The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

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

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The Pipeline

SEPTEMBER 17, 2019

Buying cycles are longer, 61% report longer cycles than last year, 90% saw an increase or no decrease in the period. 44% Now have formal buying groups or buying committees in place to review potential purchases. 41% Conduct a more detailed ROI analysis before making a final decision. The Future Is.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

LeadFuze

AUGUST 22, 2021

On one hand, a sales development rep (SDR) can increase accounts and shorten the buying cycle—all while you are freed up to focus on growth. That’s deep and takes time, training, and resources to accomplish. How many months do you think it’ll take you to train the new rep? Pick a good one.

Hiring 98

Hiring Salary Commission Compensation 98

The ROI Guy

FEBRUARY 20, 2019

He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy. This includes focusing content to avoid overload and leveraging micro-learning, mobile learning, and more contextual training. She doesn’t stop there.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40

Sales and Marketing Management

MARCH 8, 2020

Technology is increasingly creating the tools your competitors are using to build new digital products and services that target and release latent demand and serve unmet needs. Humans can develop, train and manage AI applications, enabling those systems to function as part of true human and machine partnerships.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Pipeliner

AUGUST 30, 2019

First, the pain of discount-trained customers lasts far beyond today’s closed deal celebration. Leadership holds majority responsibility in providing tools to prevent it, setting their teams up for failure. Clients routinely recouped their entire investment in 2-6 months (remember, six months represents a 200% 1st year ROI).

Discount 73

Discount Negotiation Sales Methodology Scale 73

The ROI Guy

MAY 18, 2017

It is most common for buying teams to spend between three and six months in each major area of the buying cycle. According to Gartner, in the past 12 months, 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

The ROI Guy

MARCH 30, 2011

Empowered: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

ROI4Sales

OCTOBER 5, 2016

Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. Remember that sales training you sprang for? The problem here is the need for continuous reinforcement of sales basics, and the lack of sales tools. Did it increase your sales?

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

The ROI Guy

SEPTEMBER 3, 2010

Sales enablement seeks to address these challenges, providing the practices, resources, training and tools needed to help fight Frugalnomics. Sales professionals must ask the right questions, gather data and coherently identify need in the context of an opportunity, then be equipped with the proper tools as the opportunity progresses.”

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

Hubspot Sales

DECEMBER 16, 2020

Sure, it would have been easier for his team to reduce the amount of training, but that would have led to lower team morale and poor performance. This year,] it was important to maintain as much normalcy as possible, which meant continuing with scheduled training and finding new and creative ways to do so remotely.”.

Real Estate 139

Real Estate Face-to-face Forecasting Hubspot 139

Tony Hughes

FEBRUARY 22, 2018

Don't just install it, train your people on it thoroughly, weekly and quarterly. Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser. When I train sales people I train them to execute. The folly of Sales 2.0 The medium changes but the message stays the same.

Social Selling 66

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

Allego

DECEMBER 20, 2023

Digital Sales Room software transcends traditional sales models by creating personalized, interactive spaces where sellers and buyers can connect and collaborate throughout the entire buying cycle. Sellers recognized they need more sophisticated tools that can assist them in engaging today’s informed and independent buyers.

Software 125

Software Software Lead Rank Vendor 125

Highspot

JULY 18, 2023

Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them. It involves providing your marketers with everything they need – from the technology, tools, processes, content, training, and analytics – to increase pipeline and drive sales.

Sales Enablement 52

Sales Enablement Marketing Campaigns ROI 52

Sales and Marketing Management

SEPTEMBER 18, 2019

are at requires compiling a library’s worth of information for every stage of the buying process. White arms her team with a collection of recognizable tech tools for buyer education efforts, including Salesforce for customer relationship management, Marketo for marketing automation and Outreach for sales engagement automation.

Lead Rank 166

Lead Rank Lead Scoring Top of Funnel Leads 166

LeveragePoint

MARCH 23, 2018

This evaluation stage of the buying cycle is the point where free trials or paid pilots may come into play and where the sales rep draws on the expertise of other members of the sales team for group presentations and engagement with the buyer team. Be ready to demonstrate your solution’s value vs the status quo with its ROI.

Sales Cycle 20

Sales Cycle Case Study Customer Comparison 20

PandaDoc

SEPTEMBER 2, 2020

brings you written content, video, slideshares and infographics, e-publications and even free tools. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. CustomerCentric Selling Sales Training Blog. Smart Selling Tools. Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98