The ROI Guy

MARCH 6, 2017

A great group of product marketers, value consultants and ROI practitioners gathered in Santa Clara last week for the first ever Business Value Summit – West. Recently I had the chance to work with Microsoft on a business value campaign and ROI tool for Window 10 Software Assurance and Enterprise.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Highspot

DECEMBER 21, 2021

As the General Manager at Weibo, Zhang led a team of more than 300 software engineers, data scientists, product managers, operations managers and UX designers, where he was responsible for a technology portfolio that contributed 90 percent of Weibo’s total revenue, equaling $1.5 billion annual revenue.

Hiring 52

Hiring Microsoft Oracle Engineering 52

Gong.io

JUNE 25, 2021

Here are the 30 most eye-popping, jaw-dropping, mind-melting sales stats we’ve ever uncovered. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails. Sharing ROI stats in cold emails is often shared as a “best practice.” Then back those claims with strong ROI.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Hubspot Sales

JULY 31, 2018

What is the ROI of a CRM? CRM, or customer relationship management, is a strategy companies use to track customer relationships from pre- to post-sale. A CRM system is software that stores information on client and prospect interactions with employees. What is the ROI of a CRM? What is CRM? How much budget do I have?

CRM 98

CRM System Hubspot Lead Rank 98

Highspot

JANUARY 19, 2022

(And notably, when the median salesperson fails to reach the goal, at least 50% of the sales team doesn’t either.). or a 353% ROI. B2C or business-to-consumer sales : Built for B2C-style businesses that market their products directly to consumers. The 15 Best Sales Training Programs. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Allego

JANUARY 24, 2019

The event should produce a handsome ROI and help you forge great business relationships. . Speakers Include : Rakhi Voria (Chief of Staff, Inside Sales, Microsoft), Keith Hartley (SVP Sales, Americas, ServiceMax), Cynthia Barnes (Founder, National Association of Women Sales Professionals), Shari Levitin (Owner and CEO, Shari Levitin Group).

Account Based Marketing 54

Account Based Marketing Face-to-face Conference Microsoft 54

Sales Hacker

JUNE 16, 2022

What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. In order to do this you would look at a lot of different metrics — cost per lead (CPL), cost per SAL (CPSAL), ROI by each source — channel and partner. We asked the experts. Here’s what they said. Ralph Barsi.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

SBI Growth

AUGUST 15, 2012

We have a lot of opportunities at software companies right now. Joe continues to look for data points and develops his recommendation for the VP of Sales. Build Bold Sales Strategy Recommendations: In the case of Brutus he made two bold recommendations. Next Joe looks at the pipeline and says, “Ah Ha! Must be a hot bed!

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Hubspot Sales

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Image Source.

Hiring 107

Hiring Salary Top of Funnel Commission 107

SBI

MAY 6, 2014

Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing. Territory & Account Planning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing. Territory & Account Planning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Pipeline Management & Deal Flow. Power Prospecting.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

ExecVision

MAY 16, 2018

The concept of the sales gong is an integral part of building an inside sales culture. Here’s why: Sales Gongs Benefit Your Organization. In sales, we get beat up a lot and hear a lot of NOs and ‘no response’ answers. Break up the routine of inside sales and have some fun. Big ass gongs are fun.

Hiring 40

Hiring Energy Inside Sales Face-to-face 40

SalesLoft

DECEMBER 28, 2016

Get a head start by checking out these 11 tips to get the best ROI on your event sponsorships. SaaStr is the largest community of people who like enterprise software on the planet. “The best forum to learn from other high growth sales leaders.”. – Lars Nilsson, VP Global Inside Sales at Cloudera.

Conference 52

Conference Scale Hotels Demand Generation 52

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Segmenting Your B2B Sales Team. The best place to start looking for new hires?

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Jonathan Farrington

AUGUST 12, 2013

There is no way my questions during discovery would be the same if I sold healthcare software versus selling financial services software. Next, you need to utilize different tools for each stage of your sales process. He is available for keynote addresses, webcasts or seminars for your sales team.

Sales Tools 47

Sales Tools Tools Analysis ROI 47

Cience

NOVEMBER 6, 2019

A meaningful sales approach in any one of these industry sectors has much less meaning in the others. . Sales tasks also differ within the same category. Companies that sell software-as-a-service (SaaS) are a good example. Consider a SaaS service like collaboration software or file sharing.

Channels 42

Channels Marketing Retail How To 42

Velocify

SEPTEMBER 10, 2017

Optimize Contact Strategy & Maximize ROI. The ROI benefits speak for themselves. Using Velocify LeadManager Mike can test different contact strategies and leverage the system’s advanced reporting capabilities to analyze the data and optimize accordingly. Impressive!

Scale 56

Scale Hiring ROI Case Study 56

Velocify

MARCH 5, 2013

We need to improve visibility into the ROI on leads generated – Small businesses often lack visibility to measure and improve ROI on leads generated, they need to grow their businesses but aren’t sure how to do it.

