The ROI Guy

SEPTEMBER 22, 2015

A predicted anemic increase in IT spending at the beginning of 2015 has now been replaced with a 5.5% YoY, with decision makers postponing upgrades and extending lifecycles for on-premise infrastructure as they figure out their cloud / hybrid strategies. IT Spending on the Decline? decline (compared to a paltry 1.6%

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Corporate Visions

NOVEMBER 7, 2019

In 2015, an average of 5.4 people needed to formally sign off on each purchasing decision. Because of this, salespeople are commonly pressured to get familiar with the personas of several different decision-makers, and tailor multiple messages to each person’s specific needs.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The ROI Guy

NOVEMBER 14, 2012

Cloud Computing – where the business procure their own infrastructure, platforms and software as a service. Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC. BYOD - users purchasing their own work tablets, laptops and other devices.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

LeadBoxer

MARCH 28, 2021

In fact, a 2018 survey showed that 13% of Millennials are decision-makers in B2B purchasing. The same survey showed that 28% of them help to influence purchasing decisions within their organizations. We learned in 2015 that Millennials are now considered the largest generation in the workforce, passing Boomers.

Strategy 98

Strategy Customer Demographics Analysis 98

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”. Remember this Sales 101 basic: be where your market is. Stay Visible.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Tenfold

AUGUST 16, 2017

Industry observers tack this resurgence to 2015, when fast and powerful parallel processing became accessible. Blippar, on the other hand, has come out with an augmented reality application that employs deep learning in real-time object recognition in 2015. And surely, this rings true with respect to decision-making.

Lead Rank 82

Lead Rank Automotive Lead Scoring Retail 82

SBI

JUNE 3, 2015

Now Alinean is a software solution that helps marketers and sellers “design and deliver value to every customer conversation.” Alinean, as a company, is a client of Smart Selling Tools and their solution is one of our Top Sales Tools of 2015. You’ll learn how to show value to different types of key decision makers.

Lead Rank 50

Lead Rank Lead Scoring Discount ROI 50

SBI

FEBRUARY 24, 2015

” That’s where our software comes in. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? What are the three most important sales behavioral changes that will have the greatest impact in 2015? That’s the biggest problem we solve.

Up-Sell 50

Up-Sell Revenue Closing Forecasting 50

Altify

JUNE 18, 2018

It was April 2015 and I participated in a Deal Review – at Altify , we call it an Opportunity Test and Improve – for a multi-million dollar deal with a Fortune 500 company. We clearly had a great solution fit, a combination of enterprise sales methodology and intelligent software that would uniquely meet the requirements of the customer.

Customer 40

Customer Decision Maker Follow-up LinkedIn 40

Crunchbase

MAY 6, 2022

In addition, we’ll walk you through how to use Crunchbase’s sales prospecting software to connect with decision-makers at these companies and close deals, all in one platform. Replicant is a contact center automation software that helps companies automate their most common customer service requests.

Lead Rank 105

Lead Rank Lead Scoring Company Sales Qualified Lead 105

Crunchbase

DECEMBER 6, 2021

Although no number of lead prospecting tools can replace the value of the personal touch of relationship building, taking advantage of modern sales prospecting software is an easy way to cut down on tedious and repetitious tasks so you can close more deals. For instance, software can be used to search and manage a prospect list.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

DiscoverOrg Sales

APRIL 24, 2018

This is especially important when you’re selling software. I remember when I was 21: I had just graduated college, and I was selling for iProfile [a data company that DiscoverOrg would acquire in 2015]. The idea that company would spend $20,000 on software just didn’t make sense to me.

Scale 120

Scale Hiring Cold Calling Coaching 120

DocSend

MARCH 10, 2019

Here’s the battle card created by enterprise software company CloudLinux : In their battle card, CloudLinux provides a concise but comprehensive overview of their product’s position in the market. Let’s pretend that we work for Acme Corp and Acme Corp sells infrastructure software. Business operations software.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

Gong.io

MARCH 11, 2021

When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. “Our Do we have access to the decision-maker? Is there a competitive threat?

Churn 62

Churn Customer Hiring Case Study 62

DocSend

MARCH 10, 2019

Here’s the battle card created by enterprise software company CloudLinux : In their battle card, CloudLinux provides a concise but comprehensive overview of their product’s position in the market. Let’s pretend that we work for Acme Corp and Acme Corp sells infrastructure software. Business operations software.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

Close.io

SEPTEMBER 24, 2019

The startup—whose software instantly converts PDF or Word docs into dynamic, smart, cloud-based forms—wasn't even thinking about the government. Gartner analysts estimate that governments spent $424 billion on govtech in 2015. How a tiny startup accidentally discovered the B2G business model. By 2020, this rate will jump to 33%.

B2G 91

B2G Government Buyer Persona Cold Calling 91

InsideSales.com

OCTOBER 14, 2019

SaaS sales, or “Software as a Service” sales, is the process of offering cloud-based services through a system monitored and updated by an external provider to customers. Not everyone can develop on-premises software to cater to every clients’ needs. The manager would be best because he or she is the decision-maker.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Tony Hughes

MARCH 7, 2018

It's the emotion of senior decision makers and their propensity to overcome the status quo and make a change. In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? Nobody is ever satisfied with what they're using, especially in software.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Sales Hacker

OCTOBER 7, 2021

A people person with extensive C-Level experience in enterprise software, business development and operations. I exited to pursue other interests after Upland Software acquired the company in 2019. . “An entrepreneurial leader and advisor from a technology background. Becky Kuperhand. “Always deliver more than expected!

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Sales Hacker

SEPTEMBER 15, 2020

We power over 3,000 sports organizations and give them all the tools that they need to succeed, and equip them with software-data relationships for their organization. From 2010 to 2015, we didn’t have traditional funding. It’s everyone’s job here to let management or department leaders or decision makers know that.

Sports 63

Sports Lead Rank Scale Lead Scoring 63