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% It is difficult to reach each stakeholder directly, so your presentations and proposals often need to do the selling for you. IT Spending on the Decline? First, Gartner announced mid-summer that IT spending is on the decline.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Mereo

OCTOBER 29, 2020

In Mereo’s sixth annual revenue performance report of Fortune 500, Global 500 and Russell 2000 companies, we have identified a continuing trend of slow revenue growth and a new issue of poor profit performance. Performance Evaluation Highlights.

Lead Rank 39

Lead Rank Revenue Opportunity B2B 39

Xactly

AUGUST 13, 2018

In fact, research has found there is a 20% higher level of sales achievement achieved with the use of territory mapping software. In fact, you have multiple performance reporting choices. Moreover, each sales rep can create reports to analyze their own territories. Take Assessment. Plus, it is driven by intelligent data.

Territories 70

Territories Software Software Benefit 70

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6%

ROI 53

ROI Decision Maker Proposal Forecasting 53

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”. What can you do to raise the priority of the project? So why did these deals fail to evolve to “Yes”?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

OpenSymmetry

MAY 23, 2016

According to Gartner research’s 2016 Sales Performance Management Magic Quadrant , the entire industry grew 10% in 2015, reaching a valuation of $715 million just in software sales with an estimated growth to $1.54bn by 2019. How critical to sales success is the right SPM technology? The answer is simple. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. It’s not just the wide use of social media that drives companies to explore social selling possibilities. According to a May 2017 Forrester Consulting survey (done for Hootsuite), there is a general discontent with how typical salespeople conduct selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. What's not to love about that?!

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Customer Centric Selling

MAY 30, 2016

Win Loss programs are initiated and used for a variety of reasons by internal teams in Enterprise and Small and Medium (SMB) organizations: Sales Managers utilize Win Loss programs to understand what their sales teams are doing well—and what they’re doing poorly. State of Win Loss Research Highlights Increased Competition.

Fashion 40

Fashion Competition Analysis Vendor 40

Close.io

SEPTEMBER 4, 2019

As Ezra Fishman, VP of Business Intelligence at Wistia says: When we let data drive our marketing, we all too often optimize for things that are easy to measure, not necessarily what matters most. What is a sales dashboard? What metrics or data points come up during one-on-ones? The same goes for your sales team. Tweet this ›.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

InsideSales.com

OCTOBER 14, 2019

What is SaaS Sales? However, according to a 2010 Customer Experience Report by RightNow (acquired by Oracle in 2011) and Harris Interactive, 82% of customers surveyed abandoned a company because of bad customer service. In most cases, they’ve already done their research and want to hear how your solutions fit their individual needs.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? The time it takes for the radiation to decay to half of what it was previously is constant and is called the half life [closed lost]." What is the said radiation? What truly constitutes an ideal prospect? You are Jacques Cousteau!

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

The ROI Guy

MAY 19, 2015

And plenty of controversy too, with SiriusDecisions taking on three big industry myths, with important new research findings: #1 - Death of a Salesman? According to the research results, Marisa reported that B2B buyers interact with sales reps at every stage of the buyer's journey. 2 - Content is King?

Marketing 73

Marketing B2B Proposal Call-back 73

Sales Hacker

OCTOBER 7, 2021

Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130