The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness? So why are the sales enablement investments not paying off?

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations.

Marketing 247

Marketing Outbound Inbound Vendor 247

Sales and Marketing Management

MAY 6, 2019

Customer references shorten sales cycles, increase deal sizes, build trust and value with prospective customers and lead to higher revenue margins. and ultimately closed sales?—?why Until now, the priority of sales enablement has been creating and communicating the brand instead of letting customers do the talking.

Referrals 120

Referrals Customer Margin Social Media 120

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. He had a mandate to decrease costs to improve profitability by increasing margins. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Miller Heiman Group

SEPTEMBER 12, 2019

To avoid becoming even more marginalized, sellers must take proactive steps to break the apathy loop. In this, the second blog in a series exploring market trends that are disrupting sales, we take a closer look at how perspective helps sellers capture buyers’ interest and build stronger customer relationships. How to Get Perspective.

Webinar Metrics 57

Webinar Metrics Decision Maker B2C Case Study 57

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. says Mr.

Sales Enablement 40

Sales Enablement Lead Rank Face-to-face Vendor 40

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Janek Performance Group

SEPTEMBER 14, 2021

Alabama went 13-0, won the SEC and the National Championship with an average margin of victory of 30 points. The one question Saban asks every player, which sales leaders would be wise to ask their team is, “How good do you want to be?” The post Sales Lessons From Nick Saban first appeared on Janek Performance Group.

Lead Rank 118

Lead Rank Lead Scoring Cold Calling Coaching 118

Janek Performance Group

JANUARY 17, 2023

Their top sales rep outperformed the next best representative by double digits based on monthly gross margin. When I asked the VP of Sales what made this rep, his name was Rick, a high-performing sales rep, the VP of Sales replied, “He’s been with the company since the beginning.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Sales Hacker

APRIL 24, 2018

2) Streamline Your Sales Process. Your initiative will likely not improve sales success overnight, but there will be marginal gains day-after-day once you incorporate prioritization. These marginal gains will eventually add up and show substantial improvements. You’ll also find opportunities to help your sales team.

Data 53

Data Hiring Margin Demand Generation Targets 53

Zoominfo

DECEMBER 13, 2018

Dave Kurlan is a renowned expert in sales force assessments, training and strategic growth strategies. For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Richardson Group. Influence at Work.

Channels 187

Channels Face-to-face Video Hubspot 187

Janek Performance Group

MARCH 27, 2023

In this article, we will provide insights and directions to help you decide where to focus your resource for the most significant sales improvement. Sales Process Definition: Gartner defines the sales process as a systematic, multistep approach that enables a sales force to close more deals and increase margins.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Today, we’ll see: ?

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Lessonly

JUNE 2, 2020

These modern technologies, along with effective sales strategies and sales training, are the recipe for boosting sales and, subsequently, your company’s profit margin. Sales-Force Automation. CRM’s and other sales enablement software empowers teams to sell at a higher and more efficient level.

Prospecting 26

Prospecting Demographics Ideal Customer Profile How To 26

Zoominfo

DECEMBER 13, 2018

Dave Kurlan Dave Kurlan is a renowned expert in sales force assessments, training and strategic growth strategies. For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Go take a look!

Channels 100

Channels Video Hubspot Face-to-face 100

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

Chorus.ai

MARCH 5, 2021

If you’re looking to shop a new product around with your new sales strategy, hold focus groups and put beta versions in front of your participants. Balance your focus groupings with contributions from non-customers, including third parties (e.g., This means there’s a margin for error.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Showpad

JUNE 22, 2020

It might come across as a bold statement — sales enablement is your engine to drive digital transformation. . In this blog post, I will show you why sales enablement should be set up in a way that it becomes the engine and the driving force for your digital transformation efforts in sales. .

Engineering 96

Engineering Sales Enablement Top of Funnel Coaching 96

Corporate Visions

MAY 31, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Weak pipeline or stalled deals – What if a large group of salespeople are struggling to create enough pipeline or get enough deals across the line?

Territories 40

Territories Margin Training Pipeline 40

Sales Hacker

SEPTEMBER 16, 2019

Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Armed with today’s sales enablement tools, Skype, and Zoom, a large portion of the job can be done from the office. The focus is on volume. Close Rate.

