The ROI Guy

MAY 29, 2018

Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams. But buyers are wary of vendor provided content, and if you don’t do your ROI / TCO calculator right, you could be doing more harm than good.

ROI 45

ROI Comparison Vendor Licensing 45

Cincom Smart Selling

FEBRUARY 2, 2017

Product configuration software, by definition, sounds like a great idea. Accurate configurations, errorless pricing and automated quotation and proposal generation; who’s not going to want those things? Your product configuration software should handle most of this. ROI is computed in various ways for different companies.

ROI 48

ROI Travel Airlines Software 48

Hubspot Sales

APRIL 30, 2020

The seminar instructed us on all things related to the "sales process" and its associated stages — such as qualifying prospects, defining needs, understanding buying patterns, overcoming objectives, presentations, developing listening skills, establishing value-added quantification in relationship to ROI, effective follow-up — the list goes on.

Sales Process 141

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 141

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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Gong.io

DECEMBER 31, 2020

TIP #1: Say THIS when your buyer tells you they “need to think about it.”. Download our CFO Letter Template , and leave your buyer with nothing to think about. Consider this: You—a stranger—are asking an unsuspecting, not-really-wanting-to-read-your-email potential buyer for their time and resources. . I think I will pass.

Data 96

Data Top of Funnel ROI Video 96

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

DiscoverOrg Sales

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. SALESPERSON: “Our ROI is huge! A study from Gong.io

Objections 243

Objections Buyer Persona Study Decision Maker 243

Zoominfo

MAY 7, 2020

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. Here are some common scenarios: Prospect: “I’m worried that your product is more software than we need, and -”. Salesperson: “Our ROI is huge! If you’re dealing with a sales objections…congratulations!

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Vengreso

JUNE 16, 2020

The names and number of stages in a sales pipeline may vary from company to company and how they decide to set it up in their Customer Relationship Management (CRM) software to track the buyer’s journey. B2B sales reps must leverage LinkedIn ® to build relationships with modern buyers. Negotiation and Closing.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. Today’s B2B buyers are the same. Buyers are bombarded with information, making it difficult to capture their attention and build trust. What Is Digital Sales Room Software?

Software 125

Software Software Lead Rank Vendor 125

BrainShark

AUGUST 24, 2022

Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. The answer, of course, varies based on role, industry, and the buyers you’re targeting. Buyer Research. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The ROI Guy

JUNE 29, 2015

There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing. The key at this stage is motivating buyer’s as to “Why Change?”. Why Now? –

Discount 83

Discount Lead Rank Proposal ROI 83

Emissary

NOVEMBER 22, 2022

It’s an outgrowth of the MEDDIC® methodology developed in the 1990s by Dick Dunkel, John McMahon, and Jack Napoli of the software company PTC. E conomic buyer – the people making the buying decisions, including the ultimate authority. Economic Buyer. Make immediate impact with presentations in the economic buyers’ voice.

Enterprise 52

Enterprise Enterprise Sales Qualified Lead Networking 52

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

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.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer. The study identified two probable culprits: buyer tactics and seller behavior. But, often, it does.

Margin 120

Margin Negotiation Call-back Cancellation 120

Nutshell

MARCH 5, 2021

Once the objection comes up, it’s best to show how your service can solve their problems and prove value/ROI before leaning on a discount to overcome this objection. Economic buyer: Confirm you are working at the appropriate altitude within the organization and that your buyer is a decision-maker. Clarify the problem’s cost.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

The ROI Guy

JANUARY 10, 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. Monday, January 10, 2011 Let the Good Times Roll?

ROI 40

ROI Social Media Decision Maker Survey 40

Hubspot Sales

MAY 24, 2023

They’re spending part of their budget on your product and need to realize ROI sooner rather than later. For example, are you using great software to manage a project? If the prospect rejects your proposal… “I’m so sorry to hear about this, [Name]. Why is the closing call so important? Follow up with an email.

