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 With Frugalnomics in full-effect , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. Where to find Tito : LinkedIn Key Insights It’s always people first, then tools and processes. Apart from offering a tool, the AltiSales team also provides consulting services. So who do we sell to?

How To 84

How To Decision Maker Retention Referrals 84

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

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

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

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

Hubspot Sales

JANUARY 12, 2018

Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople. 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.

Direct Mail 133

Direct Mail Lead Rank Campaigns B2C 133

The ROI Guy

AUGUST 28, 2017

When asked what they would like instead, the research indicates: 95% of buyers want more benchmarking insights to help measure effectiveness against industry standards and compare to peers 81% of buyers want benchmarking tools to guide future investments. Executives are seeking a 3 rd party view on how their doing.

Conversion 49

Conversion Comparison Scale Decision Maker 49

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

Cincom Smart Selling

APRIL 30, 2020

I recently came across a nice little 2016 article by Sarah Niedoba writing for Canadianbusiness.com about 5 deal breakers that kill your sales. You will be making assumptions and guesses if you don’t speak with all relevant contacts , influencers and decision-makers within the account. Failure to Talk to All the Right People.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

Tenfold

JULY 18, 2017

To be sure, Sirius Decisions reports the average sales cycle has increased by 22 percent over the past five years since more decision-makers are being involved in the buying process. Podcast listening increased by 23 percent between 2015 and 2016. However, many other marketing strategies are falling flat.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

PandaDoc

FEBRUARY 9, 2021

Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward. Creating a better end-to-end sales process is a great way to ensure that reps have the tools and documentation that they need to move deals forward and eject tire kickers from the pipeline. Originally posted September 6, 2016.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

SalesLoft

DECEMBER 7, 2016

How we use it to guide sales decisions. In the near future, more businesses will use analytical tools to combine customer data with unstructured communication, industry benchmarks, and artificial intelligence (read: algorithms). 2016 saw continued growth for time spent on social media. What’s new with this data for 2017?

Software 52

Software Software Top of Funnel Social Media 52

Cincom Smart Selling

SEPTEMBER 13, 2016

Copyright: 2016 Portfolio Penguin. CPQ, sales portals and CRM systems are just few of the tools and systems that are being folded into the selling process. It works even better with CPQ, CRM tools and customer portals because it’s easier to build stronger Deal Briefs for every team member to read before the meeting. .

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81

Zoominfo

JANUARY 29, 2018

These stats certainly grab our attention, especially as Millennials grow into the decision makers and gatekeepers over the next two decades. Events are a great tool to have in your marketing arsenal. You start with a shoestring staff and limited tools, but as your event gets bigger, so do your needs. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Close.io

DECEMBER 3, 2019

The author introduces you to tools and tactics that you can use alongside old school sales techniques. The first half covers fundamentals about creating prospecting lists, defining your “swimming sales”, targeting companies, and lead scraping tools. Author : Stu Heinecke Published : February 16, 2016.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

MarketJoy

SEPTEMBER 10, 2018

So, they focus their efforts on finding prospects who are decision-makers and who have the power to say “yes” to what they have to offer to these businesses. They’re one of the most critical tools in your sales process. You’re not Leveraging the Power of Collaborative Words. Yet very few salespeople are leveraging their power.

Closing 71

Closing How To Cold Calling Decision Maker 71

Cience

JULY 25, 2019

Meanwhile, your decision-makers can write to you at any time of day or night. When a decision-maker starts a conversation with an SDR, it’s hard for the latter to guide and ask prospecting questions. There are plenty of tools out there that sell a ready-made chatbot. But they also need a work-life balance. .

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

PandaDoc

FEBRUARY 9, 2021

Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward. Creating a better end-to-end sales process is a great way to ensure that reps have the tools and documentation that they need to move deals forward and eject tire kickers from the pipeline. Originally posted September 6, 2016.

Ideal Customer Profile 52

Ideal Customer Profile Intent Buyer Buyer Intent 52

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. So, lead scoring favors lower level decision-makers and smaller deal sizes – and for that reason I would term it a bad process, automated.

