The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 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 and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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. Click here to learn more.

Proposal 71

Proposal Decision Maker Lead Rank Lead Scoring 71

Increase Sales

NOVEMBER 16, 2013

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. For those in sales, uncertainty has indeed become the shadow obstacle behind many sales objections.

Objections 143

Objections Small Business Small Business Sales Cycle 143

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. Sales Messaging - How to Get It Right. Sales Model – Making It Scalable. Sales Training - Critical Components for Maximum Impact.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Score More Sales

JUNE 8, 2013

Compounded, this would give someone a huge advantage in learning new sales and communications strategies plus some new tools along the way. Check out Top Sales World’s new list 2013 Top 50 Sales and Marketing Influencers – it is an honor to be in such amazing company as the others on this list.

Closing 177

Closing Hiring Twitter Lead Rank 177

Score More Sales

JULY 27, 2013

Matt Heinz - Founder, Heinz Marketing. Kurt Shaver - Founder, The Sales Foundry. And, heck yea, contact me – Lori Richardson - founder, Score More Sales – 9 years of experience using LinkedIn to grow sales. Jill Konrath – Author, Speaker, Strategist.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

OCTOBER 21, 2013

Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. These connections will help you identify your right buyer and will be quicker sales cycles due to being warm or referred. If you don’t want to leave your desk, you can do this virtually too.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Understanding the Sales Force

APRIL 7, 2014

It''s important to separate inside sales into its 5 most common forms: As a replacement for traditional outside sales. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. Inside salespeople have been trained to do one thing well, not multiple things.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Understanding the Sales Force

APRIL 21, 2014

OMG''s sales assessment is an executional sales assessment and scientifically shows not only if a sales candidate can sell, but whether or not they will sell and succeed - for your company, in a specific sales role, against your competition, at your price points, calling into your market, and from the challenges they''ll face.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

JUNE 20, 2014

Sales Tools I''m for any tool that will help salespeople to be more productive and effective. These tools include gamification, call technology, email marketing and analytics. Sales Automation This category includes lead nurturing, pipeline management and CRM. Marketing can''t do it. This results in demos galore!

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Increase Sales

SEPTEMBER 17, 2013

With the explosion of education based marketing, some believe giving away knowledge (free consulting) is the most viable business growth path while others discount such a sales strategy. Sales Training Coaching Tip: The lack of an ideal customer profile may be part of the problem when it comes to “no free consulting.”

Ideal Customer Profile 128

Ideal Customer Profile Small Business Small Business Education 128

Understanding the Sales Force

JANUARY 14, 2014

If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. As sales processes go, the steps could be as simple as the following: Appointment. Let''s discuss a few possibilities.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Sales Training Connection

OCTOBER 11, 2013

It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle. Changes driven by the global market and ?advances In order to think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating.

Account 110

Account Strategy Negotiation Pivotal 110

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Marketing worries about the brand''s consistency.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30th, 2013. 365 days per year.

Training 45

Training Scale Quota B2B 45

Sales Training Connection

SEPTEMBER 9, 2013

According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. ©2013 Sales Momentum ® LLC. Don’t get there too late with too little.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Sales Training Connection

NOVEMBER 6, 2013

In the B2B major accounts market the expectations of senior executives are higher than ever. The investment in bringing a new product to market is substantial. The more innovative the product, the more new sales challenges there are to overcome. ©2013 Sales Momentum, LLC. Sometimes it may be just a few minutes.

Face-to-face 114

Face-to-face Decision Maker Ideal Customer Profile LinkedIn 114

Pointclear

AUGUST 21, 2013

It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today. The reality is that cold calling is alive and well.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision.

Training 45

Training Buying Cycle Hiring Vendor 45

HeavyHitter Sales

APRIL 7, 2013

Stalled Sales Cycles. In some cases, the excitement generated by the salesperson’s initial 30,000 foot sales pitch to senior executives didn’t motivate meaningful follow-up from the lower level personnel of the customer’s organization. As a result, customers frequently won’t make a purchase even after an exhaustive evaluation.

Study 146

Study B2B Penetration Lead Rank 146

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Your Sales Management Guru

OCTOBER 1, 2013

Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013! These ideas can be designed for sales leaders or individual sales performers. 4) Hold a sales training session on Negotiating in October!

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. IT Sales and Marketing Strategies Are Lagging If you are in IT sales and marketing, this article is for you.

Research 65

Research Decision Maker Intent Sales Cycle 65

Customer Centric Selling

APRIL 15, 2013

Sales Training Article: 4 Tactics to Make Your Number This Quarter By Tony Albachiara, Sales Benchmark Index (SBI) It''s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start. Depending on your average sales cycle, everyday counts. 90 days can fly by.

Training 45

Training Top of Funnel Funnel Lead Rank 45

Understanding the Sales Force

FEBRUARY 17, 2014

In this case, the way that IT should support sales is by staying out of the way, like an application engineer in the sales process. Let sales choose the application. They''re not going to use it, review it, coach from it, hold anyone accountable to it, train anyone to use it or customize it. Keep the servers running.

CRM 274

CRM Webinar Metrics Engineering Report 274

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here.

Sales Tools 45

Sales Tools Tools Training Collateral 45

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. So how well do your sales professionals and channel partners engage with value? trillion in 2014, a 3.2% for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring.

Vendor 58

Vendor Face-to-face Buying Cycle Trends 58

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. So how well do your sales professionals and channel partners communicate and quantify your value? #3

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

LeadFuze

AUGUST 5, 2021

One of the top destinations on the web for all sales subject matter. How to Make Sales and Marketing Meetings More Effective and Impactful. Blogger Blurb: Max Altschuler and Gaetano DiNardi put out some amazing content over at Sales Hacker. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Cincom Smart Selling

DECEMBER 3, 2015

Take, for example, General Mills, who just announced that it saved over $10 million since 2013 by addressing what to the untrained eye would merely look like a minor ingredient overage issue. Because of rapidly changing markets, the way we sell evolves every day. Sales by contact method. Sales revenue trends.

Sales Process 54

Sales Process Government CRM Sales Qualified Lead 54

Jonathan Farrington

JULY 31, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

MEDDIC

OCTOBER 19, 2021

But when you are selling more sophisticated products, higher end, Enterprise with longer sales cycle with different people involved, actually closing comes by itself when you do the right things at the beginning. Miller Heiman is a great sales methodology. But MEDDIC didn’t emerge this way. No, it’s actually the contrary.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

The ROI Guy

APRIL 12, 2013

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Jonathan Farrington

MAY 22, 2013

Let’s face it, no matter how unique your products and services and no matter how superb your sales track record, selling in today’s tumultuous times is still more challenging than ever. Sales cycles are definitely getting longer and longer plus there are fewer buyers overall.

Lead Rank 35

Lead Rank Lead Scoring Education Webinar Metrics 35