Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Maybe you are system administration firm but your prospect currently needs a new lawyer.

The ROI of ROI

No More Cold Calling

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps.

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Letting Your Prospects Train You

The Pipeline

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Train The Prospect.

The Customer Journey and the ROI of Marketing

Sales and Marketing Management

Barriers to measuring ROI. As consumer behavior and digital marketing technology evolve, it’s completely natural for B2B marketers to stumble over a few barriers when it comes to measuring ROI. These silos make it impossible to track ROI and ruin otherwise smooth customer experiences.

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Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

The average lifespan of a Revenue Leader is less than two-years. Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

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Why Sales Enablement ROI is Important


In this blog, we’ll discuss how to determine the ROI of your sales enablement strategy and what actions you can take to boost it. Calculating the ROI of Sales Enablement. The ROI of Ongoing Sales Enablement. The ROI of Sales Enablement During Onboarding.

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Death of a Sales Tool: The ROI Calculator

Sales Benchmark Index

One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. At the bottom, in a bordered box, it spits out an ROI figure. Anybody who has placed an ROI calculator in front of a customer knows differently.

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The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. For Sales >>> What's the ROI on your sales team?

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Improving the ROI of Your Next Technology Acquisition May Be Easier Than You Think

Sales Benchmark Index

Article Sales Strategy Talent Strategy b2b Ben Durst big data company growth M&A make your number methodology opportunities portfolio potential prospecting prospecting coaching guide reps sales sales cycle Sales Force sales force effectiveness sales managers sbi standardized technology

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Sales enablement ROI for the CSO


As highlighted in our new eBook, “No more half measures: How to identify and maximize sales enablement ROI,” the combination of sales enablement strategy and sales enablement technology can help CSOs drive millions of dollars in revenue. Quantifiable sales enablement ROI.

Improve the ROI of Your Next Acquisition of Sales Effectiveness Technology

Sales Benchmark Index

Article Sales Strategy Talent Strategy b2b Ben Durst big data company growth M&A make your number methodology opportunities portfolio potential prospecting prospecting coaching guide reps sales sales cycle Sales Force sales force effectiveness sales managers sbi standardized technology

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Industry news: @ZuantApp Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth

Smart Selling Tools

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant allows marketers to track their ROI from events in terms of sales revenue. Industry News Lead Follow-Up Tradeshow ROI Tradeshow tools Zuant

3 Reasons for Low ROI from a Trade Show (with ways to improve)

DiscoverOrg Sales

Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending.

How to Begin the ROI Conversation

No More Cold Calling

You have to prove it—not by talking about benefits or features, but by justifying ROI. They don’t wait for their customers to ask about ROI. They translate expected business results into ROI at the beginning of their sales cycles. . Ensure that you can justify your ROI.

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Sales Tools to Increase Tradeshow ROI

Smart Selling Tools

Sales Tools to Increase Tradeshow ROI. There’s been a lot of excitement around Sales Enablement solutions (for the purpose of this post, I’m referring to solutions that help sellers find and deliver the right content for each prospect). Sellers can’t easily deliver it to prospects. Lately, I’ve seen specific functionality come to the forefront—features that make it easier to deliver content to prospects at tradeshows and to follow-up afterward. Event ROI.

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Without ROI, Your Sale is DOA

No More Cold Calling

You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and exciting new features. How to Measure ROI. A Referral ROI Example. So what ROI can your clients expect?

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How To Maximize Your ROI At An Exhibition

MTD Sales Training

How To Maximize Your ROI At An Exhibition. Think about how you are going to measure success or ROI? Invite your customers and prospects before the show using social media, your web site and direct mail.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Get 3X B2B Marketing ROI by Nurturing Leads


What types of prospects need to be nurtured? There are three types of prospects to nurture: Pipeline. There’s value in continued contact with prospects in the marketing pipeline that do have a specific planned next step to be taken within a reasonable time frame, even if they’re not ready to buy now. You’ll get payback by continuing to engage with fully qualified prospects, even if they’re not immediately interested.

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Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers.

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Sales Tips: Tread Carefully with ROI Calculators

Customer Centric Selling

Sales Tips: Tread Carefully with ROI Calculators. I’m a big proponent of discovering the potential value to your prospect of acquiring and utilizing your products and services. Your prospect has probably equipped its sales team with a similar tool.

