The ROI Guy

APRIL 14, 2015

This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4% We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

SBI Growth

DECEMBER 20, 2013

Sales Leaders have experienced a lot change in the past 10 years. Download the tool to learn how to implement each and enable your sales team. Top 10 Sales Innovations. CRM: Did you spend a lot of money on what amounts to a forecasting tool? Social Selling: Is your profile top tier? This blog represents a test.

Hiring 314

Hiring Marketing Scale Buyer Persona 314

The ROI Guy

APRIL 8, 2014

uplift from the last forecast published in Q1). Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. For IT solution providers who may be using these forecasts and expecting a turnaround in 2014 revenues, we urge extreme caution.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI

NOVEMBER 2, 2017

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. Nancy: Why does the industry need your solution? It is the primary objective for CEO’s and for Sales and Marketing executives. Russ: Enterprises today are focused on profitable growth.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

SBI

MAY 7, 2013

In February, I posted the first of a 2-part Sales Leaders’ pledge. It’s not sales goals or quotas I’m referring to (although a CSO study revealed that 37% of reps did not hit their plan last year — so we are falling short on those as well.) I will be brave and take a stand on outdated forecast methodology.

Revenue 131

Revenue Forecasting Lead Generation CRM 131

Janek Performance Group

JULY 6, 2022

I had not noticed it in common sales vernacular. Then it dawned on me, with consultative selling, solution selling, and value selling, and a plethora of others, why hadn’t anyone developed “Perspicacious Selling?” Perspicacious Selling vs All Other. A perspicacious sales approach would be different.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

SBI

MARCH 19, 2013

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. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Adaptive Business Services

MARCH 23, 2022

But I have reviewed some very interesting online tools for sales pros. Operationally, it’s how my 90-day forecast looks (do I have enough clients, are they happy, am I bringing them new ideas?). I used to help teach Solution Selling at an ERP software company. Connecting on LinkedIn just to jump right into a sales pitch.

Social Selling 101

Social Selling Social Media Twitter Networking 101

InsightSquared

NOVEMBER 15, 2017

Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. Choosing the methodology that’s right for your organization is only one small step in the entire process, and the decision may not always be in the hands of the sales ops team.

Sales Methodology 88

Sales Methodology SalesForce CRM Pipeline 88

Partners in Excellence

MARCH 13, 2019

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals? Yet, why do so many organizations fail to do this?

Face-to-face 92

Face-to-face Territories Forecasting Conversion 92

SBI

JULY 16, 2013

We rely on quotas as a method for measuring sales rep performance. The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

FEBRUARY 5, 2013

You can network across a growing array of social and business platforms and talk to your fellow sales leaders. It is all too clear that there are specific, fundamental elements of sales leadership that seem forever unresolved, no matter which ‘linkage’ attracts the greatest number of ‘followers’. . Marketing is Selling.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

The ROI Guy

MARCH 30, 2011

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." And this is not just a temporary change.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Customer Centric Selling

APRIL 22, 2013

Sales Training Article: 5 Ways to Measure Your Sales Process By Patrick Seidell, Sales Benchmark Index (SBI) You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Rolling out a new sales process is tough work. A methodology does not.

Sales Process 45

Sales Process Training Forecasting Sales Methodology 45

The ROI Guy

JULY 15, 2015

Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals. YoY decline from 2014 levels.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. In this case, I’m referring to its use of Sales Energy. Each salesperson has a limited amount of sales energy (or sales capacity) to use throughout the year. Creating & updating forecasts. Scheduling sales calls.

Energy 138

Energy Revenue How To ROI 138

Sell Integrity

MAY 13, 2020

Are You Planning for Sales Success? Top Considerations for Sales Leaders Right Now. Communicate with your customers now and try to forecast if you are in an industry with a similar situation. Yet, as we continue to make sense of all that, one question looms large: When the day comes, what are we going back to? .

Customer 121

Customer How To Call-back Distribution 121

The ROI Guy

MARCH 1, 2016

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. YoY increase from 2015.

