Growth and Improvement? Pipeline Velocity? Sales Selection? On Boarding? Start over. Take action.

Forecasting 246

Forecasting ACT Motivation Pipeline 246

Understanding the Sales Force

FEBRUARY 11, 2013

Like snacks and comfort food, they cause our pipelines (insides) to become inflamed and our forecasts (blood work) to become unacceptable. Prospects and customers are attempting to commoditize everything you sell. When everything looks the same, prospects focus on price. It's time to face the reality of 2013.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. What sales resources forecast the largest returns? Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is the above what you can expect for your 2013 goals?

Opportunity 316

Opportunity Strategy Banking Territories 316

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data.

Data 208

Data Health Care Retail Lead Rank 208

SBI Growth

DECEMBER 6, 2012

Do my prospects find me online every time they search for a solution to their problems? Could this problem impact me making the number in 2013 and beyond? In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

SBI Growth

NOVEMBER 4, 2012

Before 2013 starts, now is the time to identify Buyer compelling events. Ask the right questions of the prospect and they will reveal what is causing them to buy. For Sales Operations to know this will increase your ability to forecast. Are we ready to provide solutions when these events occur? As a trigger to start a new sale.

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

SBI Growth

NOVEMBER 1, 2013

This no-cost tour presents findings from SBI’s research in 2013. They reach new prospects with social media. CRM reporting, appointments, call prep, and forecasting are all done on the fly. To assist you further, download the Top Sales Rep Renewal Guide. You’ll have access to a host of guides, templates and tools.

Hiring 308

Hiring Social Media Comparison Forecasting 308

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. New quotas are immediately factored into forecasts, but the numbers may take 3-6 months to materialize, if at all. But, the changes need to be realistic.

Territories 124

Territories Quota Sports Compensation 124

No More Cold Calling

DECEMBER 7, 2017

Is Failure in Your Team’s Forecast? Maybe they can even get referrals from those lost prospects. In 2013, the #1 issue was enhancing lead generation (48.9%) The top sales effectiveness priority going into 2009 was optimizing lead generation. Top sales performers understand that selling begins and ends with prospecting.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The ROI Guy

JULY 15, 2015

Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% This latest estimate from Gartner is a further downward revision of the overly optimistic forecast published to kickoff the New Year, where Gartner was anticipating a 2.4% YoY decline from 2014 levels.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Increase Sales

OCTOBER 14, 2013

The fourth quarter is for many SMB salespeople a time of desperation because sales quotas are still lacking; business cycles for many are in the decline due to the holidays; to budget forecasting takes precedence over buying any new solutions. Share on Facebook.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Smooth Sale

MAY 30, 2018

The story of Spiro began with a movie, but we’ll get to that in a minute… In 2013, one of Spiro’s co-founders, Adam Honig, sold his company that he had spent 15 years building to a very large firm. Most companies with a salesforce agree they need a way to manage their contacts, track their activities, and forecast their deals.

CRM 89

CRM Hiring Forecasting Call-back 89

SBI

MARCH 5, 2013

But there are many new tools that go beyond facilitating forecasting and activity logging. The first way for reps to spend their time is by talking with a real-life prospect. Recent studies have shown that the average rep spends just 35% of their time with prospects. It is helpful for sure. The truth of the matter is this.

Revenue 127

Revenue Hiring Decision Maker CRM 127

The ROI Guy

MARCH 1, 2016

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. YoY increase from 2015.

ROI 53

ROI Decision Maker Proposal Forecasting 53

SBI

JANUARY 29, 2014

If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. It’s been a super-hot topic of 2013. And digital body language is a great way to do that.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

SBI

FEBRUARY 5, 2013

I will make a definitive decision to outline the key change-factors that are critical and essential to my/our success in 2013. I need to perform ‘big data’ analysis if I want to understand underlying trends, identify risks in the forecasts, and hold my team/s accountable. I will take charge of creating an action plan for solving them.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

AUGUST 13, 2013

By the end of 2013 there will be 2.3 With the information, tips, strategies, and checklists, you’ll be able to: Build an Intelligent Prospecting 2.0 Achieve total forecast accuracy. In 2009, there were 800,000 inside sales departments. Create a trust-based coaching culture. Motivate fast and create cohesive group dynamics.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Hacker

SEPTEMBER 28, 2021

He recruits for people, finance, and legal functions, and he’s been in startup land since 2013. When I joined Mimeo in 2013, startups were such a big thing, especially in New York. About Hakim Myers & Nextdoor [2:00]. Sam Jacobs : Hakim is a business recruiter for Nextdoor. Hakim, welcome to the show.