Lead Rank 180

Lead Rank Lead Scoring Sales Qualified Lead Leads 180

Vengreso

JULY 11, 2022

This has ushered in an era for sales prospecting tools such as LinkedIn and their premium social selling platform, LinkedIn Sales Navigator. Whether you use LinkedIn or Sales Navigator as sales prospecting tools , we can’t emphasize enough the importance of being a social seller. We’ve got a lot to cover so sit tight.

Lead Rank 116

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 116

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. If you can’t integrate it, it’s just a lookup tool. You build a story.

Retention 227

Retention Travel Customer ROI 227

LeveragePoint

SEPTEMBER 21, 2018

Account-specific Value Propositions can and should become a Business Case to Buy for decision-makers in the account. But B2B buying decisions are usually a political process based on input from a number of individual stakeholders within the account. In most organizations this requires the skill and tools to herd cats.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

PandaDoc

MAY 24, 2023

The sales enablement manager is an essential element in the sales process and is responsible for equipping sales teams with the necessary information and tools to excel in their role. What is a sales enablement manager? See also Sales pipeline vs. sales funnel: what’s the difference?

Sales Enablement 52

Sales Enablement Hiring Top of Funnel Ideal Customer Profile 52

Highspot

DECEMBER 5, 2023

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

NOVEMBER 1, 2022

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Zoominfo

JULY 14, 2023

According to McKinsey, the number of sales channels people use across the entire buying journey doubled from five channels in 2016 to 10 channels in 2022. Before you even begin creating your B2B marketing strategy, it’s worth conducting a tech stack gap analysis to determine opportunities for consolidating tools and leaning into integrations.

Paid Content 130

Paid Content Report B2B Top of Funnel 130

SugarCRM

JULY 28, 2022

Online communities, knowledge bases, omnichannel contact centers, and other customer engagement tools barely hit a speed bump as so many of us now work from home. The tools, best practices, and mindsets for field sales teams were not geared towards selling over Zoom. quick to deploy but flexible enough for your business.

CRM 26

CRM Webinar Metrics Meeting Strategy 26

OnePageCRM

MARCH 8, 2017

Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product. Bundle tools that increase customer success. What to do if a prospect asks for a discount. Always focus on the additional value. Dynamic pricing.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Cience

MAY 7, 2019

In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Hyper-Connected Selling

JANUARY 9, 2018

It’s their job to be the ringleader that can juggle multiple decision-makers, streams of information, and organizational needs. Identify the decision-makers, the pain points for each of them, and what objections they might have. Don’t waste time bemoaning complexity – that’s your job.

Hiring 64

Hiring Decision Maker Lead Rank Lead Scoring 64

LeveragePoint

APRIL 12, 2019

Skilled sales teams are increasingly unnecessary to configure a buyer’s solution or quote on it , except when online configuration and pricing tools are incomplete or too complicated to use. B2B buying decisions are usually a committee process based on input from a number of individual stakeholders within an account.

Buyer 22

Buyer Case Study Marketing B2B 22

Cience

MAY 7, 2019

In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

OnePageCRM

MARCH 8, 2017

Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product. Bundle tools that increase customer success. Looking for a proven sales tool to help you close more deals? Alternative pricing models.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

LeadFuze

MAY 24, 2021

2016 research shows that people leave their jobs after an average of 4.2 The replacement (in the case of most decision-maker roles) is someone who is experienced (i.e. LeadFuze is the perfect tool for finding people who have changed jobs. Here’s why. Here’s what I mean.

LinkedIn 52

LinkedIn Prospecting How To Top of Funnel 52

Artesian Solutions

APRIL 9, 2018

Sellers that use tools to advance their understanding of the customer and enhance listening skills are pulling away from their peers. Salesforce’s 2016 Connected Customer report highlighted that by 2020 57% of business buyers will switch brands if a company doesn’t actively anticipate their needs.

Lead Rank 40

Lead Rank Ideal Customer Profile Data Sales Qualified Lead 40

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. Without a tool to manage those interactions opportunities will be missed. Look for a CRM that provides tools for automated data entry.

CRM 49

CRM Lead Rank Lead Scoring Segment 49