ROI 53

ROI Decision Maker Proposal Forecasting 53

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Esignatures can make it fast and easy for prospects to sign and for you to accelerate sales cycles as a result. much needed management insight.

Collateral 115

Collateral Revelation Trends CRM 115

SBI

DECEMBER 4, 2012

In the dynamic and high-demand world of selling, the evolution of tools has had a significant impact on our ability to perform our jobs, present our ever-expanding array of solutions, service our customers, and generate revenue—the life-blood of our companies. The biggest advancement in the development of sales tools was the telephone.

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. You can select and provision for sales tools that will make it possible for reps to sell more.

Revenue 127

Revenue Hiring Decision Maker CRM 127

The ROI Guy

OCTOBER 20, 2010

Gartner's forecasts, revealed at their annual IT symposium here in Orlando, are the most pessimistic, predicting that the next five years would "represent a period of timid and at times lackluster growth." Overall spending is forecast to rise for IT hardware, software and services to $2.5 trillion in 2011 and climb to $2.8

ROI 40

ROI Forecasting Vendor Comparison 40

SBI

APRIL 2, 2013

Creating & updating forecasts. Preparing post sales-call follow-up. Scheduling sales calls. You can increase your sales by 28.5% The tasks outlined above, are essential to selling. The first step is to understand how time is used across the various sales tasks. Minutes/week. Responding to internal email.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

JANUARY 29, 2013

Although the company will not reveal its sales figures or its total customer tally, industry estimates have put the number of clients in the neighborhood of 132,000 organizations and over 4.5M What should I say based on prospect type or sales stage so I can get the prospect to engage? subscribers. How much is in the pipeline?

CRM 120

CRM Scale SalesForce Maximizer 120

The Pipeline

MAY 13, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Also, train the sales team on the buyer funnel, not just the sales funnel.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Vengreso

JULY 10, 2023

Unlocking the power of sales might seem like a Herculean task, but with the right approach, it can become an achievable goal. Sales goes beyond merely selling products or services; it involves comprehending the desires of your customers and providing tailored solutions that meet their individual needs. What is Sales?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. The good news is that you can be the hero that drives sales through the roof.

CRM 133

CRM Wireless SalesForce Commission 133

The ROI Guy

JULY 8, 2014

Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. According to Gartner, worldwide IT spending was expected to reach $3.8

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

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

MEDDIC

OCTOBER 11, 2023

Are you a Sales leader, Sales enablement manager, Sales ops guru, or HR honcho wondering how to deploy MEDDPICC at your Sales Kick-Off? Get ready for the ultimate sales training extravaganza: your annual Sales Kick Off (SKO). Each zeroes in on a specific aspect of your sales strategy.

How To 52

How To Commence Course Motivation 52

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. To which type of sales does MEDDPICC® apply best? How to forecast deals with MEDDPICC® First line managers role with MEDDPICC®. Steve : This is Outside Sales Talk, the best podcast for Outside Salespeople.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Anthony Iannarino

DECEMBER 8, 2019

About this time every year, people who publish sales-related content ask me for my thoughts on what the significant trends in sales are going to be in the coming year. At one point, the CRM promised improved sales results. Once the sales force was organized, and transparency achieved, sales results would improve.

How To 73

How To Trends Forecasting Call-back 73

Mindtickle

MARCH 1, 2024

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios.

Enterprise 52

Enterprise Enterprise Software Software 52

SalesLatitude

JULY 26, 2018

I have met many a sales person who has tried to figure out all kinds of ways to bring a deal forward in a timeline that is not conducive to the customer or prospect. Similarly, I know many a sales person who could not walk away from a deal. . You may not have enough in your pipeline to make quota.

Quota 70

Quota Pipeline Maximizer Closing 70

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. Want accurate forecasting? Here are the 8 things I recommend you manage in a CRM for complex B2B solution selling because there is an ‘activity lever’ you can pull.

CRM 87

CRM Revenue Margin Forecasting 87