Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Anthony Iannarino (along with Jeb Blount). Simplified.: Their approach is subtle.

Handbook 100

Handbook Prospecting Outbound Inbound 100

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. A lot has changed since 2015, but we still have miles to go. According to Gartner, 83 percent of B2B buyers would rather buy digitally. In fact, buyers might just need us now more than ever.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. In 2015, an average of 5.4 Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The ROI Guy

APRIL 7, 2015

Three Big Takeaways from SiriusDecisions Sales Leadership Exchange Top 5 Content Marketing Trends You Need to Know for 2015 Get the book! Alinean Buyers Journey content marketing Dan Sixsmith Forrester Frugalnomics Frugalnomics Survival Guide Pisello popular SiriusDecisions Value Marketing Value Selling'

Trends 63

Trends Sales Leadership Buyer Objections 63

Sales and Marketing Management

JULY 22, 2015

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: By 2020, it is estimated that millennials will make up more than half of the work force. Many of them are being promoted to decision-making positions.

Buyer 120

Buyer B2B Promotion Up-Sell 120

The ROI Guy

JULY 15, 2015

C autious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

No More Cold Calling

DECEMBER 28, 2018

Unless a buyer likes and trusts you, you won’t get the deal. For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. You won’t even get invited to sit at the table.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

The ROI Guy

JANUARY 26, 2015

As you launch 2015 kick-offs and budget for training / enablement investments, there are three key metrics you should consider when shaping your 2015 Sales Enablement strategy: 1) More Stakeholders: IDC reports a significant 43% increase in number of buyers involved in each B2B purchase over the past three years, growing to more than 8 decision makers (..)

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. You’ve defined your market and key buyers. The sales strategy is set. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.

Compensation 296

Compensation Maximizer Resources Strategy 296

Hubspot Sales

MAY 5, 2020

After all, it’s unfair to expect a buyer to pick up on what you’re telling them right away, and what is a test other than an opportunity to reinforce knowledge? Start Educating Your Buyers. Editor's note: This post was originally published in December 2015 and has been updated for comprehensiveness. Why do teachers give tests?

Education 79

Education Buyer ROI Survey 79

Selling Essentials RapidLearning Center

AUGUST 24, 2021

The Conference Executive Board, a consultancy on business best practices, surveyed 600 B2B buyers about their attitudes towards complex sales — i.e., sales where multiple buyers and influencers within the customer company have to agree before a deal can be concluded. Making the Consensus Sale, Harvard Business Review, March 2015.

Buyer 59

Buyer Face-to-face Survey Video 59

Sales Training Connection

JANUARY 16, 2015

At the center of change is the fact that buyers have access to more and better information about you and your competitors then ever before. So what are some things a company can do right now to do a better job getting ready for 2015? ©2015 Sales Momentum, LLC. Selection. The trap is changing too little – too late.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales and Marketing Management

JANUARY 20, 2020

Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. As startling as that statistic is, it’s not all that difficult to believe, what with buyers having ready access to digital content, their reliance on social media and the rise of e-commerce. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Showpad

AUGUST 10, 2018

Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Making things worse is that buyers feel that sales reps aren’t giving them value — in fact, 66% say that the information they are getting from sales reps is not relevant. The idea here is to unburden the buyer.

Buyer 49

Buyer Face-to-face Vendor Report 49

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Top 7 Articles of 2015 . 7 Things Your Buyers Want Other Than Lowest Price. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. 5000 Fastest Growing Company.

Journal 40

Journal Territories Groups Coaching 40

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Buyer Driven. Buyers over the last few years have shown that they are willing to take insight from vendors, but the insights must be on the buyer’s terms. As we have shared before buyers. A premium for all.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The ROI Guy

DECEMBER 8, 2014

According to IDC, the number of decision makers involved in your deals has increased by 40% over the past 3 years, a direct fallout from the Great Recession and “Frugalnomics” – a condition where buyers are more risk-averse and require compelling financial justification to consider your solution versus remaining with the status quo.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Showpad

AUGUST 10, 2018

Forrester reports that nearly three-fourths (74%) of buyers are conducting more than half their research online. Making things worse is that buyers feel that sales reps aren’t giving them value — in fact, 66% say that the information they are getting from sales reps is not relevant. The idea here is to unburden the buyer.

