The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.

Comparison 49

Comparison Epiphany Lead Rank Lead Scoring 49

Chili Piper

AUGUST 27, 2018

I was looking for some serendipitous, universe-conspiring epiphany that made all the other schools look dwarf in their karate “skillness” in comparison to the one he chose. The very first interaction is forgettable, not prepared for the buyer, and not empowering the buyer. At Chili Piper, we call this Buyer Enablement.

Lead Rank 40

Lead Rank Top of Funnel Marketing Qualified Lead Inbound 40

Vengreso

JANUARY 13, 2023

#DigitalSelling #SocialSelling Click To Tweet Buy the Book Here #3 When Buyers Say No by Tom Hopkins and Ben Katt LISTEN TO THE PODCAST HERE In this practical “what to do” guide for sellers when they hear the dreaded word “no,” Hopkins and Katt introduce a new sales technique. Click here to see the complete list.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Chili Piper

AUGUST 27, 2018

I was looking for some serendipitous, universe-conspiring epiphany that made all the other schools look dwarf in their karate “skillness” in comparison to the one he chose. The very first interaction is forgettable, not prepared for the buyer, and not empowering the buyer. At Chili Piper, we call this “buyer enablement.”.

Lead Rank 40

Lead Rank Top of Funnel Inbound Marketing Qualified Lead 40

Tony Hughes

MARCH 19, 2018

When I coach and mentor salespeople in executing well, the first thing I do is to get them to use their tools well; to be a professional tradesman rather than 'a tool with a tool'. But just having a tool and processes doesn’t mean the person is going to execute well. they’re all great. We need our ROI as well.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70

Mindtickle

MARCH 24, 2022

Alice : I think that I had an epiphany. I did do some other things back then that I don’t do now, but it became clearer and clearer to me that sales is changing so much and the buyer has shifted. So really, I just want to get everybody’s mind wrapped around, what does your buyer do? We’re digital beings.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Buyers are not looking to be “sold to”. They are looking for someone to bring expertise and insight.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130