Miller Heiman Group

JUNE 2, 2020

Customers who reach out to service teams have specific emotional needs—and a study that we recently conducted online with 5,500 global consumers confirmed that customers expect service employees to display a specific emotion in response to their issues. But training alone is not enough to ensure an exceptional customer experience.

ACT 86

ACT Coaching Lead Rank Lead Scoring 86

The ROI Guy

AUGUST 3, 2018

Move beyond price comparisons, to quantify the total cost of ownership (TCO) savings from competitive offerings? Advantages are shown clearly with buckeye balls to illustrate capabilities, while TCO comparisons and savings are tallied over 3 or 5 years, to quantify the specific savings Commvault can deliver. Did you know.

Competition 45

Competition Comparison Decision Maker How To 45

Sales and Marketing Management

OCTOBER 30, 2017

Author: James Hooker, CEO, Televerde Within the discipline of marketing, various tactics and strategies come into play for prospecting, branding, content development, social marketing, video, events and other channels. Testimonials and case studies, particularly from organizations in markets similar to the ones you’re targeting.

Outsourcing Services 189

Outsourcing Services Marketing Top of Funnel Scale 189

Pipeliner

JANUARY 21, 2022

You can learn detailed Wix vs Shopify comparisons to understand more and be able to choose the best platform for your website. Gamification helps specialists study the needs of target audiences, build connections, create demand, attract and retain customers, etc. Multi-Channel Marketing. Prominent among them are Wix and Shopify.

Trends 52

Trends Marketing Advertising Advertising 52

Close.io

FEBRUARY 3, 2020

Studies show that no other investment improves sales performance better than sales coaching. Data provides insight about how behavior is impacting performance and how one rep is doing in comparison to the next. Although the way you coach will be different for all channels, it’s important to understand how to use them.

Sales Coaching 78

Sales Coaching Coaching Comparison Data 78

Closer's Coffee

APRIL 23, 2020

We know this debate doesn’t rise to the level of the MJ vs. Kobe vs. LeBron comparisons you’ve likely argued at one point or another, but sales is a competitive environment and we liked the challenge of shedding some light on the debate based on our observations. Inside Sales vs. Outside Sales – Salary Comparison.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Tenfold

AUGUST 30, 2017

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). According to the CEB study, you only get a 12 percent mindshare (public awareness) for each typical buyer who goes through the buyer’s journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Bernadette McClelland

NOVEMBER 23, 2016

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. What case studies and stories could you tell? Comparisons is a game we will never win. Yet so many don’t. We ask why? as well as why not? What research would you have done?

Case Study 150

Case Study Comparison LinkedIn Policies 150

HeavyHitter Sales

AUGUST 25, 2013

SPOILER ALERT : Click here if you would like to take the actual test that was given to study participants prior to reviewing the research results below. The map we use to describe and interpret an experience is based upon one of three channels of information — visual, auditory, and kinesthetic.

Influencer 92

Influencer Research Revelation Groups 92

DiscoverOrg Sales

APRIL 17, 2019

Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. Don’t forget, like, comment, subscribe to our YouTube channel ! Read the study: Which Data Points Predict More Sales? Thanks for joining us!

Intent Data 120

Intent Data Intent Data Top of Funnel 120

Smooth Sale

SEPTEMBER 24, 2021

This branch includes online and paper surveys, longitudinal studies, polls on the Web, and even analytics tools (including Google Analytics). It includes interviews, usability tests, and field studies. It is wise to conduct interviews and field studies during this process, i.e., track users’ behaviors and thought processes.

Trends 78

Trends Research Workbooks Hiring 78

SalesLoft

DECEMBER 18, 2019

What seemed excessive back then pales in comparison with today’s climate of endless choice. Modern CMOs need to be great storytellers, creating emotional connections to the brand across multiple personas, industries, buying stages and channels — all simultaneously.” . In 1953, Baskin Robbins launched its famous “31 flavors” campaign.

Lead Rank 52

Lead Rank Lead Scoring Scale Customer 52

The ROI Guy

MAY 9, 2012

One way to do this is with iPad value selling applications, which can help present challenging and compelling insight to more skeptical / frugal buyers, including interactive needs analysis, diagnostic assessments, solution recommendations, "cost of doing nothing" calculations, benefit estimates, ROI analysis and TCO competitive comparisons.