Buyer 49

Buyer Face-to-face Vendor Report 49

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. And if buyers change how they buy – salespeople need to change how they sell. Second, tune into the changes in the background and expectations of the people that are becoming new sales reps in 2015 and how these people are likely to function in today’s world-of-work. ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Increase Sales

DECEMBER 31, 2015

For today’s educated buyers be they homeowners looking for a realtor to executives seeking solutions to repetitive workplace culture and operations problems price is usually not what is going to make or break the sale for the top sales performers. As buyers, are we willing to give up quality? They are sales pitches first and foremost.

Marketing 70

Marketing Direct Mail Ideal Customer Profile Retail 70

Sales and Marketing Management

JUNE 20, 2019

One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. . Alongside every product, both positive and negative peer provided reviews appeared to help buyers predict what their experience will be following a purchase. Reviews and feedback are no longer confined to just to B2C purchases.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Selling Essentials RapidLearning Center

MARCH 17, 2021

In fact, according to scientific research, a well-told story affects both the brain and the body chemistry of potential buyers, putting them in the right frame of mind to buy from you. If your buyer is, say, a veteran IT specialist, learn in discovery what challenges the buyer and organization are facing. 2015, January).

Transportation 109

Transportation Closing Face-to-face Journal 109

Sales and Marketing Management

DECEMBER 14, 2015

Issue Date: 2015-12-14. Buyers still need to trust that salespeople have their back – no matter what. Buyers still need to trust that salespeople have their back – no matter what. Author: Sean Gordon, CEO of Intelliverse. read more

Lead Generation 120

Lead Generation Buyer Leads Marketing Qualified Lead 120

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions. Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Sales and Marketing Management

OCTOBER 19, 2015

Issue Date: 2015-10-19. Teaser: Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy. Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy. read more

ACT 120

ACT Software Software Sales Enablement 120

Sales and Marketing Management

JULY 26, 2015

Issue Date: 2015-07-01. We look at why buyer indecision happens and what sellers can do to make sure it doesn't. We look at why buyer indecision happens and what sellers can do to make sure it doesn't. Author: Tim Riesterer. read more

Course 120

Course Buyer 120

Sales and Marketing Management

APRIL 16, 2015

Issue Date: 2015-04-17. Teaser: Sales reps that understand what buyers know about products and services can respond more quickly and get the competitive edge. Sales reps that understand what buyers know about products and services can respond more quickly and get the competitive edge. Author: Micheline Nijmeh.

Vendor 120

Vendor Competition Research Buyer 120

Sales and Marketing Management

JANUARY 29, 2015

Issue Date: 2015-01-30. Teaser: When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. Sales professionals who follow a proven sales process know how and when to engage the buyer into making commitments. Author: Bob Urichuck.

Sales Process 120

Sales Process Buyer Sales 120

The Pipeline

FEBRUARY 15, 2015

April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Sales Performance Summit. JOIN US AT. The Rotman School of Management. George Street, Toronto, ON, Canada. Performance is no longer an individual measure.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

Sales and Marketing Management

MARCH 26, 2015

Issue Date: 2015-03-01. Teaser: We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean? We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean?

B2B 120

B2B Buyer Sales 120

Zoominfo

APRIL 20, 2022

In 2015, they found that 70% of B2B marketing organizations reported the amount of pipeline they sourced as a KPI. “It assumes a first-touch or last-touch attribution model and doesn’t take into account the multiple buyers and touchpoints involved.” Data from Forrester Research shows how rapidly marketing metrics are changing.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers. Author: Rafe Gomez. Here are some tips for effectively using this critical sales tool. read more'

B2B 120

B2B Sales Tools Buyer Tools 120

Sales and Marketing Management

MARCH 8, 2015

Issue Date: 2015-03-09. Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Author: Eric Burns. read more'

Sales Enablement 120

Sales Enablement Video ROI Face-to-face 120