The ROI Guy

JANUARY 15, 2015

Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount.

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. Studies show that there is almost a 50% increase in closing when someone is able to see a face, even virtually. Internet traffic is rising.

Tools 52

Tools Face-to-face Video Channels 52

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

HeavyHitter Sales

JANUARY 18, 2014

While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Twenty percent of these inside sales representatives are allowed to make field sales calls when necessary.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

Tenfold

AUGUST 30, 2017

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). According to the CEB study, you only get a 12 percent mindshare (public awareness) for each typical buyer who goes through the buyer’s journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Partners in Excellence

APRIL 7, 2021

seconds in 2015 (and additional research shows it at about 8 seconds in 2020). Some is to increase the channels through which we are trying to capture attention. I think we need to study those things that capture people’s attention, learning from them and leveraging them in our engagement strategies.

Social Media 59

Social Media Media Microsoft Sports 59

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers. Leveraging customer intelligence data gathered from each engagement to deliver new and unique insights, benchmarks and advice.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

The ROI Guy

JANUARY 13, 2016

Just as the research shows the increased demand and importance of ROI, so too it shows that most organizations struggle delivering the right ROI content and tools to their sales teams and channel partners. One in four admit that their current ROI selling programs need a major redesign, and almost 50% say improvement is needed.

ROI 56

ROI Decision Maker Case Study Face-to-face 56

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Crunchbase

MARCH 1, 2023

They’re launching sales podcasts, YouTube channels and startups of their own. Sharma has been featured in dozens of podcasts, publications and speaking events, including the Nathan Latka podcast and the Founder Institute YouTube channel. Full methodology details are available at the end of this article.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Pointclear

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. My research and experience bears out that it can only become a core strategy once the aforementioned materials are studied and lived.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Many organizations are relying more and more on channel partners and inside sales to drive growth. And if it was hard to get your direct sales reps to become more value-focused, imagine how hard it will be to enable channel and inside sales to evolve from product to value. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

Partners in Excellence

JANUARY 14, 2015

The article suggest the spend on Marketing Technology Solutions in 2015 will exceed $22.6 What are the channels our customers use to learn, listen, innovate, communicate, engage and buy? How do we participate in those channels? Prognostications And Wild Ass Guesses For 2015 Who Cares About Big Data, Where Are The Big Questions?

Marketing Qualified Lead 48

Marketing Qualified Lead Vendor Case Study Analytics 48

SugarCRM

JANUARY 2, 2020

For example, a study on video in the C-suite from Forbes and Google found that 75% of executives watch work-related videos on business-related websites weekly (and 52% watch work-related videos on YouTube weekly). What channels will you target? Can we really believe that CEOs are sitting at their desks surfing YouTube?

Video 24

Video B2B Marketing SugarCRM 24

Close.io

DECEMBER 3, 2019

The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. The last update of the book came out in 2015, yet many of its research techniques remain relevant for finding information about your prospects on the web. Author : Jeb Blount Published : October 5, 2015.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. Their competitors have a competitive advantage in that they are using communication channels that their new customer – the new digital buyer – is using and meeting them in the platform where they are active. Right now, they are online.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Allego

MAY 11, 2018

factor increase in platform usage between 2015 and 2017, in addition to repeated recognition by industry analysts as leaders in the emerging space of sales learning and coaching technology. Yuchun then shifted gears to discuss how modern learning maps to the way today’s consumers prefer to interact with the world.

Hotels 54

Hotels Commence Conference Consumer 54

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. Put simply, omnichannel refers to providing a consistent and personalised experience to your buyers to simplify their customer journey irrespective of the channel they choose to interact with you. Source: Temkin Group.

Influencer 63

Influencer B2B Customer B2C 63

PandaDoc

NOVEMBER 6, 2020

Millennials are shifting into decision-making and leadership roles in the workplace and accounted for half of the B2B buyers in 2015. Detailed product descriptions, images, case studies, and vi d eos present valuable details that can help drive customers to purchase. Upgraded Sales Process.

