The Importance of Price Governance in Capturing Enterprise Value

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy administration board ceo committees corporate decision making diffuse directors ethics executives fiscal duress governance mission policy pricing responsibility rules staff

Your Data and Governance Processes Are Slow and Inefficient, What Now?

Sales Benchmark Index

As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.

WITCE Wednesdays – Government Mandates

A Sales Guy

Knowing the mandates that govern your customers can make you a fantastic partner and trusted advisor. The EEOC and OSHA are two government agencies which regulate every business in the U.S. Dodd Frank was the government’s response to the 2007 financial crisis. Are you familiar with the government regulations and mandates affecting your clients? I’ve missed a couple of WITCE Wednesdays, my bad — sorry!

I’m Ashamed Of Our Government

Partners in Excellence

I’m ashamed of our government. It’s a horrible thing for anyone to express about their government–particularly when they are elected officials. But I’m sick and tired of the pettiness, bullying, taunting, selfish, and childish behaviors we see in our government. It’s not just the Executive Office, but also, of our senators, congress people, and many of the bureaucrats in all parts of the government.

In the Race to Win More Customers, Sales Needs Digital Transformation

Contracts govern most business relationships, and must be. 1 Online: | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

Small Business Gets a Tax Boost from the U.S. Government

No More Cold Calling

On the one hand, the government in the United States supports small business, and on the other they wanted us to comply with ridiculous reporting to bog us down. I’m not a political person—sometimes that’s to my advantage and sometimes not.

How Can the Discipline of Pricing Drive Improvement for Business Services Firms?

Sales Benchmark Index

Article Pricing Strategy bad sales habits business firms CLB cs customer talk customers CX discounts growth lower profits price governance price wars pricing pricing discipline profits sales behaviors service firms short term gains the norm

All Companies Who Interact With European Citizens Must Check Architecture For Compliance With New Data Rules

Hubspot Sales

Big Data CTO Cyber Security Government NewsThe European Union's (EU) General Data Protection Regulation (GDPR) is the most important change in data privacy regulation in 20 years. This is not just important for firms that operate in Europe, but any firm that interacts with European citizens. Any company that holds data on EU citizens must comply. The new rules were approved […].

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Account Planning isn’t Enough — You Need an Account Cadence

A Sales Guy

An account cadence or account governance plan is a series of ongoing prescheduled meetings with all of the stakeholder groups across all of the affected functional groups of BOTH companies. You have an important account you’ve been managing for years.

Case Study: The New UK CIO Interactive White Paper (by IDG & sponsored by Dell | Intel)

The ROI Guy

interactive white paper IT Economics IDG Dell Pisello IT Governance AlineanIn a study of UK CIOs, IDG Research Services determined that CIOs desired to spend more time leading change efforts, over the next 3-5 years, driving business innovation and developing new go-to-market strategies.

What Do They Need YOU For?

The Sales Heretic

And not just consumers, but business, government, and educational buyers as well. Sales has changed. These days, buyers can get virtually anything they want online. Which brings up an important question: What do buyers need you for?

The Spotlight of Enterprise App Stores Can Help Fight Growing Shadow IT ( feature)

The ROI Guy

Fueling the rogue spending are the ease with which SaaS applications can be procured and delivered, and the proliferation of mobile devices, which have proven more difficult to govern. Shadow IT IT Economics IT Budgets Pisello IT Governance AlineanIf centralized IT departments think they are losing control, they are. Central IT budgets have been constrained for the past four years, resulting in a backlog of business projects.

IT Sales & Marketing Grows More Complex: Only 5% of CIOs Can Authorize IT Investments Alone

The ROI Guy

Gartner Value Marketing IT Economics IT Budgets Pisello IT Governance Alinean Value SellingCFOs and other executives are in more control of IT purchases than ever, this according to recent research by Gartner, Inc., Financial Executives Research Foundation (FERF) and the Committee of Finance & IT (CFIT) of Financial Executives International (FEI). The study reveals that CFOs have more influence than many would expect - authorizing 26% of all IT investments.

Gartner CIO Study Highlights Need for Outcome-Based Technology Sales & Marketing Strategies

The ROI Guy

Gartner Value Marketing IT Economics IT Budgets Pisello IT Governance Alinean Value Selling IT Spending

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Kelly Aizicowitz at Figure 1 on Her Experience in Politics and How it Shaped Her for Sales

Kelly held adviser roles between 2004-2010 with the Government of Ontario, before moving on to various roles in her career which included being at a government relations consultancy in Toronto for four years.

To Discount Or Not?

Sales and Marketing Management

There are simple (but frequently forgotten) rules that govern discount decisions. There are simple (but frequently forgotten) rules that govern discount decisions. Issue Date: 2013-02-25. Author: Ramez Naguib. Teaser: Salespeople constantly push for discounting to reel in business. Salespeople constantly push for discounting to reel in business. read more

Market Research: How to Understand Your Playing Field

Sales Benchmark Index

It should influence your overall sales strategy, and govern how you allocate your resources. Market research is mission critical to winning in the market place, and against your competition. Watch as we discuss the steps to take to understand your market, industry, Sales Strategy Video

Where have all my customers gone?

The ROI Guy

ROI Gartner IT Economics IT Budgets TCO IT Governance Alinean IT SpendingAre you ready to market and sell to the CFO? Evidence continues to mount that the balance of power is shifting fast in IT decision making, and with cloud computing in the mix, more and more decisions on IT will be made not by the CIO or IT manager, but by CFO and business units. As an IT marketer, sales professional, or sales enablement driver, are you and your team prepared for this shift of power?