Small Business 73

Small Business Small Business Leads360 CRM 73

PandaDoc

APRIL 3, 2023

What is inside sales? Let’s kick things off with a definition of inside sales. The inside sales model is built around the idea of sales reps working from their desks, without leaving the office. This means the inside sales process relies on digital communication, as well as phone calls.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Green Lead's B2B

JULY 24, 2019

Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. As David Greenberg, Sr.

Leads 22

Leads Marketing Qualified Lead Cancellation Lead Gen 22

Green Lead's B2B

JULY 24, 2019

Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. Executive Summary : Lead gen programs that manage to Quality metrics provide sales qualified leads (SQLs) that result in an overall higher ROI.

Sales Qualified Lead 20

Sales Qualified Lead Leads Marketing Qualified Lead Cancellation 20

Vengreso

JUNE 27, 2022

Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Velocify

NOVEMBER 12, 2012

New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance. Many inside sales reps make too few calls and send too few emails.

Inside Sales 66

Inside Sales Leads360 Webinar Metrics Strategy 66

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Inside Sales.

Top of Funnel 108

Top of Funnel Examples Lead Rank ActiveConversion 108

OnePageCRM

JUNE 20, 2017

An enterprise buyer probably won’t even look at software with a ticket price less than their $5k-a-month coffee budget because they just don’t see the value. It pays to get your sales reps up to speed quickly. A CRM can deliver a ROI of $8.71 Use a CRM. for every dollar spent , a 56% increase from $5.60 in the previous year.

Top of Funnel 41

Top of Funnel Inbound Sales Qualified Lead Cold Calling 41

Tony Hughes

FEBRUARY 22, 2018

You look more offensive in 'all caps' with your 3,000 percent benchmark report featuring empty promises of inflated ROI. Translation: massively lower your cost of sale. Soften up, leverage a bit of polish, panache and finesse - this is a human-to-human game. Digital didn't change that. We see right through you and hit delete.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Vengreso

JULY 10, 2023

I’ve spent 25 years in the industry, starting at the age of 19 years old when I got my first big break as a telemarketer (now called SDR) at a software organization. In that year, I learned from some of the greatest sales managers that I’m friends with today. .” That sums up the profession in six words!

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Cience

JULY 9, 2020

Both techniques apply the same channel of communication (the telephone), but telemarketing typically encompasses a broader, B2C-form, whereas cold calling is the province of a more targeted, B2B, inside sales attack. ROI The best ROI is achieved by maintaining the highest possible lead quality to get higher conversion rates.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

OnePageCRM

JUNE 20, 2017

An enterprise buyer probably won’t even look at software with a ticket price less than their $5k-a-month coffee budget because they just don’t see the value. It pays to get your sales reps up to speed quickly. A CRM can deliver a ROI of $8.71 Use a CRM. for every dollar spent , a 56% increase from $5.60 in the previous year.

Top of Funnel 25

Top of Funnel Inbound Sales Qualified Lead Cold Calling 25

Hubspot Sales

AUGUST 8, 2019

Rather than solely focusing on acquiring the customer (the "first sale"), Skok explains you must also focus on keeping them (the "second sale"). Check out the sales KPIs you should track at each stage of your startup's growth. You can also look at sales KPIs by the type of team you have — here are some examples: 1.

Cost per Acquisition 134

Cost per Acquisition Lead Rank Churn Webinar Metrics 134

Cience

FEBRUARY 5, 2019

A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. Ray Smith – CEO of Datahug.

Webinar Metrics 11

Webinar Metrics Cold Calling Marketo Hiring 11

Markempa - Inside Sales

OCTOBER 31, 2016

Those sales development teams might follow up on inbound marketing leads or use outbound prospecting to set appointments or develop opportunities. After reading her outstanding new book, The Sales Development Playbook , I asked Trish Bertuzzi her thoughts on creating the model right. What are those key factors? Guess what?

Revenue 45

Revenue B2B Lead Rank Buyer Persona 45

Close.io

OCTOBER 28, 2019

Would they search, “best invoicing software for freelancers,” read the first article on Google, and buy the software recommended in the post? That’s one example of a path created by an inbound sales strategy. When we released our CRM, we knew that we couldn’t just be doing outbound sales to sell CRM software.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

Sales Hacker

OCTOBER 7, 2021

I would encourage women starting in sales roles to “buddy up” with the customer success teams to really understand some great use cases from front-to-back (not just the headliner ROI numbers, but really understanding HOW the customer is using the product and what problems the product is solving). Christin Myers.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Salesmate

OCTOBER 22, 2020

ROI: Sales reps need to know the ROI a product can bring for the customer. For example, in a sales pitch, sales reps can use statistics like, “ Our enterprise customers see an 80% increase in customer engagement within the first three months of using our software. Does it work?

Follow-up 59

Follow-up Top of Funnel Inbound Up-Sell 59