Closing 109

Closing Proposal Call-back Vendor 109

The ROI Guy

AUGUST 5, 2010

One of the best and most commonly used methods used to calculate bottom-line value of proposed projects is via an ROI analysis. Although many may be familiar with what ROI analysis is, it is important to standardize the definitions as to what a typical ROI analysis is, and what key calculations are required.

ROI 40

ROI Analysis Proposal Discount 40

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

APRIL 15, 2010

In a recent article on Sandhill.com, Selling Software to the C-Suite, Stephen J. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation. Ever since the bursting of the tech bubble in 2001 buyers have fundementally changed.

Software 40

Software Software ROI Buying Cycle 40

Cincom Smart Selling

MAY 8, 2024

Manufacturing companies operate in a unique environment with distinct software needs compared to other industries. Manufacturing-focused CPQ (Configure, Price, Quote) software provides an automated quoting engine designed specifically for industrial use cases. Related: What Is Configure Price Quote Software?

Software 62

Software Software Lead Rank Scale 62

The ROI Guy

SEPTEMBER 22, 2015

Enterprise Software – Although productivity / process improvements from software remain an important investment priority, big software purchases are being replaced with SaaS, and despite a healthy number of transactions, spending is declining 1.2% YoY, with significant pricing pressure.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Hubspot Sales

JULY 13, 2023

Accordingly, Italy banned ChatGPT over privacy concerns in April, while the European Commission has already proposed a legal framework to take control of AI and monitor its use in the EU market. So depending on the company size, hardware, software, or labor costs, be ready to spend from a few thousand bucks to several million dollars.

Data 80

Data Hiring Guidelines Lead Rank 80

The ROI Guy

JUNE 24, 2014

Unfortunately, only 1 in 10 sales reps have made the transition from pitching products to engaging prospects with value according to Forrester Research, and 60 percent of buyers disengage with sales because reps do not communicate compelling value according to Qvidian’s recent Sales Execution Trends report.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

Zoominfo

SEPTEMBER 1, 2018

You’re working with a decision-maker who has some skin in the game — and they’re taking your proposal seriously. So let’s say your prospect is an aerospace manufacturer and you’re selling supply chain software: If your contact is too busy for a full-blown pitch, show them exactly how your software can minimize production time.

Objections 130

Objections Face-to-face Exact Software 130

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. In order to connect and engage with “Do Nothing” buyers, through their decision making journey, you need to help them realize: Why Change? –

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The Digital Sales Institute

MAY 11, 2023

Regardless, selling to mainly well informed modern buyers requires a range of selling skills. Understanding Customer Challenges Buyers want a personalized buying journey, so salespeople must have a deep understanding of the customer’s needs and pain points. Selling today can range from the uncomplicated to the deeply complex.

Selling Skills 52

Selling Skills Face-to-face Lead Rank Buyer 52

The Digital Sales Institute

MARCH 15, 2019

The buyer may not even reveal the symptoms to the salesperson, but the questions asked need to be understood so they feel comfortable going a little further. The buyer is trying to crystallize the problem, the impact on the business and to justify taking action. Middle of the sales funnel: The buyer is on a journey for solutions.

Top of Funnel 58

Top of Funnel Funnel Sales Qualified Lead Hiring 58

The ROI Guy

FEBRUARY 21, 2012

There is a new breed of buyer who is more skeptical and frugal than ever before, indicating that price is the key factor in over 64% of decisions (U of Dayton). As well, these buyers are now firmly in control of the purchase cycle, inviting sales later than ever, when the process is already 65% complete (Forrester).

Discount 69

Discount Proposal ROI Analysis 69

The ROI Guy

NOVEMBER 8, 2006

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Benefit Oracle 40

The ROI Guy

FEBRUARY 4, 2009

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. Posted by Tom Pisello at 1:36 PM Email This BlogThis!

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

FEBRUARY 4, 2009

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. Updated Alinean Social Media ROI Calculator - New.

Microsoft 40

Microsoft ROI Licensing Social Media 40