CFO is Now Top IT Decision Maker, making Value Sales / Marketing More Important Than Ever

The ROI Guy

IT Budgets Alinean IT Governance Frugalnomics IT Spending Assessment tools TCO Calculator Gartner ROI IT Economics TCO Pisello ROI CalculatorAccording to a new Gartner and Financial Executives Research Foundation research survey, the CFO is becoming the top IT decision maker in many organizations, with: over 75 percent indicating significant decision making involvement, and 41 percent indicate being the main decision maker for IT investments.

Negotiating Value in a Price-Only World Part 2

Nyden on Negotiation

Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. It was established in 2007, and is managed by the U.S. Fish and Wildlife Service. The 5,237-acre refuge was once a nuclear weapon depot, a legacy of the cold war.

Wanted: Innovation Gridlock Buster

The ROI Guy

ROI IT Economics IT Budgets TCO HP Pisello IT Governance Alinean InnovationIT "Keeping the Lights on" Spending creates Innovation Gridlock Each year Alinean examines the delicate balance in IT budgets between on-going operations, migrations and upgrades, and innovative investments.

SiriusDecisions Summit 2014


While the US Government experimented with this concept as early as the 1910s, it was not until 1955. Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all.

You Do It Now – They Can Talk Later – Sales eXchange 201

The Pipeline

By Tibor Shanto – Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show.

Words of Thanksgiving From the Past To Be Remembered

Increase Sales

In observance of Thanksgiving here in the United States, here is the speech delivered by President George Washington on October 3, 1789 in New York City.

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)


Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]


Number of State and Local Government Community Hospitals. Number of Federal Government Hospitals. A few years ago the Federal Government count of 213 would have been a non-starter for ABM.

What is Money Worth to You, Your Customer and Congress?

The Sales Hunter

government, along with most other governments, has been struggling with the issue of not enough revenue to cover the expenses. To Congress and their perspective of looking at the big picture, that amount is enough to keep the government going for only about 2 hours.

Press Release: Alinean Completes SSAE 16 SOC 1 Audit

The ROI Guy

Security, governance and compliance tested and audited by independent accounting firm [link]. SSAE-16 security policies Security Assessment Pisello Alinean

Happy July 4th!

Selling Fearlessly

In 1776 when the United States of America was born, someone asked Benjamin Franklin, “What sort of government have you given us, Dr. Franklin?” I want to wish my fellow Americans a happy July 4th. For the rest of you around the world, I hope you’ll raise a glass to us, wish us well.

The Collision of Workplace Culture and Business Ethics

Increase Sales

A culture is the collective behaviors of all individuals be it a small business (workplace) to a local community government. Unfortunately, government cannot legislate morality as evidenced by prohibition. Small business owners work very hard to maximize their profit dollars.

From 50 Employees to an $11 Billion Valuation, This Lyft Exec Has Seen It All

Hubspot Sales

In 2013, Veronica Juarez left a longtime career in state government to take a chance with a one-year-old ride sharing company called Lyft. Juarez was tasked with helping local governments understand the unique benefits Lyft could bring to their constituents and hometowns. “I

How Your Sales Leads May Be Starving Your SMB

Increase Sales

Without sales leads, sales revenue is not generated to pay the vendors, the employees, the overhead, the government and most importantly you, the SMB owner. Sales leads happen in all seasons.

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Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

Federal Government. As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Thank You For #CASL Mr. Harper

The Pipeline

And despite the bravado from the Canadian Government that they will pursue these spammers to the four corners of the world (I thought earth was round), I doubt they will be able to stop or even slow the usual abusers. By Tibor Shanto - .

How Market Research Can Improve Sales


Any company that wants to remain competitive in today´s market, which is characterized by a globalized economic world should be governed by customer demand, the market itself, and and organizations own capacity to respond and adapt to these requireme

Consensus Style Leadership Is Leading from Behind

Increase Sales

Sometimes business leaders or those in government and even in families must lead first, must make those tough choices, those hard decisions even though they know their actions will upset someone if not many. Margaret Thatcher is quoted as saying “Consensus is the absence of leadership.”

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Imprisoned by PowerPoint: A Foolproof Escape Plan in Five Steps

Sales and Marketing Management

He had prepared an epic slide deck for government regulators, yet only two minutes into the presentation, they were already peppering him with questions. government regulators, and he would answer their questions as they arose, period.

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Why Go Along to Get Along Isn't Effective Leadership

Increase Sales

Lately I have witnessed a lot of “go along to get along” behaviors by local government leaders especially. Regardless of organization, many in leadership roles embrace the “go along to get along” philosophy. The problem with this belief is it demonstrates a lack of effective leadership. Effective is doing the right thing. In doing the right thing, leaders must first know what the right thing is.

Top Technology Companies to Sell for in 2015

HeavyHitter Sales

  OpenGov   – OpenGov cloud technology enables governments to share financial data with elected officials and the public to improve communication and build trust.   I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations.

Stories matter more than ever

Sales and Marketing Management

What you learn when you hold down a police beat, cover a major research university or monitor local government is that everyone has a story. Author: Paul Nolan I knew in my early teens that I wanted to write for newspapers. Initially, I thought I wanted to be a sportswriter. In college, my interests shifted to general features and becoming a columnist.

Independence Is Not Easy

Increase Sales

Those men and women who fought to free us from excessive taxation and other unacceptable government behaviors indeed had quite a struggle. Today here in the USA, we are celebrating our independence from England now the UK.

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Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Legal and Government: 44%. What is the average email open rate for legal and government companies?

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

A little bit about Serena: Serena has been a business and information technology leader for more than 25 years across corporate, non-profit, and government sectors. Creating an IT Governance strategy.