Lead Rank 75

Lead Rank Lead Scoring Marketing Comparison 75

The ROI Guy

MARCH 11, 2014

The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

The ROI Guy

FEBRUARY 20, 2019

You make a mental note to do a price comparison later and check your watch. CSO Insight’s fourth annual sales enablement study reveals that while just implementing a defined sales enablement function is proven to increase the number of salespeople achieving quota by 22.7% His hour is almost up. In scenario two , you’re multitasking.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40

PandaDoc

APRIL 24, 2023

Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers. Comparison-style blog posts are ideal for calling out your competition and ensuring prospects see you in a favorable light.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

SEPTEMBER 14, 2011

The key parts of an ROI / TCO Tool include: · Questionnaire – to collect information about the buyer’s profile and assets (used to align the research with the unique customer’s scenario), current capital and operating costs (the baseline for improvements), and opportunities for improvement (practices currently in place or missing) · Research metrics (..)

ROI 40

ROI Tools Analysis Sales Tools 40

Mindtickle

APRIL 7, 2016

These pillars support the articulation of the Value Proposition and stand on a firm foundation of case studies and success stories. While this is not as easy and straightforward to experience for services and solution companies, observing and studying customer stories can be almost as effective.

Buyer Persona 52

Buyer Persona Case Study Study Exercises 52

Mindtickle

APRIL 7, 2016

These pillars support the articulation of the Value Proposition and stand on a firm foundation of case studies and success stories. While this is not as easy and straightforward to experience for services and solution companies, observing and studying customer stories can be almost as effective.

Buyer Persona 52

Buyer Persona Case Study Study Exercises 52

DialSource

JULY 8, 2020

In comparison, outside sales reps go out into the field to meet with clients. In contrast, inside sales reps spend the vast majority of their time at the office, or more recently, in a work-from-home environment , relying on remote-friendly channels to sell. The goal is to see and understand the bigger picture so that you can adapt.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Understanding the Sales Force

APRIL 4, 2024

The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

The ROI Guy

JUNE 29, 2015

Your proposed investment likely pales in comparison to the cost of not solving the problem, so the key is quantifying this delta. - It’s important to engage with prospects as early as possible, helping your buyers identify hidden challenges and quantifying the cost of “do nothing”. Don’t take our word for it.

Discount 83

Discount Lead Rank Proposal ROI 83

The ROI Guy

NOVEMBER 18, 2010

This will include an understanding of what white papers, opinion posts, product data sheets and case studies already exist and could be leveraged, and most importantly, will highlight what is missing. To promote understanding of what you have covered and where there are gaps, content should be categorized.

Marketing 40

Marketing Buying Cycle Case Study Comparison 40

The ROI Guy

JANUARY 8, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

JANUARY 16, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), • Why Your Solution? Sources: • Gartner Forecasts 3.1%

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

MARCH 1, 2016

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Why Your Solutions?– Percent in 2014 Gartner Forecasts 3.1%

ROI 53

ROI Decision Maker Proposal Forecasting 53

Your Sales Management Guru

OCTOBER 6, 2015

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Your channel partner strategy should complement the efforts of your team, not cannibalize them. Quantify the results of each partner, and keep senior channel management updated. What levels of support do they require?

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Vengreso

DECEMBER 13, 2022

According to research , 43% of sales teams find email to be the most effective selling channel, and social selling is also on the rise. A sales process should consider different channels, including social media, email, and text messages. Which channels will you use to communicate with prospects? How will your sales cycle look?

Sales Process 59

Sales Process Ideal Customer Profile Top of Funnel How To 59

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad. Channel – Cons.

Channels 129

Channels Scale Hiring Lead Rank 129

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Vengreso

DECEMBER 13, 2022

According to research , 43% of sales teams find email to be the most effective selling channel, and social selling is also on the rise. A sales process should consider different channels, including social media, email, and text messages. Which channels will you use to communicate with prospects? How will your sales cycle look?

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel How To 52

The ROI Guy

NOVEMBER 10, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). • Why Your Solutions? Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

JULY 9, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

OCTOBER 22, 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. Gartner CIO Study Highlights Need for Outcome-Base.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

Bigtincan

DECEMBER 21, 2021

In contrast, Bigtincan adopts a simple three-tier hierarchy of tabs, channels, and stories that make management, access, and data storage easier. They are a group of channels. So each of these product lines can be channels, and the main group of these lines could be the ‘Product A’ tab. Book a demo today.

Enterprise 59

Enterprise Enterprise Comparison Lead Rank 59

The ROI Guy

APRIL 8, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), Why Your Solution? Percent in 2014 Gartner Forecasts 3.1%

Forecasting 65

Forecasting ROI Proposal Decision Maker 65