SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The ROI Guy

DECEMBER 4, 2013

The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision. As we survey our customers, we find that content marketing and sales conversations need to connect, engage and sell to a wider range of interests, each with unique challenges and perception as to the value your solution can provide.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption. Turn your sales training into a competition.

Training 300

Training Sales Management Hiring Social Selling 300

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they? Where can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Read on and you''ll be ready to Make the Number in 2014.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Increase Sales

SEPTEMBER 30, 2013

The first three sales quarters for the 2013 Increase Sales and Business Growth Game are gone as of today only one sales quarter remains. Where do you stand respective to: Marketing? Qualified sales leads? Proposals or statements of work? Actual sales to date? So what is your score? Prospecting?

Lead Rank 137

Lead Rank Lead Scoring Sales Qualified Lead Proposal 137

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. growth in 2014). growth in 2014). If your proposals are more than $500k, you now average 10 stakeholders per decision. IT Spending on the Decline?

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. At the point where it would be advantageous for the salesperson to back up to an earlier stage of the sales process, I conducted a role-play to demonstrate. Well, maybe. Prospects will not tolerate that.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. There are no big marketing costs.

Referrals 291

Referrals Cold Calling Survey Scale 291

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

Smooth Sale

JUNE 15, 2022

Investors will likely reject several proposals because they want to ensure they are investing in worthwhile business ideas. This document should contain detailed marketing plans, financial projections, specifics about your target market, and related matters. Product-Market Fit : What Do Investors Look For In Businesses?

Hiring 78

Hiring Proposal Enterprise Enterprise 78

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. 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.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 15, 2015

YoY decline from 2014 levels. If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? These are the names from marketing who are potential prospects or people you find on an industry list. Is there a system in place for them?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

The ROI Guy

JANUARY 16, 2014

For IT solution providers who may be using these forecasts to invest in a turnaround for 2014 revenues, another flat year could have significant implications for your organizations and your career. According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

APRIL 8, 2014

trillion in 2014, a 3.2% Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. For IT solution providers who may be using these forecasts and expecting a turnaround in 2014 revenues, we urge extreme caution. for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. And its not just your direct sales reps that have the issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Sales Training Connection

MAY 28, 2014

The importance of team selling to overall sales success continues to build. This team selling trend presents a new challenge for salespeople: leading sales teams though influence. The sales teams are comprised of people representing different parts of the company –technical staff, internal sales support people (e.g.,

Influencer 113

Influencer Leads Marketing Qualified Lead Proposal 113

The ROI Guy

FEBRUARY 15, 2011

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. According to Gartner, this requires CIOs re-imagine IT and lead it through a process of “creative destruction.

Study 53

Study Strategy Marketing Lead Rank 53

The ROI Guy

JANUARY 23, 2014

Decision by committee is the norm, involving 43% more stakeholders in each decision compared to just 3 years ago; an average of 8 in a typical purchase decision (IDC) More Frugal – With stakeholders now focused on financial outcomes, and Finance formally involved in the process, 95% require formal financial justification on any proposal (IDC).

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

The ROI Guy

SEPTEMBER 4, 2013

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. More decision makers Many of you who have been involved in a sales cycle over the past few years realize there are more decision makers now involved in the average IT purchase decision.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Answer: Yes.

Channels 42

Channels Marketing Retail How To 42

The ROI Guy

JUNE 24, 2014

According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. Ensuring salespeople have the right knowledge, skills and tools to maximize every buyer interaction is the heart of sales enablement.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

The ROI Guy

JANUARY 13, 2010

Gartner just released their list of 2010 trends, and one of the top 9, the importance of providing carbon remediation / Green IT business case, has a significant impact on IT solution provider marketing / sales strategies for the coming year.

Remedy 40

Remedy Microsoft ROI Marketing 40

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Power Networking.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Pipeliner

FEBRUARY 15, 2019

Professional development in sales and marketing has a similarly checkered ethical history. Easy to say at the sales kickoff. Marketing and sales organizations are hives for conformity and group think: “Quit giving excuses!” “I It wasn’t warp-speed market disruption. That turns people off.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

The ROI Guy

FEBRUARY 5, 2013

The Bottom-Line: What is an IT Solution Provider to Do?

ROI 72

ROI Enterprise Enterprise Survey 72

The ROI Guy

OCTOBER 20, 2010

IT solution providers must recognize this change in order to succeed over the next 5 years - moving from product / solution selling to value sales / marketing strategies - helping buyers quantify the business benefits, return on investment and value advantages of proposed solutions to frugal, economic focused buyers.

ROI 40

ROI Forecasting Vendor Comparison 40

The ROI Guy

JULY 8, 2014

trillion in 2014, a 3.2% 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. for 2014, down over 34% from the 3.2% According to Gartner, worldwide IT spending was expected to reach $3.8 for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 103

Inside Sales Sales Technology Wireless Hubspot 103

Sales Hacker

DECEMBER 15, 2020

If you missed episode 139, check it out here: The Science of Becoming a Better Sales Leader with Luke Rogers. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Our second sponsor is Outreach , the number one sales engagement platform. And finally, we turned Sales Hacker into a community.

Scale 88

Scale Lead Rank Lead Scoring Enterprise 88

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. Why use sales presentations? Why use sales presentations? (08:03). When do you use a sales presentation? (12:25).

Top of Funnel 73

Top of Funnel Lead Rank Webinar Metrics Call-back 73

Understanding the Sales Force

SEPTEMBER 10, 2014

Understanding the Sales Force by Dave Kurlan It''s 6 AM and we need to plan our day. There are 87 emails that came in since 6PM yesterday, 2 internal meetings, 3 external meetings, 5 phone meetings and 14 items on the to-do list that must be completed today, including proposals, follow ups, job offers and CRM updates.

Google 130

Google Travel Exact Video 130