The ROI Guy

JUNE 4, 2014

The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training. Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. It mapped to a proposal generating tool. Continually develop and train on new strategies. By investing in both in 2014, you will set yourself up for long term success. Systems Enhancement.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. It follows the format of your typical sales proposal. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. You can decide if the gap between what you see and what you need can be trained.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Understanding the Sales Force

APRIL 9, 2014

For instance, today I was training a great group of salespeople and we worked on that very scenario. Neither did I talk about capabilities, present or propose, or talk pricing other than to get their commitment that they would spend more to do business with me. It was only a role-play and it wasn''t real.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Understanding the Sales Force

JULY 8, 2014

They find a few opportunities and spend hours writing and delivering proposals, presenting, following up and chasing closable prospects with little to show for it. Can they be trained to do things more effectively or, if necessary, in a completely different way? Don''t mistake proposals for effectiveness. Can they be saved?

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

Sales Training Connection

OCTOBER 20, 2014

Last month, I shared this challenge in a Sales Training Connection blog: Sales – don’t just close a deal, win a customer for life. I proposed that to realize this goal, salespeople must understand their customers better than the competition and develop more trust and a different type of relationship than they have in years past.

Customer 87

Customer Proposal Training Competition 87

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. The yearly model might look like this: 7500 Attempts/Requests 1500 Conversations 150 New Scheduled Meetings/Calls 100 Quality Opportunities 75 Qualified Opportunities 68 Demos/Presentations 54 Proposals/Quotes 18 Closed.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

No More Cold Calling

AUGUST 14, 2019

We wrote the proposal first. So, in 2014, I published Pick Up the Damn Phone! I managed major training projects part-time and was on several faculties teaching sales programs. I knew nothing about publishing and recognized that I needed to find someone who did. That was the horrendous part.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Sales Training Connection

MAY 28, 2014

proposal development, pricing), and perhaps even sales reps in other divisions – who may have different sales goals and even selling styles. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum®, LLC.

Influencer 113

Influencer Leads Marketing Qualified Lead Proposal 113

Smooth Sale

JUNE 15, 2022

Investors will likely reject several proposals because they want to ensure they are investing in worthwhile business ideas. A 2014 study concluded that entrepreneurs that write formal business plans receive more funding than if they had no plans. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Proposal Enterprise Enterprise 78

Sales Training Connection

FEBRUARY 3, 2014

Customers are becoming increasingly impatient with sales people who always tell them what they already know and simply propose what they think the customer wants. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®.

Lead Rank 130

Lead Rank Lead Scoring Proposal Training 130

The ROI Guy

NOVEMBER 10, 2014

2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. 2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Customer Centric Selling

SEPTEMBER 9, 2013

Sales Training Article: 11 Traits of a High Performing Sales Culture. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. Hank proposed that Dani work on a common vision for the sales force.

Training 53

Training Hiring Transportation Territories 53

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

Customer Centric Selling

JANUARY 4, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I hope 2014 was a good year. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Proposals, like radioactive material, have half-lives.

Proposal 40

Proposal How To Face-to-face Vendor 40

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

Sales Training Connection

NOVEMBER 7, 2014

They’ve had already done “everything right” when it comes to training their sales managers to do a better sales coaching. First, they trained their sales reps in classic selling techniques so the managers did not have to start at ground zero. Then they trained their sales managers in coaching techniques. Coach-the Coach.

Sales Coaching 92

Sales Coaching Coaching Face-to-face Call-back 92

Sales and Marketing Management

JUNE 1, 2018

I like numbers when I want to look at quantitative data from a sales manager role, but the power of storytelling is way underrated,” says Carter Young, director of sales training and operations at SaleScout Data Solutions, a B2B sales intelligence provider. The fine art of spinning a powerful story will always provide an edge. “I

Marketing 226

Marketing Telemarketing Scale Education 226

Score More Sales

OCTOBER 18, 2013

These items above are a basic minimum in 2013 (heading into 2014) for a seller. Many systems now connect to proposal tools, email systems, web landing pages, customer service logs, and just about anything that would matter to customer-facing reps.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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

Increase Sales

JUNE 4, 2014

Your proposed solution will meet the company’s needs and provide tangible benefits that warrant changing the status quo, and. About the Guest Blogger: A former two-time national Salesperson-of-the-Year, Kelly Riggs has almost three decades of sales management and sales training experience.

Vendor 135

Vendor Face-to-face Exact Competition 135

SBI

APRIL 8, 2015

They perform tasks imposed on them internally, like expense reports, product training and internal meetings. Proposal/quote creation. Proposal follow-up. Technology Footnote: For ideas on sales tools that can impact selling time, view our Top Sales Tools of 2014 Guide. Salespeople do other things besides selling.

Revenue 50

Revenue SAP Decision Maker ROI 50

Your Sales Management Guru

NOVEMBER 3, 2015

KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. Sales training is moving to a mobility mode. Business Guidance selling occurs while the salesperson is delivering proposal or at a closing stage. 2015 Sales Predictions.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Cience

NOVEMBER 6, 2019

Philip Krim is a co-founder and CEO of Casper Sleep, the mattress firm started in 2014 as a purely online provider. Sellers can conduct online demo’s and provide prospects a proposal with a few clicks on the website. Buyers can gather much pre-sale information via an online search.

Channels 42

Channels Marketing Retail How To 42

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

No More Cold Calling

OCTOBER 29, 2015

This study had a major impact on communication training. So, take a hard look at the key words you use in your proposals, emails, voice mails, and conversations. Linda Richardson is the founder and executive chairwoman of Richardson, a global sales training business. She was also identified by Training Industry, Inc.,

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 120

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In 2014, I was working at a digital product agency, and my team had the opportunity to pitch to a major entertainment brand on building a loyalty program for their number-one TV show. What You’ll Learn. Why use sales presentations? When to use one?

Top of Funnel 73

Top of Funnel Lead Rank Webinar Metrics Call-back 73

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130