B2B 40

B2B Scale Decision Maker Vendor 40

Your Sales Management Guru

OCTOBER 6, 2015

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Your channel partner strategy should complement the efforts of your team, not cannibalize them. Quantify the results of each partner, and keep senior channel management updated. What levels of support do they require?

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

SugarCRM

JANUARY 10, 2018

Shortly after being eliminated from America’s Got Talent, she began making music videos regularly for her Youtube channel. The lack of competition (and case studies such as Netflix), suggests telecoms will prioritize paid content, effectively closing paths like those Lindsey Stirling and Felicia Day used to circumvent institutional bias.

Film 45

Film Distribution SugarCRM Video 45

SugarCRM

FEBRUARY 18, 2016

For example, a study on video in the C-suite from Forbes and Google found that 75% of executives watch work-related videos on business-related websites weekly (and 52% watch work-related videos on YouTube weekly). What channels will you target? Can we really believe that CEOs are sitting at their desks surfing YouTube?

B2B 20

B2B Video Marketing Decision Maker 20

Zoominfo

OCTOBER 1, 2018

In Hubspot’s recent study of compounding blog posts, posts that compound over time tend to include words like “How”, “Why”, “What” and “Best” in their titles ( source )—this can be attributed to the simple fact that people often phrase search queries in the form of a question. Optimize your content accordingly.

Lead Rank 200

Lead Rank Lead Scoring Webinar Metrics Scale 200

Hubspot Sales

JANUARY 3, 2018

One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Announce the update in your team meeting, weekly or monthly email newsletter, and/or Slack channel.

Ideal Customer Profile 129

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 129

Partners in Excellence

DECEMBER 28, 2016

Consistent with our 2015 results ). an update from our 2015 research showing 96% of sales people brush their teeth at least once a week.). Some studies claim that top performance is a result of using social selling tools. We’ve reached some startling conclusions. 99% of top sales performers pee at least once a day.

Journal 63

Journal Research Data Social Selling 63

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Conduct a multi-channel outreach campaign prior to the event, offering to meet (e.g. 5 Steps of Event Lead Generation for Attendees.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Lessonly

JULY 8, 2020

Gender Parity at Lessonly 2015-Present. A classic, collaborative study Carnegie Mellon University, Union College, and MIT ran back in 2010 looked at how 700 people worked in small groups. Sound every a-llama there is—as of this summer, we officially hit 50/50 gender parity between men and women at Lessonly. Take that 2020! .

Groups 47

Groups Exercises Call-back Intent 47

The ROI Guy

JULY 8, 2014

So how well do your sales professionals and channel partners engage with value and what are you doing to address this "value gap" challenge? #3 Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. A Harvard Business Review study found that companies using AI were able to increase leads by 50%.

Marketing 40

Marketing Retention Analytics Lead Rank 40

Tony Hughes

FEBRUARY 20, 2018

Comments are gold, go add those profiles; study those people and interact meaningfully. Keep LinkedIn open 60 to 90 hours per week on mobile LI and in a browser tab to study patterns and improve your content pattern recognition. Follow all the thought leaders on a Channel, link in with them on LI and Twitter. Always do it!

LinkedIn 66

LinkedIn Ideal Customer Profile Twitter Hiring 66

Sales Hacker

NOVEMBER 10, 2020

So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. And then 2015, we did 4.7 In 2015, we did 12 and a half, and then 25 million. They were enamored with our sales channel and our sales distribution. That’s the other side of it. We can talk about that. I knew the Meltwater playbook.

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75

Close.io

SEPTEMBER 4, 2019

The average profit margin visualizes the average profit made across all products, services, bundles, and sales channels to highlight your most profitable efforts. For one, a 2015 study found that workers who feel trusted not only produce higher-quality work but also create more financial value for their companies. Product gaps.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

OCTOBER 7, 2021

Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel. Jennifer is a thought-leader and expert in growing sales, inside sales, renewals, channel sales, sales operations and marketing organizations. Melissa Murillo.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130