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

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

NOVEMBER 16, 2016

However, when buyers were surveyed, they provide completely different reasons as to why they decided to not move forward with your proposal. Sales reps are clear, in the majority of stalled / lost deals, it’s “all about the Benjamins”. According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor.

Closing 77

Closing ROI Survey Discount 77

The ROI Guy

DECEMBER 2, 2014

The Q&A discussions focused on the latest SiriusDecisions sales enablement research and why it is so important to review and adjust current sales enablement strategies and investments in order to be effective in 2015. What does SiriusDecision’s research indicate as the top business issue for sales in 2015?

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

The ROI Guy

MAY 7, 2015

As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. If you have not, no wonder your proposal is not getting the budget allocation or priority it deserves. So why did these deals fail to evolve to “Yes”? Our advice?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

The ROI Guy

NOVEMBER 14, 2012

In particular, sales and marketing will need to communicate and quantify to business group leaders how proposed solutions will drive business process and productivity improvements and reduce current business costs and risks. Are You Ready? Click here to learn more.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

Hubspot Sales

MARCH 23, 2018

In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Highlighting certain words or phrases is an effective communication tool that helps you convey your message better.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Sales and Marketing Management

OCTOBER 1, 2017

While sales training is important, it’s only the beginning – and many sales reps forget the best practices and fine details they learn in training as time goes by. This means training sales people to use multiple tools with different functions and work in different ways, which takes time and creates confusion for sales staff.

Sales Enablement 261

Sales Enablement Marketing Vendor Infusion 261

The ROI Guy

MAY 19, 2015

According to, Jim Ninivaggi, service director of SiriusDecisions’ Sales Enablement Strategies service, it can take as many as nine tech tools for a rep to prepare for, execute and follow up on a sales call. Provide portable tools that facilitate the conversation. More activity does not equate to more effectiveness.

Marketing 73

Marketing B2B Proposal Call-back 73

Gong.io

APRIL 15, 2022

As Aisha Wallace-Wyche, Vice President of Global Training and Enablement at Diligent shared, . Social selling tools. Virtual presentation tools. It started in 2015 when Gong’s founder, Amit Bendov, was the CEO of one of the hottest enterprise analytics startups (pre-Gong). Virtual dialers. Sales coaching software.

Revenue 62

Revenue Forecasting Churn Lead Rank 62

The ROI Guy

JULY 8, 2014

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

OCTOBER 24, 2014

Challenger” There were three powerful numbers discussed at the Summit that I believe will have a profound impact on your strategy and success in 2015: 94 5.4 58% disengage because sales reps are not able to help them solve business challenges and articulate the value of proposed solutions (Qvidian).

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90