The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

Decision Maker 45

Decision Maker ROI Survey Consumer 45

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. YoY, with decision makers postponing upgrades and extending lifecycles for on-premise infrastructure as they figure out their cloud / hybrid strategies.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

SalesLoft

DECEMBER 9, 2015

Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. We’re still setting initiatives for 2016, get back to me in January. Each company has a different way of handling a sale, and you may not be dealing with the final decision maker on your first call.

Decision Maker 52

Decision Maker Video Call-back Objections 52

Sales and Marketing Management

JULY 27, 2018

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. Unless your source is talking directly to decision-makers at the company, you’re still risking wasting your and your company’s time on prospecting that may not pan out.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

SalesLoft

FEBRUARY 27, 2016

We are beyond excited for Rainmaker 2016. Jean and Cristi Kaib proving that 2016 is undoubtedly the year of the phone. These phone pros will share the balance of volume and quality, plus the tech that can help your team get a decision maker on the phone. — Have questions about Rainmaker 2016 ? Count us in.

Scale 52

Scale Marketo Hiring Decision Maker 52

Sales and Marketing Management

MARCH 26, 2018

High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

The ROI Guy

MARCH 1, 2016

So how well do your sales reps and channel partners communicate and quantify your value to a diverse set of decision makers? #3 Percent in 2016 Gartner Says Worldwide IT Spending to Decline 5.5% - You need to factor Frugalnomics prominently into your sales and marketing strategies and investments.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Pointclear

JUNE 9, 2017

Calls were split: 5 were make to decision-makers/influencers and 5 were made to executive assistants. We reached 3 decision-maker/influencers and 2 executive assistants. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. 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

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. Pain point #3: Difficulty tracking digital marketing/advertising efforts. Customer experience solutions.

Trends 184

Trends Advertising Advertising Survey 184

Increase Sales

JANUARY 2, 2016

In sales when decision makers see or hear false presumptions especially around value and need, this creates at least one sales objection if not a cascade of sales objections. First, as the decision maker I would be do the interviewing. A very big and false presumption on his or her end. Big whoop!

Real Estate 70

Real Estate Direct Mail Marketing Decision Maker 70

Zoominfo

JUNE 27, 2018

74% of people trust social networks to guide them to purchase decisions ( source ). 49% of people say they rely on recommendations from influencers when making purchase decisions ( source ). 90% of business decision-makers initiate their purchasing process by researching opinions from industry experts and peers ( source ).

Influencer 202

Influencer Marketing Social Media Scale 202

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

No More Cold Calling

MARCH 24, 2016

The “ 2016 CSO Insights Sales Performance Optimization Study ” reveals lead generation is the top priority for sales leaders this year. They gain access to decision makers. The fastest path to generating qualified sales leads is for reps to receive referral introductions. Referred salespeople get in the door with one call.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Verified Data Identifies Key Decision Makers Faster.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. When account based sales reps prospect through referrals, they: Score every meeting with decision-makers in one call.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Janek Performance Group

JANUARY 31, 2023

That ignited my life-long interest in influence and how decision-makers view sales professionals. ” My take: CEOs and decision-makers are focused on specific outcomes for their company. His comment was impactful because it made me think about my sales approach. This CEO viewed me as a distraction.

Influencer 62

Influencer How To Decision Maker Incentives 62

Sales Hacker

MAY 24, 2023

We never call SDRs because we believe that the decision maker, the budget approver, the person who will vouch and say, ‘I’m gonna put this in my line item’ or ‘I am going to fight for this tool to stay in the company’ is your SDR director. Well, funny enough, we call a lot of SDR directors. I started in 2011.

How To 85

How To Decision Maker Retention Referrals 85

Hubspot Sales

JANUARY 21, 2021

In 2016, Barnes founded the National Association of Women Sales Professionals — a community with over 15,000 members, dedicated to empowering women in sales and vying for equal footing in the male-dominated landscape.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Originally published by ZoomInfo on January 27, 2016. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. Here are six ways you can generate more logistics leads today: 1. ZoomInfo can help!

