The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. Each has a unique point of value, what matters most to them and what drives value.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

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? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

SBI

MAY 26, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Now the buying experience trend has come to B2B. Sergey : What customers are buying is changing. Biggest impact metrics?

Scale 140

Scale Hotels Analytics Buyer 140

Emissary

FEBRUARY 16, 2022

Traditionally, B2B tech sales teams have relied on solution selling, the process of helping a company analyze its problem and then selling a “solution” made up of tech products and services. Yet, as far back as 2012, Harvard Business Review declared “The End of Solution Sales.” Monitor the competition.

B2B 52

B2B Account Hiring Analysis 52

Vengreso

JULY 10, 2023

It displays each stage from lead prospecting to the final sale and is a useful tool for converting leads into sales. Overall, a sales plan is a crucial tool for any small business or large enterprise looking to effectively manage and improve their sales performance. There are several methods used in sales forecasting.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Channel Partner. Channel Sales. Base Salary. BASHO Email. Business Development Representative. Challenger Sales Model.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before. Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. Agile Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Gong.io

SEPTEMBER 19, 2018

This is another one that isn’t directly a sales book (are you seeing a trend here? In The Fearless Mind , Craig Manning’s astonishing look at the ways you can train your mind to overcome insecurity and anxiety, unlock confidence, and channel your inner greatness. Scared selling is ineffective selling. Solution Selling.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Highspot

SEPTEMBER 30, 2020

Solution Selling. Solution selling seeks to help customers understand why your product can solve a problem that the buyer has already identified. Key to ensuring your sales methodology is adopted is its availability within the tools your sellers use every day — from your CRM to your sales enablement platform.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Tony Hughes

MARCH 13, 2018

If you're a sales person, sales manager or CEO that aspires to greatness this year and leveraging the new channels to book major revenue, remember that it's not just about social selling – it's about advanced strategic social selling ! Build out a YouTube channel of customer testimonials.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63