Great Leadership Is Positive ROI – Part 2

Increase Sales

For years, the positive ROI (results) generated from business professionals from front line to the C-Suite who had been coached were the selling points for expanding this combined talent management and organizational development solution.

What’s The ROI Of Stupidity?

Partners in Excellence

My friend, Gary Hart , stirred the pot a little by posing the question, “Is there an ROI in developing critical thinking skills?” It’s through thoughtful conversations that we have with customers that help them do this–constructing great value in the process. So Gary raises as very provocative and thoughtful question, “Is there an ROI on critical thinking?” I wrote, How Can We Deliver Insights Without Critical Thinking Skills?

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Tom Pisello: The ROI Guy: The Business Value of Server Virtualization

The ROI Guy

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.

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A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

The also-rans, spend time and energy building up calluses to protect their egos from constructive input, and change. The ones who were likely succeeding before I came, and get the most out of what they are taught, the ones who will drive the ROI on their company’s investment.

Coaching Culture: Why You Need One & How to Build It (Part 1)


This series will help you identify what coaching culture looks like and how to start, build, and maintain one that drives ROI for your organization. Building a coaching culture has its challenges, but the ROI makes it a worthy investment. You can implement coaching at your organization and expect good results, but the greatest ROI comes from making coaching a pillar of culture. Are you looking to tie coaching to ROI and revenue?

Selling Off-Plan Properties… Your Ticket to Riches? 

Closer's Coffee

In the ever-changing universe of sales, a debate among sales scholars has been raging since the constructions of Uruk. The following is what I believe to be some of the significant fundamental differences and variations between selling an Off-Plan or under-construction or pre-sales as it called in my adoptive country, the Philippines. Sales scholars and academics debated the fundamental differences between selling a ready property to an off-plan.

How to develop a winning sales mindset: Critical self talk vs pep talk

Want some of my most actionable, highest ROI advice for sales people? Focus on constructive self-criticism. Instead, focus on what questions that have constructive potential. We’ve all been there: you’re in the middle of a sales call, and you start rambling.

7 Steps to a Creative Sales Contest Even Your Prospects Will Love

Sales Hacker

Because of constructive learning, people are more likely to buy when a product or service becomes personally meaningful. Don’t just run through a list of random list of ROI stats from other customers. Warning: This is not your average sales contest.

Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing Management

According to Forbes: 80% of marketers measuring ROI say that ABM outperforms other marketing investments. But, why is it that the old methodology is all of sudden is achieving these high ROIs? With an ABM methodology, personnel in marketing work in tandem with those in sales to identify key prospects, and then together construct personalized programs and messages targeted to specific accounts.

Storytelling with Data: 3 Steps Every Rep Can Benefit from Immediately

Hubspot Sales

It’s not news to you, but before you construct your story, you must have a clear understanding of your customer’s challenges. If you’ve run a slide full of ROI data by them, consider tackling a topic that’s easier to understand next. Or, tell a story with those ROI numbers.

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The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. Here’s what two industry leaders who excel at their craft have to say on the forces of data, parlaying their experience to expand on what has proven constructive and valuable for sales and marketing. Author: Anna Fisher There’s no going around it.

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The Rise of One-Man Online Businesses: 6 Steps to Building a Successful E-Commerce Site & Increasing Sales


There’s a growing trend of the $1 million dollar business in construction, healthcare, leasing, real estate rental, retail, social services. Find Winning Ads With ROI & Scalability. A million dollar, one-person business is otherwise known as a micro-business that has one to nine employees. The number of these businesses has grown by 50%. They’re up from 3.5 million in 2000 to 5 million.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

Foster this rule in your sales organization to create a team that embraces constructive criticism instead of being afraid or resentful of it. But if you do it right, you’ll see huge ROI on the time and efforts you invest in new hires early on.

Selling IS A Service

Partners in Excellence

Too often, too many organizations and sales people construct their value propositions in terms of the value realized from the implementation of a certain solution. It seems the world is migrating to an “As A Service” model.

Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. Higher ROI on Sales Training.

14 Sales Presentation Techniques That Will Help You Close More Deals Today

Hubspot Sales

Here are two presentations for constructing a new city. Ditch ROI calculators. ROI has a deep psychological hold on plenty of salespeople. But they missed the memo that says using ROI during the sales process leads to a 27% drop in won deals.

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Instead, they conduct construct validity studies, which only show to what extent an assessment measures a specific trait and not necessarily the traits which you want to know about, but the traits which they can actually measure. What would be the ROI on development?

Your Competitor May Be An App!

Partners in Excellence

Through this whole process, they construct value, driving profound improvements for the customers. As sales professionals, our differentiation, the reason customers want us–need us, is the value we create and construct with them.