Retention 81

Retention Benefit Scale Hiring 81

SBI

OCTOBER 1, 2010

Gartner forecasts worldwide downloads in mobile application stores to surpass 21.6 billion by 2013. And download revenue will grow to just over 29 billion in 2013. And all three apps make it a whole lot easier to communicate with prospects. All three apps work within or on-top of Microsoft Outlook.

Microsoft 57

Microsoft Software Software Forecasting 57

Velocify

OCTOBER 12, 2012

This is not your grandfather’s door-to-door sales world, and for many, the days of wooing prospective customers on the golf course or over a fine dining experience are in the past. Meanwhile, sales leaders are beginning to think about their 2013 sales forecast and how they are going to meet it. We are now in a savvy sales 2.0

Leads360 71

Leads360 Conference Study Sales Forecasts 71

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. Why wait for qualified leads to come to you?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

The ROI Guy

JULY 8, 2014

increase from 2013 spending levels. Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. trillion in 2014, a 3.2% for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Jonathan Farrington

MAY 29, 2013

Forecasting future income – based on how their objectives are moving through the three levels of the Funnel. The pre-requisite is that they have data that suggests a fit between their company’s products and the prospect’s needs – all of this type of work requires qualifying. Ignite your 2013 B2B sales strategy.

Top of Funnel 39

Top of Funnel Funnel Conference How To 39

Jonathan Farrington

FEBRUARY 11, 2013

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times – as much to locate, qualify and sell to a new prospect as it does an existing customer. It should have been a non-sales event, which would allow you to discover what business might be forthcoming from each client/customer in 2013.

Customer 45

Customer Face-to-face Account Margin 45

No More Cold Calling

JUNE 30, 2021

You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person (or sales qualified lead). If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Do Your Leads Suck? Sales is like dating.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

MEDDIC

OCTOBER 19, 2021

How to forecast deals with MEDDPICC® First line managers role with MEDDPICC®. I have Darius Lahoutifard with me and we’re going to be talking about qualifying prospects with the MEDDIC sales method and welcome to the show, Darius, it’s really great to have you here today. Okay, this prospect is now qualified.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Understanding the Sales Force

JUNE 2, 2013

Understanding the Sales Force by Dave Kurlan The Pipeline, The Funnel and the Inaccurate Forecast - It gets a bit scary when people who are experts in one thing write about another. After all, the single biggest complaint I hear is the one about inaccurate forecasts followed closely by delayed closings. c) Copyright 2013 Dave Kurlan'

Pipeline 245

Pipeline Sales Leadership Top of Funnel Funnel 245

Understanding the Sales Force

JUNE 12, 2013

A salesperson tells you about a great looking opportunity that has been forecast to close this month. "We''re It takes discipline to lay off the high fastball and it takes discipline to ask all the necessary questions when the prospect is saying they are ready to buy. c) Copyright 2013 Dave Kurlan'

Decision Maker 249

Decision Maker Forecasting Opportunity Exact 249

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. Collecting revenue upfront makes forecasting more predictable and gives you the cashflow to reinvest in growth, support, product development, etc.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Jonathan Farrington

FEBRUARY 3, 2012

The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.” Getting out of the office and in front of prospects and clients will still be the primary relationship building and selling format. Referrals will still get you more and better business than any other prospecting format.

Ideal Customer Profile 39

Ideal Customer Profile Social Media Travel Inside Sales 39

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Meet Devon, customer success’n since November of 2013 and Gong employee #37. Hannah uses Gong… Deal boards for forecasting/planning.

Follow-up 118

Follow-up Video Account Objections 118

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. Collecting revenue upfront makes forecasting more predictable and gives you the cashflow to reinvest in growth, support, product development, etc.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Cincom Smart Selling

MAY 5, 2016

Frankly, prospective sales reps aren’t interested in long training cycles either. A 2013 study published by Bain & Company shows that B2B companies undertaking single-product to multi-product portfolios are experiencing turnover rates as high as 60% over less than three years.

Hiring 67

Hiring Discount Scale Hotels 67

SalesLoft

JULY 17, 2019

As a result, we’re all scrambling to understand why our pipelines are low, competition is high, and forecasts are neutral. You had to get your prospect on the line to understand what they were seeking. In 2013, the year I started Skaled , I was introduced to email tracking software. A Look Back at the Last Decade.

Scale 65

Scale Buyer eBook Lead Rank 65