The Spiff Blog

AUGUST 22, 2023

Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. There are many factors that indicate whether or not a piece of software is essential. Dig into software usage data to gain a better understanding of how teams are using the tools your organization pays for.

Strategy 74

Strategy Compensation Commission ROI 74

HeavyHitter Sales

NOVEMBER 5, 2010

Heavy Hitter Sales Blog. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Categories.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Score More Sales

AUGUST 26, 2014

I’m the kind of person who gets into an airplane and am still amazed how they always take off and land hundreds or thousands of miles away (at least all of my flights have, and nearly all flights do) To see the advances in marketing tools and sales tools – it’s really phenomenal what software can now do. Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Zoominfo

MARCH 5, 2021

For example, a supply-chain management software brand might segment leads using firmographics to target CEOs and CFOs at food industry companies with 500+ employees. By nature, ABM focuses on personalization and building long-term relationships with customers — a good fit for B2B’s often complex buying cycles and multiple decision-makers.

Segment 100

Segment Account Based Marketing Lead Rank Lead Scoring 100

LeadFuze

SEPTEMBER 2, 2023

Create blog posts addressing common industry challenges, Publish whitepapers detailing innovative approaches or solutions, Host webinars featuring thought leaders sharing expert advice among others. Besides automation, Customer Relationship Management (CRM) software solutions are also crucial for managing and scoring leads effectively.

Lead Nurturing 52

Lead Nurturing Lead Rank Lead Scoring Webinar Metrics 52

SBI

JULY 26, 2018

Digital Transformation Success: Data is integrating with your CRM or Marketing Automation software, while usage metrics are informing your content strategy. The Modus Digital Sales Enablement Blog Page has interesting articles on sales enablement. Nancy: How have companies determined the ROI of your solution?

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95

The ROI Guy

OCTOBER 22, 2010

In a recent blog post from Software Advice's Lauren Carlson , this emerging CRM analyst indicates how hot the market for marketing automation software has become, and although the niche was timid several years ago, marketers are now adopting these systems aggressively. The result, more noise and less engagement.

Software 40

Software Software CRM Marketing 40

LeadFuze

JULY 3, 2023

For example, if they’re struggling with team communication, offer them software with collaboration features that will make their heads spin. Our software helps with lead generation and sales prospecting. This helps prospects see how it can benefit them and gets them closer to hitting that “buy now” button.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

Crunchbase

MARCH 19, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Many companies classify buying intent as poking around your website or reading a few blogs, but intent must go beyond the awareness or education stage of the buyer’s journey. This article is part of the Crunchbase Community Contributor Series.

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

Xactly

SEPTEMBER 5, 2018

Software Sales. As a result, you might see a traditional organizational goal for those in software sales stated as something like “Sell 1,000 units of new product.” Goal: Publish 30 blogs that demonstrate our authority/status as industry leader by 10/31/16. Brainstorm list of 50 blog topic possibilities by 8/15/16 (10%, $300).

Examples 78

Examples Compensation Incentives Incentive 78

Pipeline

JUNE 7, 2023

year-on-year (YoY) growth of CRM adoption According to Gartner, at the end of 2017, the revenue of CRM overtook the place of database management systems (DMBSs), making CRM the largest software market in the world. Then, in 2018, with 16% growth, CRM easily became one of the fastest-growing software and leads the market until today (2023).

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Hubspot Sales

NOVEMBER 28, 2021

It can see the blogs they read, the emails they opened, the pages on the website where they lingered. Ideally, you’ll develop this strategy prior to purchasing your CRM software. You’ll see a variety of benefits in your business once you incorporate a CRM. These include: Happier Customers.

CRM 123

CRM Strategy How To Loyalty 123

Cincom Smart Selling

FEBRUARY 10, 2015

They frequently use CRM software solutions to facilitate and capture these interactions in a systematic, automated, unified approach. But CRM software is only a piece of the puzzle. CPQ bridges the gap between customer-account and contact information and your customer’s buying cycle. Extensive product-knowledge data.

CRM 67

CRM Software Software Buying Cycle 67

Customer Centric Selling

SEPTEMBER 17, 2014

In past blogs I’ve shared my opinion that it’s unlikely that people doing extensive research on offerings via vendor Websites are executives. Consider a seller’s software that could measure usage and age of capital equipment and predict when to perform maintenance to avoid outages.

Enterprise 65

Enterprise Enterprise Benefit Proposal 65

Cincom Smart Selling

APRIL 27, 2017

The pricing question can come up at any time during the buy cycle, and it can even come up outside of a buy cycle. Many times (particularly during the tire-kicking phase of a real buy cycle or perhaps in a discussion with an existing customer) there will be a request for a ballpark quote. The Ballpark Quote.