7 Characteristics of a Good Sales Trainer

The Brooks Group

They will orchestrate constructive conversations, and reel in off-topic chatter. Sales trainers for The Brooks Group review survey and ROI data after a program is delivered and are always looking for opportunities to improve their impact.

A Review of Inbound/Outbound Sales Acceleration

Adaptive Business Services

This is not related to the activity itself or to the app that performs it (I’m all about maximizing time and ROI) but, to the way that it seems to be frequently misused and mismanaged. . are constructed, all is not lost.

22 Responses to the Sales Objection "It's Not a Good Time to Buy"

Hubspot Sales

Here's the timeline for ROI if we start in X months. Here’s the timeline for ROI if we start in X months. They ultimately decided to purchase [product] because of [trigger event, challenge, opportunity] and [product’s ROI]. Sales Objection Responses. “If

Why Successful Marketing is Equal Parts Art and Science


Instead, they analyze customer data and construct comprehensive buyer personas made up of key traits and characteristics shared by their best customers. Science-minded marketers prefer hard metrics because they’re indisputable numbers directly linked to revenue and ROI.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

In many cases the participants need development and do not repetitive training that is usually poorly constructed and poorly delivered from the onset. Assess for talents, learning styles and knowledge base to build What’s In It For Me (WIIFM) and deliver positive ROI.

Drive CRM User Adoption by Creating Paybacks


You can’t increase transparency, effectively drive sales, hone campaigns, improve processes or do anything else to improve ROI if people won’t use the platform. The Agfa result: high user adoption, a $1M annual benefit and a 139 percent ROI. Take it from Tom Han at Red Glaze , a construction and engineering company.

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Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. How much time do salespeople spend trying to quantify the ROI and value their solutions will bring to prospects? Most organizations live and die by quota.

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Sales Tech Game Changers: How to Drive Effective Relationship Management

Smart Selling Tools

Nancy: How have companies determined the ROI of your solution? Lyamen: We price and deliver PipelineDeals so that our customers can realize a return on their investment (ROI) quickly.

Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences

Artesian Solutions

That they can deliver an ROI in terms of financials and service. Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences.

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Gartner Sales & Marketing Conference Recap


In order to construct a Buyer Enablement ecosystem, we have to use tools that address the various aspects of supplier intent, and streamline them between marketing and sales. 28.81% answered “difficulty showing ROI.” (Showpad Study).

The Ultimate Guide to Real Estate

Hubspot Sales

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. Secondly, traditional marketing methods can be more cost-effective and produce a greater ROI, especially when marketing locally.

Principles Of Sales, Part 2 — Value Is Exchanged

Partners in Excellence

In constructing our value proposition, we have to first determine what the customer values, then present what we can do in the context of that value. Value isn’t only measured in a business case, ROI, or the money they pay us. I wrote the Not So New Principles of Sales , where I identified the second not so new principle as: “Selling is about exchanges in value between people. Each must have something the other wants, otherwise there’s no need for an exchange.

An Open Letter to Social Sellers Everywhere

Tony Hughes

You look more offensive in 'all caps' with your 3,000 percent benchmark report featuring empty promises of inflated ROI. To use these constructs powerfully requires responsibility. Dear Social Seller of 2015, Now that I've got your attention I must warn you.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


Often enough, Value Propositions are not constructed with enough flexibility for how your sales teams have conversations. What is the ROI of making a change? Would an ROI of 130% meet your finance team’s hurdle rates?”.

3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads

B2B Lead Blog - Inside Sales

In teleprospecting, you must always be open to constructive criticism. When I first started making test calls with MECLABS, I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! Since I was unsuccessful, I lacked confidence in my ability, and that feeling came through on each call.

The insider’s guide to choosing the best CRM for your sales organization


Your CRM will deliver a ROI of $8.71 As you may know, email marketing is one of the most high-ROI activities you can do). At the time, it looked kind of funny, my dad sitting at the table, playing with what looked like construction paper. Estimated reading time: 25 minutes. “I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz.

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How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

Tangible property” simply means physical items, like clothing, vehicles, toys, construction materials, and so on. Don’t get intimidated by sales lingo such as KPIs and ROI. Everyone wants more visitors, more qualified leads, and more revenue.

Choosing the best CRM for sales [Insider’s guide]


Your CRM will deliver a ROI of $8.71 As you may know, email marketing is one of the most high-ROI activities you can do). At the time, it looked kind of funny, my dad sitting at the table, playing with what looked like construction paper. Estimated reading time: 25 minutes. “I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz.

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Is there real business value behind the hype of SOA?

The ROI Guy

But, is SOA just another vendor initiative to sell more hardware, software and services, or truly an industry changing construct? SOA: Moving Beyond the Hype to Real ROI With all of the coverage on SOA recently it may be easy to categorize the initiative as pure hype. Each year Gartner surveys CIOs on their top priorities and invariably for the past 5 years Business / IT alignment has been in the top 5.