Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. Each has a unique point of value, what matters most to them and what drives value.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. Jill Konrath in her popular sales blog outlines a formula that heavily uses LinkedIn as a tool: [link]. Again, LinkedIn is a great tool for this.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Zoominfo

JULY 22, 2018

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 189

Marketing Retail Channels Social Media 189

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. A Case Study-. Future blogs may go into greater detail. Financial Planning.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Zoominfo

DECEMBER 5, 2019

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 100

Marketing Retail Channels Social Media 100

Cincom Smart Selling

MARCH 16, 2017

CRM software can also store information on customer buying habits, the original channel that captured each lead, and notes about previous interactions, all of which help your sales team run effective sales development plays. The post 3 Software Tools That Can Speed Up Your Sales Cycle appeared first on Cincom Blog. CPQ Software.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Adaptive Business Services

FEBRUARY 16, 2022

As far back as 2010 (maybe even earlier), I was writing quite a bit about how CRM was not addressing the fact that people were now connecting, conversing, and developing relationships on the new social channels. I am of the opinion that the promise of social media will inevitably be crushed by its own weight as a selling tool.

CRM 77

CRM Social Media Microsoft Ideal Customer Profile 77

Zoominfo

NOVEMBER 1, 2022

We said, why don’t we take these dollars and redeploy them in more efficient channels to see if we can increase the conversion rates and get a better outcome?” Using this strategy helps your team create extremely relevant and targeted ad messaging that will perform better across your channels and save you money in the long term.

Hiring 100

Hiring Intent Data Intent Scale 100

SBI

APRIL 20, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels.

Channels 50

Channels Buyer Persona Collateral Ideal Customer Profile 50

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. Alinean IDC Kotler Marketing Negotiation Training Pisello ROI Calculator Selling effectiveness TCO Calculator Value Selling Value Selling Tools Value Training' The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. ecosystem – the customer, the talent, and the tools – and a working alignment with marketing. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry 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.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

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

Increase Sales

JANUARY 1, 2016

My focus was the downloads and most viewed pages because this blog and my website are incredibly important marketing channels for my executive coaching and workplace culture (organizational development) consulting. Tomorrow I will share the top 10 read blog postings from January of 2015.

Data 70

Data Loyalty Ideal Customer Profile How To 70

HeavyHitter Sales

JANUARY 18, 2014

Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Sales Training Connection

JUNE 23, 2014

Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). A proliferating set of easy-to-use, free, and relevant tools has created the expectation that B2B products and solutions meet the same bar. Growth through learning.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Hubspot Sales

APRIL 8, 2020

They can interact with multiple people in our organization, via multiple channels. Increasingly, customers are as loyal to the channel as they are to the brand. Editor's note: This post was originally published in May 8, 2015 and has been updated for comprehensiveness. And they like it that way! They have choices.

Inside Sales 111

Inside Sales Hiring Scale Face-to-face 111

Cincom Smart Selling

AUGUST 27, 2020

Glen Llopis, a contributor to Forbes.com, offered up some great advice in his 2015 article Six Ways Effective Leaders Evaluate Business Relationships. You and your partner both need additional revenue; your partner needs access to new medical products; you are offering a new diagnostic tool to a medical market you are currently unknown in.

Government 77

Government Enterprise Enterprise Fashion 77

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

Tenfold

AUGUST 30, 2017

This share spans across a variety of channels. It can be hard to sway them otherwise – unless you can overcome the three main hurdles in B2B marketing and sales: ineffective digital integration, unfocused content and an unoptimized mix of online channels. The Multiple-Channel B2B Buyer. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

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.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Partners in Excellence

JANUARY 14, 2015

Furthermore, add to what is likely to be a similar number of Sales/CRM/Sales Enablement Tools, Customer Experience Management, other productivity tools (remember Word/Excel)… We sales and marketing people are drowning in technology solutions! How do we participate in those channels? Billion, growing to over $32.3

Marketing Qualified Lead 48

Marketing Qualified Lead Vendor Case Study Analytics 48

Partners in Excellence

DECEMBER 4, 2015

Coincidentally, I read a research report on The State Of Email Marketing 2015. It’s probably not unreasonable to think the same “thoughtfulness” is used in every other communication/engagement channel. The tools provide tremendous help, if we use them. Vendors need to be educating their customers.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

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. It’s not new, but the evolution of our attention spans is alarming. A Microsoft research report shows our attention span declining from about 12 seconds in 2000 to 8.25

Social Media 58

Social Media Media Microsoft Sports 58

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. Click here to learn more about the challenge, and our new approach to ROI Selling. https://www.youtube.com/watch?v=Wjuzm52GOBc&index=1&list=PLcDHBc8R3LLDf5hhvToJ5UrzLXGB2rd8p

ROI 56

ROI Decision Maker Case Study Face-to-face 56

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

Close.io

DECEMBER 3, 2019

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. The author introduces you to tools and tactics that you can use alongside old school sales techniques. Author : Jeb Blount Published : October 5, 2015. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for. The facts are irrefutable.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for. The facts are irrefutable.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

SugarCRM

FEBRUARY 11, 2020

Social media ads represented 14% of digital ad spend in 2015 according to Hootsuite , and that number is on the rise. million in 2015 to well over $35 million by 2017. Twitter, for example, already demonstrates this increase, with ad revenue increasing 60% year-over-year from Q3 2014 to Q3 2015.

Social Media 26

Social Media Advertising Advertising Media 26

SalesLoft

MAY 28, 2015

Email tools, they said, should be avoided at all costs. It’s 2015, why wouldn’t we use email in addition to phone for prospecting and outreach? In today’s ever-occupied society you should be using all channels available to break through the chaos that consumes prospects.

Prospecting 52

Prospecting Social Media Networking ACT 52

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: 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. Have a coordinated effort that involves both marketing and sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

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. Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser.

Social Selling 66

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

SugarCRM

JANUARY 2, 2020

Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013). What channels will you target? Technology: What tools will you use to shoot and edit the video?

Video 24

Video B2B Marketing SugarCRM 24