What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer.

Are you Targeting the Right IT Decision Makers?

The ROI Guy

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO. ROI IT ROI ROI tools IT business case Pisello CIO Alinean SearchCIO CFO

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

Why Sales Is Like a Taco

DiscoverOrg Sales

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this.

How to Shorten Your Sales Cycle with Social Media

Zoominfo

The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

Your prospect seems really excited, but you didn’t get them to verbalize what they really liked, what concerns may prevent them from moving forward, or how they are going to arrive at a decision. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Shorten your Sales Cycle with Sales Triggers

Lead411

In today’s sales world, we are surrounded by time savers. One aspect of sales that has been traditionally slow, however, is the sales cycle. Companies battle internally with deciding on the right decision to make.

Your Sales Cycle Dilemma in 2013

The ROI Guy

With more financial constraints, more stakeholders, and more scrutiny on each purchase, buying cycles have been extended by almost 10% over the past three years. In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles.

The Complete Guide to Sales Contracts: 6 Templates to Shorten Your Sales Cycle

Hubspot Sales

Many business owners, managers, and sales reps think contract management is just a matter of getting a signature and storing the contract away in a CRM. Lost leads, sales, and revenue. The reality is that contract management is a fundamental part of the sales cycle.

It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. So with a more empowered buyer and simpler solutions, why are your sales cycles still lengthening?

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

It takes a lot to succeed in sales. And then, there are sales tools…. The human element of sales will never go away – that’s a fact. But here’s another fact: sales is HARD! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. Sales Engagement.

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[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

This seemingly simple chart is one of the most effective tools your sales team has. Include decision-makers in email for better response rates. The sales team might have a name to reach out to … but that person might not end up signing off the deal.

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

The Sales Signals We’re Ignoring Could Be Worth Millions. Now, let’s apply it to sales. “If Getting More Out of Your Tools and Processes. If you’re like most enterprise sales organizations you’ve invested in processes, tools, personnel, market research….and

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[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts.

Guide to outbound sales: Best strategies, tools, and tips

Close.io

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time. Outbound sales is a staple tactic of successful businesses, and has been for a long time. Common outbound sales techniques.

6 Sales Tools Your Team Should Be Using

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. Of course, tools encompass a lot of different things. 3) Presentation tools.

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Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Sales Issues.

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The Complexities of Selling Technology to Business

The Pipeline

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

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

LeveragePoint

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. This is a lonely time for a sales rep.

Getting Buy-In Before Going Over Price

Mr. Inside Sales

Want to instantly make asking for the sale easier? There is simple to fix—but like many simple solutions , it can be overlooked in your rush to ask for the sale. Begin incorporating this at the end of your presentations and what as your control of the sale—and your results—improve.

6 Tools that Entry Level Sales Reps Need

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. Introduce them to the right tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. Of course, tools encompass a lot of different things. 3) Presentation tools.

6 Tech Tools that Entry Level Sales Reps Need

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. Introduce them to the right tools. One LinkedIn study suggests that top sales representatives are more likely to use tools as part of their process. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals, as opposed to 66% of all sales representatives. 3) Presentation tools. 5) Prospecting tools.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. Decision-maker: The person in charge of making a final decision on the sale.

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Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you achieve sales tool adoption in 2013?

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. You’ve been in sales and marketing long enough to know it’s never quite that easy.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle. One of you.

Is there a Way to Improve Sales Tool Adoption?

The ROI Guy

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. So how do you get the much needed sales tool adoption to occur in 20012.

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How to Leverage Competitive Intelligence to Win Deals

DiscoverOrg Sales

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. This is part of a larger examination of 7 specific ways sales intelligence impacts marketing and sales processes : In Part 1, we tackled data quality and management.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. One of the most interesting parts of the sales process,” says noted sales linguist Steve W. We surveyed them to get their candid thoughts about how they made buying decisions, and why they select the vendors they do.

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Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Research has shown the average sales rep actually only spends 35% of their day actively selling to prospects.

Top 10 Ways Salespeople are Selling in the Dark

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. Want an example of sales management being in the dark?

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

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Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

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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How to Guard Your Sales Prospecting Against 'Fake News'

Sales and Marketing Management

But when you’re in sales, learning the truth about a prospect’s needs is critical. Nowhere else in the sales cycle is independently verified information from trusted sources more important. One benefit of the current era of “fake news” is that several organizations have created lists of advice on how to spot fake news, and several of these suggestions are perfectly applicable to determining truth as part of the sales process. Explore Existing Tools.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession. So, what is a lead in a sales context? This is where sales intelligence can play a very important role.

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xiQ Is A Results Multiplier For Sales

Fill the Funnel

We are all looking for a results multiplier for sales. Selecting the right tools, with the right information, at the right time has gotten harder. He has experienced firsthand the pain that B2B sales reps face every day. The quest to find the decision makers and influencers.

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Smart Selling Visions: Up-Close with Top Revenue Leader Umberto Milletti, CEO of @InsideView

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? To learn more about how InsideView empowers Sales, click here.

Everything Has Changed In Buying/Selling, Except Us!

Partners in Excellence

Reflect back on your career in sales. In complex B2B buying, it has become a consensus decision, instead of a decision maker, there are 6.8. The majority of buying decisions end in no decision made, primarily because buyers struggle with their own internal processes.