Mindtickle

APRIL 24, 2019

Alex Jaffe, Director of Sales Enablement, Procore. I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40

Sales and Marketing Management

SEPTEMBER 23, 2019

Increasing demand for skilled inside sales reps. In the five years between 2010 and 2015, the number of inside sales reps doubled. Also, there’s an increased blending and crossbreeding of sales roles. The growing use of mobile-optimized click-to-call puts reps at the beck and call of prospects.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Showpad

SEPTEMBER 28, 2017

After all the efforts that the agency has done, they want to ensure every interaction between the salesperson and the prospect is on point, because a signed sales order is the only thing that will prove the actual ROI of their marketing campaign. Why sales enablement is the logical next step after marketing automation.

Top of Funnel 40

Top of Funnel Ideal Customer Profile Sales Enablement B2B 40

SBI

JULY 14, 2021

Chorus uses machine learning and artificial intelligence to capture and analyze prospect and customer calls, meetings, and emails. It unearths insights that enable revenue teams to listen to previous conversations, learn from them, win business, and repeat these actions across all prospect and customer deals. About Chorus.ai.

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

Seismic - Sales Effectiveness

AUGUST 25, 2019

‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. million annually on sales reps performing these two activities, which adds up to $113.4 billion annually, nationwide.

How To 80

How To Quota Sales Enablement Survey 80

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Zoominfo

NOVEMBER 1, 2022

ZoomInfo’s platform also allows for sales and marketing organizations to work from the same data and develop automated workflows across departments, bridging marketing and sales teams and helping them better target their prospects. Sales plays don’t have to feel like machinery,” Dave said. Get a Demo 3.

Hiring 100

Hiring Intent Data Intent Scale 100

The ROI Guy

FEBRUARY 5, 2015

But there are a couple of barriers that are clearly in the way to achieving the revenue growth goals and overcoming these challenges in 2015. As a result, 58% of a typical pipeline is stalled (SBI) – meaning that for every $1M in realized sales revenue a typical rep has another $1.7M This is a challenge for a number of reasons.

Motivation 92

Motivation Proposal Quota Survey 92

DiscoverOrg Sales

OCTOBER 23, 2016

According to TOPO high-growth Sales Dev Teams now have an average of 5 applications in their tech stack, with advanced organizations leveraging closer to 10. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

Vengreso

MAY 28, 2020

That includes tracking prospecting, networking, email outreach, calls, meetings, pipeline growth, deal velocity, and, of course, closed-won and closed-lost outcomes. In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. LinkedIn ®. Not Applicable.

ROI 122

ROI Sales Tools Tools How To 122

SBI

AUGUST 22, 2019

Sales Enablement: Automatically highlights low-scoring skills for the team and identifies which managers need to coach more. has worked with hundreds of customers to increase quota attainment and shorten new hire ramp times by creating visibility and analyzing prospect-facing meetings at scale. Sales Enablement. ????Revegy,

Coaching 57

Coaching Hiring SAP Lead Rank 57

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. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

MAY 14, 2015

Alinean releases new book: The Frugalnomics Survival Guide On Tuesday we announced the release of a new B2B sales and marketing best practices book by CEO / founder Tom Pisello: The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More.

B2B 58

B2B Marketing Discount Sales Enablement 58

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

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. A word of advice about working at a high-growth company: Don’t get too comfortable.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

SBI

MAY 7, 2015

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. See which tools we chose for: Mobile Sales Enablement. Sales Enablement.

Tools 50

Tools Territories Compensation Inside Sales 50

The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? When it comes to sales reps, proper enablement is a requirement to prevent extinction.

B2B 66

B2B ROI Buyer Competition 66

The ROI Guy

AUGUST 12, 2015

From these findings, ½ of the waste is because sales reps can’t find the content they need for particular selling situations. This has fueled many recent sales enablement investments in content portals and sales playbooks, and for good cause. But this is only addressing ½ of the waste.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Pointclear

SEPTEMBER 22, 2015

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. IP-based marketing may or may not make sense if you have a small market— such as several hundred total prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

DiscoverOrg Sales

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. How do you see Sales Tech changing as an industry? Sales technology as a category in its own right is still fairly new, despite CRM platforms having been around for many years.

Scale 120

Scale B2B Trends Lead Rank 120

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Need Help Automating Your Sales Prospecting Process?

Hiring 52

Hiring Scale Banking Hubspot 52

Showpad

OCTOBER 21, 2019

At its most basic level, Sales automation is about accelerating and enhancing the Sales process through technology that eliminates or automates back-end labor, thus allowing Sales and Marketing teams to dedicate more time and resources to valuable tasks. times more likely to expect notable profit-margin growth.

Sales Automation 53

Sales Automation Top of Funnel Lead Rank Lead Scoring 53

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. Have you diagnosed the challenges properly, showing the prospect that the issues are bigger than they imagined? So why did these deals fail to evolve to “Yes”?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Janek Performance Group

MARCH 27, 2023

Shifting from an in-person to a virtual sales process demonstrates a key reason why an organization would change its sales process: Removing friction from the buyers’ purchase decision. The more friction you require your prospects to tolerate in your sales process, the longer the decision-making process.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Showpad

AUGUST 10, 2018

Research shows that the number of people involved in the average B2B sale is growing and all of those people are doing more research on their own. people are involved in an average sale compared to an average of 5.4 Which means that half the buying journey is finished before a sales rep is involved. This is disastrous.

Buyer 49

Buyer Face-to-face Vendor Report 49

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. We hear a lot about Sales being under more pressure in the coming year. We hear a lot about Sales being under more pressure in the coming year.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

SBI

JUNE 21, 2015

The platform can be customized to deliver precise prospect searches for any industry. Once you discover the best prospects, you’ll need to engage them with insight that shows you bring real value to the table. Now that your prospect is engaged, you’ll need to send follow-up material like customized presentations and proposals.

Ideal Customer Profile 50

Ideal Customer Profile Advertising Advertising ROI 50

SBI

MAY 3, 2015

What you need, is a way to discover the best, repeatable sales process that’s proven to move deals forward. Sales follow-up is a matter of delivering information to your prospects by way of emails, and phone calls. That’s where LiveHive’s Active Prospect Ranking comes in. That’s what LiveHive does. Let me explain.

Lead Rank 50

Lead Rank Lead Scoring Follow-up Tools 50

SBI

MAY 17, 2015

Salespeople can also find new prospects that they don’t yet know about or have in their CRM. Badger ensures easy access to CRM data and helps you see more prospects in less time. And that’s why we’ve name Badger one of our Top Sales Tool of 2015. And of course, Badger gives turn-by-turn Navigation.

Field Sales 50

Field Sales CRM Ideal Customer Profile Tools 50

SBI

MAY 11, 2015

Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue. The sales process begins when prospects visit your website. This helps your salespeople provide relevant information their prospects will value. I’ll be talking about CallidusCloud.

Hiring 50

Hiring Territories Compensation Distribution 50

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. Why Now?'

Objections 87

Objections Real Estate Face-to-face Buyer 87

Pointclear

JULY 26, 2012

” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups. It’s a loss for sales because in many cases that job can’t impact your business in this particular year. On the marketing side, the math doesn’t work for you.”

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

No More Cold Calling

JUNE 29, 2023

Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. One marketing platform or sales enablement app?

Referrals 177

Referrals Channels Cold Calling Scale 177

Sales Hacker

APRIL 24, 2018

While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

Data 53

Data Hiring Margin Demand Generation Targets 53