The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

SBI

MARCH 4, 2015

As we evaluate the current state of Sales Enablement it’s clear that companies with active, finely-tuned Sales Enablement programs benefit handsomely. They benefit not only with harmonious sales and marketing partnerships but with the increase in revenue that results. Fuel injection.

Sales Enablement 50

Sales Enablement InsideView Engineering How To 50

The ROI Guy

MARCH 6, 2017

A great group of product marketers, value consultants and ROI practitioners gathered in Santa Clara last week for the first ever Business Value Summit – West. The situation facing Microsoft was, that after a very successful Window 7, adoption and sales of Windows 8 and 8.1

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Chorus.ai

MARCH 5, 2021

There are two common types of sales strategies in SaaS. The old-fashioned model — outbound sales — is centered on the actions of a seller. It eschews automated data handling and keeps approaches to sales and marketing separate. Your personas, taken together, form your target market. Step 1: Find your data.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Chorus.ai

SEPTEMBER 12, 2019

There are two common types of sales strategies. The old-fashioned model: Outbound sales — is centered on the actions of a seller. It steers clear of automated data-handling and keeps approaches to sales and marketing separate. Step 2: Align your marketing team and sales team on performance targets.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Mindtickle

JUNE 21, 2023

Business Development Representative (BDR) A Business Development Representative (BDR) is a sales professional responsible for prospecting, qualifying, and generating new business opportunities for a company. It involves the sale of products, services, or information directly to end-users or customers for their personal use or consumption.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Crunchbase

JUNE 21, 2022

Inside sales strategies leverage technology to connect with leads and convert them into customers without the need for either party to travel or meet in person. Possible communication channels include: Email Phone calls Video calls CRM (Customer Relationship Management) tools Social media. Sales strategy.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Hubspot Sales

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Sales Key Performance Indicators (KPIs).

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

SBI

DECEMBER 27, 2018

2018 was the year where the SalesTech market forces created reactions of substantial impact. Top 5 Game-Changers sales tech interviews. In those industries where salespeople make a high volume of sales calls, time savings for meeting preparation has often amounted to 2.5-4 Maybe not intergalactic big, but big none-the-less.

SAP 94

SAP Trade Show ROI Margin 94

Close.io

FEBRUARY 24, 2020

This involves giving your sales team the processes, information, technology, and training they need to sell more effectively. Sales enablement also bridges the gap between sales and marketing to create a smoother experience for both the team and the customers. Sales enablement vs. sales operations: what’s the difference?

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

OnePageCRM

MARCH 8, 2017

A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Apptivo

OCTOBER 11, 2023

What is sales productivity? Why is sales productivity important? Key Considerations in Choosing the Ideal Sales Tools Software 4. Top 10 Tools to Boost Sales Productivity The Sales sector in businesses is ever-shifting with the newest trends and tactics that raise new challenges annually.

Tools 52

Tools Webinar Metrics Pivotal Software 52

Sales Hacker

MARCH 2, 2020

More Sales, Less Time. 80/20 Sales and Marketing. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). Money: Master the Game. Extreme Ownership.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Close.io

OCTOBER 28, 2019

Well Robert Frost would be deeply frustrated with my answer, because when these two marketing strategies diverge in the woods, I pick both. To see my take on this topic, including who should use each strategy, watch the short video below where I tackle the question, “Outbound vs. inbound sales: Which should you use?”.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

Vengreso

NOVEMBER 16, 2022

The number of sales emails sent. The number of sales tools utilized. Average sales cycle length. Gross margin. By tracking sales productivity metrics, you can identify areas where your sales teams may need more training or support to become more effective. The number of demos given. Cost per lead.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Mindtickle

OCTOBER 16, 2020

On the sales side, it’s becoming increasingly important for sales and marketing tools to be interconnected and automated. . Companies are pouring money into the inside sales channel. Sales motion is perpetual, not a one-time spike. Buyers are indifferent to how sales organizations are set up.

Networking 105

Networking Conversion Scale Face-to-face 105

Mindtickle

OCTOBER 16, 2020

On the sales side, it’s becoming increasingly important for sales and marketing tools to be interconnected and automated. . Companies are pouring money into the inside sales channel. Sales motion is perpetual, not a one-time spike. Buyers are indifferent to how sales organizations are set up.

Networking 52

Networking Conversion Scale Face-to-face 52