Buying Cycle 54

Buying Cycle Proposal Construction Scale 54

Jonathan Farrington

DECEMBER 4, 2011

Can blogs survive another 12 months? - will mean far greater focus on customer’s needs and wants – seeing not the selling cycle, but the buying cycle through the customer’s eyes. Jonathan Farrington's Blog. - If 80% of Twitter users are merely”voyeurs” what are they drooling over? Will the Sales 2.0

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

Anthony Cole Training

SEPTEMBER 24, 2010

Expert Websites / Blog Roll. The blog post discussed the challenges of being a salesperson in a world where the buyer no longer needs us because of the flood of information available via the internet and other media. This is the point well made by Don Fornes in his blog: Why Wont Anyone Return My Calls? Selling Attitude (22).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Connext Digital

JULY 18, 2019

Once you notice a pattern in someone’s online activity, use it as an opportunity to deliver hyper-personalized emails that align with that person’s stage in the buying cycle. For example, a company purchased your software under a special pricing promo. Provide email frequency options. Map out your content.

Strategy 49

Strategy Segment Email Marketing Buying Cycle 49

Connext Digital

JULY 18, 2019

Once you notice a pattern in someone’s online activity, use it as an opportunity to deliver hyper-personalized emails that align with that person’s stage in the buying cycle. For example, a company purchased your software under a special pricing promo. Provide email frequency options. Map out your content.

Strategy 40

Strategy Segment Email Marketing Buying Cycle 40

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Andreessen put it best: "Software is eating the world." Tibor Shanto wasn't sold that the death of the salesman 2.0

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Customer inquiry to response time – CPQ will provide easy, on-the-spot access to answers to virtually any early cycle question a prospect may have. They offer a variety of approaches to “helping” Sales do a better job.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Customer inquiry to response time – CPQ will provide easy, on-the-spot access to answers to virtually any early cycle question a prospect may have. They offer a variety of approaches to “helping” Sales do a better job.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Cincom Smart Selling

OCTOBER 31, 2017

At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. appeared first on Cincom Blog. Of late, it has become more complicated because the nature of selling has changed.

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. appeared first on Cincom Blog. Of late, it has become more complicated because the nature of selling has changed.

Discount 48

Discount Call-back Enterprise Enterprise 48

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Accelerate Slow Sales Cycles with More Sales Enabl.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Hubspot Sales

DECEMBER 16, 2020

Zach Rego is the VP of Sales and Marketing at Unstack , a marketing platform software. This allowed us to create more content than ever before by tapping into our community to participate in blog posts and events.”. Chantele Gibson is VP of Sales and Partnerships at Searchspring , an e-commerce software tool.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

OnePageCRM

SEPTEMBER 2, 2020

Check out their website, blog posts, latest press releases, financial statements, mission, and values. For example, if you’re meeting a software company, try G2 or TrustRadius , and if it’s a consumer company, have a look at Trustpilot. . Buying cycles now involve more and more people. Do your research on the company.

Ideal Customer Profile 37

Ideal Customer Profile Referrals Follow-up Lead Rank 37

Sales and Marketing Management

SEPTEMBER 18, 2019

In a blog post for The Daily Egg , Smith references a bar chart from HubSpot depicting the various sources of companies’ leads. Agencia uses whitepapers, webinars, blog posts, social media discussions and other online means to build its brand by providing useful information. They’re on a three-year buying cycle.

Lead Rank 166

Lead Rank Lead Scoring Top of Funnel Leads 166

Tony Hughes

FEBRUARY 22, 2018

The 57% statistic on 'buying cycle' by CEB is a bit of a red herring because great sellers know they can uncover demand or even create it in any economy. Also follow the award winning LinkedIn blog here or visit Tony’s leadership blog at his keynote speaker website: www.TonyHughes.com.au. It's not rocket science.

Social Selling 66

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

Partners in Excellence

FEBRUARY 17, 2016

Readers of this blog are wickedly smart, so you’ll be able to do the translation yourself. If you want some help, Hank Barnes’ The Squishy Buying Cycle is brilliant.). It’s important, to know, they are probably not engaged in a singular buying process, but multiple parallel buying processes.

Opportunity 48

Opportunity Top of Funnel Call-back Customer 48

The ROI Guy

MARCH 23, 2011

Fight Frugalnomics with Provocation-Based Selling Provocation-Based Selling works best in the earliest stages of the buying cycle, where it is currently easier for the buyer to avoid spending precious budget dollars and new project risk.

Sage 67

Sage Lead Rank Remedy Microsoft 67

Tony Hughes

MARCH 7, 2018

If you're a CXO reading this or you know one that has purchased million dollar enterprise software sight unseen, please comment. But who is teaching, don't even compete in an existing buying cycle that has a decay rate. What about the novel idea of triggering the buying cycle yourself? So what now?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

PandaDoc

MARCH 7, 2023

Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. Once a deal is final, it’s time to nudge the customer onto the next step of the buying cycle. It’s during the after-sale phase that your team can continue to nurture a customer and continue the sale cycle.

Ideal Customer Profile 52

Ideal Customer Profile Lead Qualification Sales Qualified Lead Top of Funnel 52

SBI

APRIL 29, 2014

Welcome to our biweekly blog feature. Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135