The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. 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

(CEB) At the enterprise level, there are as many as 10 members in the buying decision committee? IDC) The reality is that with more decision makers, your deals are getting more complicated, and as a result your opportunities are getting stalled, and those that close are taking longer to get approved.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

AUGUST 28, 2014

We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. 5000 list as we provided IT-only data to our customers well into 2015. That is a significant increase from the $122B that was spent in 2015.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

JANUARY 22, 2016

Many issues that Chief Information Security Officers faced in 2015 will carry into 2016. Incident response tools. The CISO of 2015 has been expected to be a business leader, IT leader, finance leader, and an excellent people influencer and navigator,” says James Carpenter, CISO at Texas Scottish Rite Hospital for Children.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Alice Heiman

JUNE 12, 2019

According to Gartner , The number of people involved in B2B purchase decisions rose from an average of 5.4 in 2015 to 6.8 The salesperson, or selling team, must id entify who is involved in making the decision. They are the key decision makers who can make or break the sale. in 2017. Collaborate.

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. A modern B2B pipeline should be updated automatically with technology that sets the appropriate stage via defined criteria ( Sales Hub is a great tool for this). Decision maker buy-in.

Pipeline 105

Pipeline Lead Rank B2B Marketing Qualified Lead 105

Understanding the Sales Force

SEPTEMBER 23, 2014

I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Getting to and staying with the decision maker - most salespeople get no further than those tasked with doing research or buyers. Start by using this free tool to see how effective your existing process is!

Sales Cycle 199

Sales Cycle Proposal Decision Maker Sports 199

Increase Sales

DECEMBER 28, 2015

Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. When end of year bank statements arrive, then within a couple of hours you should have 2015 financially closed and ready to go to your accountant. Step 5 – Hone Your Tools.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

Hubspot Sales

MAY 25, 2023

In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. The brand does it to encourage more people to use their tools to find new contacts and connect with them. If you get in touch with the right person — for instance, a decision maker — you boost your chances of making a sale.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

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. LinkSquares is a computer software company that features AI-powered contract management and analytics tool for in-house legal and finance teams.

Lead Rank 105

Lead Rank Lead Scoring Company Sales Qualified Lead 105

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

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

Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. 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 new and expanding set of “superusers” who understand products extremely well.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

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. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

The ROI Guy

NOVEMBER 14, 2012

Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC. The decision making process will become even more complex as the barriers between personal and business computing blur, and business decision makers take majority control of the valuation process.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. So how well do your sales reps and channel partners communicate and quantify your value to a diverse set of decision makers? #3 in 2015 Global IT Spending Shrinks as Dollar Strengthens Gartner IT Spending, Worldwide, 3Q14 Update Gartner Says Worldwide IT Spending on Pace to Grow 3.2

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 13, 2016

Sales professionals must be able to identify the tangible and intangible benefits of solution capabilities based on what the decision makers deem valuable. Beyond evolving your sales presentations from product to value, and simple calculations of cost, the advice from MHI Global? https://www.youtube.com/watch?v=Wjuzm52GOBc&index=1&list=PLcDHBc8R3LLDf5hhvToJ5UrzLXGB2rd8p

ROI 56

ROI Decision Maker Case Study Face-to-face 56

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

The ROI Guy

MAY 7, 2015

When you examine your sales pipeline and compare your wins vs. losses, research from SBI indicates that an amazing 58% of deals don’t get lost to the competition, or end up in your hands – they result in “No Decision”. In most cases, these appeared to be good opportunities, with many interactions and touch points.

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

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. AI and Business Decisions. Artificial Intelligence in Business.

Lead Rank 82

Lead Rank Automotive Lead Scoring Retail 82

The ROI Guy

JUNE 11, 2015

In fact so many tools are available that many ask, why use a real estate agent, and why do agents even still exist? Consensus required – Most real estate transactions involve multiple decision makers on both the buy and sell side. Clearly, the transactional agents of the 80s are not the agents of today.

Real Estate 89

Real Estate B2B Buyer Travel 89

InsideSales.com

OCTOBER 16, 2019

Research confirms that email is not only the most preferred method of contact for any decision-maker, but it’s also the marketing technique most likely to receive a response. Are you trying to get a decision-maker to respond ? Either way, it’s a helpful tool to determine the success of a marketing campaign.

SalesForce 40

SalesForce Decision Maker Ideal Customer Profile Follow-up 40

Your Sales Management Guru

JUNE 22, 2015

But if you want to leave the show having spent quality time with 50 to 100 key executives and decision-makers, then a podcasting strategy is your answer. But they won’t forget their radio interview-ego is a powerful tool in creating relationships. Check out his Sales Management Tool Kit or the Acumen Project.

Trade Show 40

Trade Show Decision Maker Travel Media 40

Xactly

AUGUST 13, 2018

There are many analytical tools you can take advantage off with territory mapping software. In 2015, the global annual rate of data production of 5.6 This is why it’s important to use data visualization tools like what can be found with your territory mapping software. Zettabytes.

Territories 70

Territories Software Software Benefit 70

SBI

JUNE 3, 2015

I love to build things and I have lots of power tools including an old sander that doesn’t quite do the job anymore. 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

LeadFuze

FEBRUARY 19, 2019

The concept didn’t receive widespread attention, though, until at least 2015. By concentrating on decision makers and influencers, a company can reduce the length of sales cycles and increase customer retention. How ABM Flipped the Funnel. ABM was marketed. Now, ABM seeks to introduce a similar concept to sales. .

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

SugarCRM

JANUARY 2, 2020

And of those who do, how many are decision-makers? 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’s the next big thing in B2B content marketing?

Video 24

Video B2B Marketing SugarCRM 24

Tenfold

JULY 18, 2017

To be sure, Sirius Decisions reports the average sales cycle has increased by 22 percent over the past five years since more decision-makers are being involved in the buying process. Podcast listening increased by 23 percent between 2015 and 2016. However, many other marketing strategies are falling flat.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

SBI

FEBRUARY 24, 2015

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? The answer to that question is at the heart of strategy decisions. That one’s a biggie.

Up-Sell 50

Up-Sell Revenue Closing Forecasting 50

Growbots

MAY 22, 2018

According to a study Google did in 2015, 70% of B2B buyers are watching videos throughout their path to purchase. Word of mouth is a powerful tool that not nearly enough SDRs use to their advantage. Although every company has its decision-makers (CEO, President, Board of Directors etc.), It’s time to make yours!

Face-to-face 40

Face-to-face How To Lead Rank Lead Scoring 40

The ROI Guy

JANUARY 6, 2012

Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% Facilitate the Economy-Focused Buyer’s Journey with Right Content and Tools The Buyer’s Journey represents a set of steps an organization needs to go through in order to make a purchase.

Case Study 72

Case Study Marketing Comparison Forecasting 72

Your Sales Management Guru

OCTOBER 6, 2015

Provide your team with effective tools that analyze the status of each opportunity and develop the various tactics to increase your probabilities. Determine buyer decision criteria. Establish client decision makers and influencers. Develop a plan to establish who the decision makers at these organizations are.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

DocSend

MARCH 10, 2019

Let me send you a few links that you can take back to discuss with your manager and other decision makers. While battle cards are best used as internal tools, it’s always wise to only include what you can reasonably defend or know to be true. This post was originally published on December 10, 2015.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58