Outside Sales 81

Outside Sales Inside Sales Hiring Top of Funnel 81

The ROI Guy

JUNE 20, 2016

However, digital transformation is also seen as an enabler, with 84% saying they expect digital change to bring higher profit margins. Competitive fears are certainly a motivator, as companies realize entire industries can be disrupted. Think Uber or AirBnB.

Lead Rank 45

Lead Rank Government Margin Survey 45

The ROI Guy

MARCH 15, 2011

Frugal Buyers: With two economic downturns over the past decade, buyers have been forced to do-more-with-less, and CFOs have gained more formal control over business groups and key purchase decisions, leading to an unprecedented level of financial due diligence on proposed spending. Fight Frugalnomics with Outcome Selling?

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

The Brooks Group

SEPTEMBER 12, 2019

Sales Rep: What impact does that have on your efficiencies and bottom line? It’s cutting into our profit margin substantially, not to mention it creates a ripple that ultimately affects patients. Sales Rep: What would it mean to you to have guaranteed quality products delivered on time? Request your free consultation today. .

Strategy 40

Strategy Consultative Selling Ideal Customer Profile Face-to-face 40

The ROI Guy

FEBRUARY 15, 2013

According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. Why has Financial Justification / ROI now become the most valued content? And, h ere's the best.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

Sales Hacker

JUNE 11, 2019

The Challenger Sale methodology originated in 2011, when a book authored by CEB’s Matthew Dixon categorized sales professionals into five classes: Relationship builders. The book claimed that challenger-type sellers are the most successful group, especially in the B2B enterprise market. Command of the Sale. Hard workers.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Chorus.ai

SEPTEMBER 12, 2019

Balance your focus grouping with contributions from non-customers, including third parties (e.g. This means there’s margin for error. Adapt them to the customer data you pull during the sales cycle. Sales Never Sleeps. Only a restless sales strategy can push your product to the very top.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

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." What does the customer need to be successful?

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Nutshell

JANUARY 14, 2020

A “1-to-many” demo is a semi-personalized webinar hosted by a SaaS sales rep in which a small group of interested prospects can attend a live overview of your product, then have an opportunity to ask the host individual questions. You need a method of qualifying leads so sales reps can follow-up with the best prospects.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Mindtickle

JUNE 21, 2023

Respondents are categorized into three groups: Promoters (score 9-10), Passives (score 7-8), and Detractors (score 0-6). It represents the desired level of sales performance that the individual or team is expected to achieve. It involves the alignment of marketing, training, and sales efforts to enhance the overall sales process.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

DiscoverOrg Sales

JANUARY 6, 2017

Our Sales Ops group also accelerated the team’s performance by implementing new sales productivity technology to setup campaigns and track performance. While we supported many groups each year, last year DiscoverOrg raised the bar to an entirely new level. So…How Did 2016 Turn Out?

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

Gong.io

APRIL 9, 2018

Using call coaching to increase the quota attainment of your B-Players , even marginally, can have a substantial effect on your team’s overall performance and the company’s bottom line. Like I said at the beginning, we have two levers to pull here: Improving the quota attainment of your A-Player group. Step 4: Pull ROI Lever #1.

ROI 91

ROI Coaching Hiring Quota 91

Gong.io

APRIL 9, 2018

Using call coaching to increase the quota attainment of your B-Players , even marginally, can have a substantial effect on your team’s overall performance and the company’s bottom line. Like I said at the beginning, we have two levers to pull here: Improving the quota attainment of your A-Player group. Step 4: Pull ROI Lever #1.

ROI 48

ROI Coaching Hiring Quota 48

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Enablement. Elay Cohen.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Janek Performance Group

APRIL 11, 2023

Defining the problem to be solved is the first step in a scientific sales training method. ” There will be obvious evidence of low margins, unprofitable deals, and long sales cycles. The post The Essence of Sales Training first appeared on Janek Performance Group.

Training 62

Training Intent Sales Qualified Lead Margin 62

The ROI Guy

OCTOBER 22, 2013

They have big budgets they can spend on marketing and demand gen, and sales enablement. How do you see these organizations solving the sales and marketing alignment challenge? That’s a great way to repurpose existing case study assets – by grouping them by reported results. You work with a lot of world-class companies.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40