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. Businesspeople in 2016 have become all too familiar with templated email marketing for an emphasis on their name to draw attention. Avoid clichés.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Gong.io

MARCH 17, 2021

It was the last day of Q1 2016, and they were going into battle on a closing call. . I had been expecting a war story: heated debate, high tension, everything but a headlock to get this decision maker to fold and sign that day. . Samantha and our sales manager sat down and dialed into the call. . Sam, how did you close him? “I

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

SalesLoft

DECEMBER 14, 2015

From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. Here are 13 of Jon’s key steps to dominating a tech conference in 2016: 1. Let’s talk.”.

Conference 52

Conference Decision Maker Case Study Sports 52

DiscoverOrg Sales

OCTOBER 26, 2017

To illustrate a baseline of Scoops during an era without known security breaches, here’s an example of Equifax Scoops from June 2016: So how can YOU use these Scoops to leverage a product or service ? Each Scoop contains an important piece of information, including: Decision-maker moves. How to decipher Scoops.

ACT 120

ACT Data Hiring Decision Maker 120

Pointclear

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. To put these numbers into perspective, in 2016 we will disposition roughly 70,000 companies on behalf of our clients. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

DiscoverOrg Sales

MAY 15, 2017

Download the DiscoverOrg’s 2016 Gender Diversity In Sales Organizations Report. At the same time, blue states California, Massachusetts, and New Jersey show percentages of female senior executives well below the national mean, with averages of 21.4%, 20.7% and 20%, respectively.

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. This has to be done in a way that will resonate not just with the champion, but with the other decision makers, and what matters to them most.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. Developing a backup website of www.lawa.com to enable communications in the event of an emergency. A little bit about Jenean: Jenean has been Chief Information Officer of McLeod Regional Medical Center since 2006.

Microsoft 120

Microsoft Government Health Care SAP 120

Sales Training Connection

FEBRUARY 8, 2016

This means sales managers would ask a sales rep to: State the facts of the sales situation – like customer needs, competition, decision makers and influencers, and so forth. ©2016 Sales Momentum, LLC. Delineate their interpretation and analysis of the sales situation – is this a viable opportunity and why?

Sales Management 50

Sales Management Strategy Decision Maker Analysis 50

InsightSquared

MARCH 9, 2020

She’s inspired our team to look for ways to cut down processes—whether we are ramping up new sales programs, aiming to get a foot in the door of targeted accounts or securing more high-quality meetings with key decision-makers. Tiffani Bova. Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce.

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

Bernadette McClelland

JANUARY 15, 2017

The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group. Roles weren’t as sophisticated as they are today.

Telemarketing 150

Telemarketing Lead Rank Retail Margin 150

Hubspot Sales

AUGUST 15, 2018

But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks. Beyond keeping their boss’ calendars, EAs also represent their managers at internal and external meetings and sometimes even make decisions on their behalf. End of job description.

Decision Maker 96

Decision Maker Call-back ROI Scale 96

Hubspot Sales

JANUARY 12, 2018

In 2016, direct mail received a 5.3% Put together printed versions of your most popular resources -- reports, blog posts, case studies, etc. -- and send them to the influencer or decision maker. On the flip side, email still offers better ROI than direct mail (probably because it’s far cheaper to send in bulk). Content kit.

Direct Mail 133

Direct Mail Campaigns Lead Rank B2C 133

LeadBoxer

MARCH 28, 2021

It turns out that more and more Millennials are making key B2B buying decisions. In fact, a 2018 survey showed that 13% of Millennials are decision-makers in B2B purchasing. The same survey showed that 28% of them help to influence purchasing decisions within their organizations. Understand the Modern B2B Buyer Journey.

Strategy 98

Strategy Customer Demographics Analysis 98

The ROI Guy

AUGUST 24, 2016

The ability for providers to tie the proposed solution to buyer pain points was key, the top deciding factor in the Demand Gen Report research for 84% of decision makers, over other key factors including ease of use, features / functionality and price. Source: 2016 B2B Buyer's Survey, Demand Gen Report - [link].

ROI 40

ROI Buyer Vendor Report 40

Cience

JULY 17, 2020

There’s an increase of decision-makers, and it’s more complicated than ever to reach them. According to Sales Development Metrics and Compensation Research 2016 by The Bridge Group, the tenure of SDRs has shortened to 11.2 The number of decision-makers has increased. The cost of one lead is very high.

Outsourcing Services 52

Outsourcing Services Outbound Lead Gen Lead Rank 52