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3 Things That Kill Prospecting Calls

The Pipeline

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. These and other, day to day things lead salespeople to say the entirely wrong thing when the unwitting prospect answers. BTW, ROI, is not an impact, and impact is what leads to the ROI.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)


Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. is heavily weighted toward channels with more or less obvious ROI attached to them (email, search).

Sales enablement ROI for the product marketing director


As highlighted in our new eBook, “ No more half measures: How to identify and maximize sales enablement ROI ,” the combination of sales enablement strategy and technology can help product marketing directors drive hundreds of thousands of dollars in revenue.

How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

Reveals your prospects' interests. Enables you to develop the content they are searching for and title navigation to map to a prospects view. Marketing leaders who want a personalized executive briefing on transforming click metrics to ROI insights through web analytics.

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Maximizing Your Prospecting ROI

Sales Excellence

Therefore, we want the highest possible return rate for the time we invest in prospecting and business development. Here are a few suggestions that have helped me get the highest rate of return on my prospecting time: Use a short list. When I started out selling I had a naïve assumption that the bigger my prospecting list, the more success I would have. The post Maximizing Your Prospecting ROI appeared first on Sales Excellence.

Alinean launches free Mobile ROI Calculator

The ROI Guy

This Mobile ROI Calculator provides the research, benchmarks and calculations to help quantify the value of each Tablet program and helps drive better, faster decisions. Additional free ROI Calculators will be made available each month to registered users.

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Get a Positive ROI out of Trade Shows

Women Sales Pros

Learn about topics that are top-of-mind for your prospects. Build a compelling communication (e-mail) that can be used with prospects as a touch point and also to line up trade show meetings, referrals, and follow-up.

The Ultimate Guide to Sales Prospecting


While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. Every salesperson knows the importance of sales prospecting, but many lack some of the essential skills to succeed. What is sales prospecting?

Podcast 133: Barriers To Successful Prospecting With Matt Green

John Barrows

Matt shares his take on what they’re doing well and how he see’s the ways prospecting has changed recently…. In This Podcast You’ll Learn: Prospecting in Communities. Balancing Automation in Prospecting. Prospecting in Communities.

This Simple Strategy Will Sell Your ROI and Value Proposition Every Time


Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection. Sales Coaching

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Measuring ROI / TCO Sales Tool Success

The ROI Guy

You’ve launched your interactive ROI / TCO Tool to your sales team. Checkout Tool activity reports to see how many analyses are being created for prospects, and more importantly, the number of analysis reports being generated. Step #3 Measuring Business Outcomes Finally, as the Tool adoption accelerates, it’s time to validate the positive impact the ROI / TCO Tool is having on sales success, to prove and improve outcomes.

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Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

Value is a requirement, with 90% of purchase decisions requiring ROI justification, however, 93% of channel reps just “show up and throw up”, selling on features and price vs. value. Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive.

Why Trade Shows Are Worthy of Your Marketing Budget

Sales Benchmark Index

If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical.

To Harness Informal Learning and Drive ROI, Adopt Formal Processes to Capture It


They turned off all of the mobile functionality for their current customers, so this graphic will walk you through the situation and how to frame it in conversations with your prospects ….

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. Bad data is a slippery slope to multiple points of failure: ROI numbers become skewed.

28 Surprising Stats About Prospecting in 2018

Hubspot Sales

There are several facts I thought I knew about prospecting. The results are probably not what you’d expect -- but they do bode well for your prospecting strategy. Just 2% of prospects don’t want to engage with sellers at all during the buyer’s journey. Sales Prospecting

Direct Mail Prospecting: 10 Reasons to Get Physical in Sales

Sales Hacker

I hate to break it to you, but prospects in your target accounts have the same reaction to your sales messages. If the SDRs are killing the prospecting game and there’s no shortage of leads from the marketing department, your sales team isn’t the problem.

5 Ways to Get Greater ROI out of your Sales Kickoff

Women Sales Pros

If you want to get greater ROI out of your Sales Kickoff, you need to make sure your sales team receives, retains and applies more of these valuable selling tactics. The post 5 Ways to Get Greater ROI out of your Sales Kickoff appeared first on WOMEN Sales Pros.

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Alinean Launches Free ROI Calculators for Sales, Marketing & IT

The ROI Guy

We wanted you to know about the launch of free return on investment (ROI) calculators for our ValueStory™ App. These free ROI calculators help business executives benchmark their current spending and management practices, and understand how various initiatives might improve performance.

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