The ROI Guy

OCTOBER 7, 2014

Consisting of how-to training videos and advancing to a one-day instructor led workshop and certification program, the Value Expert Sales Training is designed to help sales reps improve their customer conversations, evolving from a typical company / product-focused pitch to a more collaborative and effective challenge / value-focused approach. “A

Vendor 70

Vendor Training B2B Channels 70

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito shares what those conversations with prospects look like.

How To 84

How To Decision Maker Retention Referrals 84

SBI

SEPTEMBER 12, 2018

I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. Bigtincan @Bigtincan Bigtincan is one of the industry’s leading AI-Powered Sales Enablement Platform that helps organizations sell smarter, service better, and win more deals. Come by and say “hi.”

Vendor 106

Vendor InsideView Hotels Hiring 106

Partners in Excellence

NOVEMBER 27, 2018

At the same time, sales performance continues to stagnate or even decline. The gap between what customers consider helpful and sales people’s ability to be helpful is increasing. In that workshop, I was learning with them, understanding their perspective, how they thought about things.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

MEDDIC

JANUARY 16, 2021

This question has become even more present in our minds in the past few years, due to the rise of multiple communication channels and media which is becoming increasingly popular. The most sophisticated articles I have read on this subject are those that advise you to use each of these channels based on what you want to communicate.

Ideal Customer Profile 88

Ideal Customer Profile Face-to-face Channels Call-back 88

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. 4) Sales 3.0 Sales, sales operations, sales enablement, and marketing executives will learn to improve sales team results.

Conference 111

Conference Scale Inbound Hiring 111

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager.

Commission 112

Commission Referrals Hubspot Marketo 112

Sales Hacker

OCTOBER 30, 2018

Cindy Littlefield helps her clients create and evolve best practice Inside Sales teams. As a trusted adviser, she works with their Sales Development and Inside Sales reps to use the latest and most effective approaches for engaging prospects in sales conversations. Kharisma Moraski – VP of Sales at Hustle.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Vengreso

NOVEMBER 18, 2020

The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. How to Hire a Remote Sales Team. I’m glad you asked.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

PandaDoc

OCTOBER 3, 2023

Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

The ROI Guy

SEPTEMBER 15, 2011

Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey. The first challenge is awareness.

Tools 40

Tools Sales Tools Case Study Webinar Metrics 40

Pointclear

JULY 26, 2012

Click to start video at this point — In response to a question about how the demand waterfall addresses different target tiers like enterprise and named accounts, Tony comments, “What’s the role of marketing going to be vis-à-vis a global account vs. a territory account vs. an SMB account, and for your channel?

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

The ROI Guy

MARCH 23, 2011

The tool is available on-line, so customers can assess themselves directly, but is most often used in consultative sales-led workshops, promoted by marketing via direct e-mail campaigns, offering a free insightful IT, business or application development assessment.

Sage 67

Sage Lead Rank Remedy Microsoft 67

Insight Demand

MAY 12, 2014

. “Insight Selling provides immediately actionable content to sales people who want to sell “differently” and gain a competitive advantage. … Insight selling has become a must read to all our new sales people and we will be delivering the workshop to 300 people this year. Highly recommended.”

Epicor 30

Epicor SAP Discount Up-Sell 30

Chorus.ai

SEPTEMBER 12, 2019

Capture as much key customer information as you can during their interactions with your site; forms replete with information useful to a sales team is a good start (be careful not to overdo it — forms that ask for more than necessary can intimidate prospects). PPC campaigns: With PPC, you pay a fee each time one of your ads is clicked.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Mereo

APRIL 16, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Enablement Pitfalls. Sales enablement programs can be powerful.

Sales Enablement 81

Sales Enablement Revenue Face-to-face Ideal Customer Profile 81

The ROI Guy

DECEMBER 6, 2010

These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1.

ROI 40

ROI B2B Social Media Buying Cycle 40

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

LeadFuze

JANUARY 1, 2022

The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Need Help Automating Your Sales Prospecting Process? Building a repeatable sales model. In the past, most outsource sales team were done in-house.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Highspot

MARCH 31, 2020

This often leads to sellers being bombarded on email, Slack, and other channels. Alex Whisenhunt, Sales Enablement Manager at Dialpad , shared his approach to a solution: “My team is supporting leaders in our organization to share content in a structured way. In times of crisis and change, a little empathy goes a long way.

Hiring 98

Hiring Channels Lead Rank Lead Scoring 98

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Sales Differentiation. Sales Engagement. Sales Engagement.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Zoominfo

FEBRUARY 26, 2018

With inbound marketing, potential customers find you through channels like blogs, search engines, and social media. The Hubspot sales blog is one of the best in the business. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. The Sales Hunter.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Pipeliner

SEPTEMBER 29, 2020

The ongoing pandemic has significantly impacted how businesses operate before 2020, compelling employees to work from home by embracing virtual channels. A couple of sectors were all set to adopt the remote work culture, but then there are a few niches such as sales where remote work came with its own set of challenges! No, not at all!

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Zoominfo

FEBRUARY 26, 2018

With inbound marketing, potential customers find you through channels like blogs, search engines, and social media. The Hubspot sales blog is one of the best in the business. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. The Sales Hunter.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Highspot

AUGUST 13, 2019

Salespeople are hungry for an immersive, interactive learning experience — one that delivers the right content and guidance at the right time through the channels where they live. Technology has transformed the way we sell — so it’s time that technology changes the way we approach sales training, too.

Training 45

Training Retention Sales Methodology Channels 45

Showpad

JANUARY 5, 2021

Coaching is a follow-up to training and onboarding so it only makes sense that the latter two would be essential to any sales coaching platform. They also receive organization-specific instruction regarding proprietary and/or third-party applications the company uses for sales operations and related tasks.

Sales Coaching 52

Sales Coaching Coaching Scale Lead Rank 52

Sales Hacker

MARCH 5, 2019

She also mentors aspiring future sales leaders providing them with excellent advice and support.”. Misha’s sales enablement workshops are spectacular and one of their kind. She has also helped accelerate other people’s careers into Sales Enablement.”. This is Jen’s 2nd year on the Top 50 List!

Hiring 108

Hiring Ideal Customer Profile Scale Lead Rank 108

Sales Hacker

MARCH 5, 2019

She also mentors aspiring future sales leaders providing them with excellent advice and support.”. Misha’s sales enablement workshops are spectacular and one of their kind. She has also helped accelerate other people’s careers into Sales Enablement.”. This is Jen’s 2nd year on the Top 50 List!

Hiring 75

Hiring Ideal Customer Profile Scale Lead Rank 75

Mindtickle

JANUARY 25, 2024

We’ll also share some tips and best practices for creating more effective sales content that’ll help your reps close more deals. What is sales collateral and why is it important? First things first: what is sales collateral? Internal vs. external sales collateral Some sales collateral is used externally.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

The ROI Guy

AUGUST 16, 2016

From our extensive client experience, we have found that implementing best practices from the following Five Pillars can be the key to reaching new heights with your business value-selling program: 1) Deliver a superior user experience – Do your sales reps and channel partners love using your business value / ROI tools? They should.

ROI 58

ROI Channels Sales Tools Tools 58

Vengreso

DECEMBER 21, 2023

The Structure of Sales Training Programs A typical program might include topics such as understanding buyer behavior, mastering negotiation tactics, learning how to overcome objections efficiently and closing deals successfully. This program focuses on prospecting techniques that drive revenue growth and foster team unity.

Training 52

Training Revenue Lead Rank Retention 52

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. Ask the AEs to weed out poor prospects, and let them propose a few alternative names of their own.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237