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

The ROI Guy

MARCH 1, 2016

YoY increase from 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. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 11, 2017

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility. competition and “do nothing”), reduced discounting / deal size improvements, sales cycle acceleration, quota achievement and on-boarding acceleration.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

SBI

JUNE 3, 2015

Alinean, as a company, is a client of Smart Selling Tools and their solution is one of our Top Sales Tools of 2015. More importantly, it explains the impact on the bottom line in terms of stalled deals, longer sales cycles and more discounting. I like and believe in what Alinean offers. Here’s the thing though.

Lead Rank 50

Lead Rank Lead Scoring Discount ROI 50

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. It’s not 2015. Every day you wake up, you need to tell yourself and remind yourself, hey, this is not 2010. It’s not 2019.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

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. Once a well-designed eCommerce site begins attracting new prospects’ attention, it can start doing the work of converting customers by delivering the information they need to make decisions.

B2B 40

B2B Scale Decision Maker Vendor 40

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. This objection typically occurs in the middle to later phases of the journey.

Objections 87

Objections Real Estate Face-to-face Buyer 87

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. See why more than half a million businesses use DocuSign with a free trial and discount exclusively for Sales Hacker listeners at go.docusign.com/saleshacker. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014.

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52

Hubspot Sales

FEBRUARY 2, 2022

Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. You need to strike a balance between accommodating your prospect and bringing back a financially viable deal. That's a tricky line to toe. That last point is crucial. Speak second.

Negotiation 104

Negotiation Discount Decision Maker Lead Rank 104

Marc Wayshak

JUNE 22, 2021

Pay attention to the new psychology of selling in today’s market, and you’ll become much more effective every single time you’re in front of a prospect. What you learned in 2015 is now old-school. It may not seem like it was that long ago, but 2015 was a lifetime ago in terms of the psychology of selling. Stop probing.

Marketing 75

Marketing Face-to-face Discount Up-Sell 75

Close.io

SEPTEMBER 24, 2019

Gartner analysts estimate that governments spent $424 billion on govtech in 2015. We've built our sales platform with integrated calling to help reach more prospects in less time, taking out all the manual busywork. Value sells, discounts don’t. By 2020, this rate will jump to 33%. Four stages of closing the government.

B2G 91

B2G Government Buyer Persona Cold Calling 91

The ROI Guy

JULY 8, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

AUGUST 18, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, unimaginable, impossible. Check them out at www.outreach.io.

Lead Rank 106

Lead Rank Scale How To Travel 106

Sales Hacker

NOVEMBER 10, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. And then 2015, we did 4.7

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130