Gartner: Quantify carbon remediation / Green IT value or prepare to lose market share

The ROI Guy

Gartner just released their list of 2010 trends, and one of the top 9, the importance of providing carbon remediation / Green IT business case, has a significant impact on IT solution provider marketing / sales strategies for the coming year. Ref: [link] According to Gartner research, one of the most important trends is that by 2014, “most IT business cases will include carbon remediation costs.

The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from. Well, in the 31 years I've been in the sales consulting business, I have heard some very crazy sales selection criteria too.

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2016’s Top 5 Sales Focused Blogs

DiscoverOrg Sales

Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. High CIO and CISO Turnover: What it Means for IT Sales. New CIOs and CISOs initiate change in personnel and tools.

Alinean Powers Diagnostic Assessment Tool: the Sage Pacer Survey

The ROI Guy

Knowing where business processes rank can enable organizations to locate and leverage areas of strength and remediate weak processes. This tool is used in demand-generation campaigns to help engage executives, diagnose opportunities and drive further engagements by sales.

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What service level guarantees do I have with the Alinean sales / marketing tool SaaS service / delivery?

The ROI Guy

Alinean’s XcelLive platform is governed by a Service Level Agreement, outlining all key criteria for support, availability, reporting, and remediation.

Still Thinking B2B? It’s Time for H2H: Human-to-Human Selling

Smart Selling Tools

For some of you in B2B sales, this may come as a surprise. Fortunately, increasing live interactions – whether virtual or in-person – has an easy remedy, and for many, it starts with the scheduling of an appointment.

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Sales Tech Game Changers: @VanillaSoft – How to Dramatically Speed Up Sales Productivity

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

How to Grow Sales with No Selling!

Closer's Coffee

This tool will make it easy for customers to leave a review. Do what you can to remedy unhappy customers. All the more reason to get a software program to capture the customer experience in real time and remedy any mishaps for your customer immediately! A few tips to follow before you start a community-based program; be consistent, if you start a newsletter, giveaways, sales, etc. The post How to Grow Sales with No Selling! Insights creative selling sales tips

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is.

Provocation-Based Selling: Loosening the Status-Quo for Sales Success

The ROI Guy

As we saw in technology bubble-burst, even when the economy recovered, technology sales and marketing was never the same. However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach.

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Sales Enablement’s Dirty Big Secret

The ROI Guy

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. Sales value add is diminishing / changing as a result.

5 Modern Learning Principles To Drive Higher Sales Performance


This is the first of a two-part blog series recapping Allego’s recent webinar: 5 Modern Learning Principles To Drive Higher Sales Performance, featuring Mike Kunkle. Mike is Founder and Sales Transformation Architect of Transforming Sales Results, LLC.

Activity Data is Not Enough: Sales Behaviors Drive Performance


Evolve beyond activity management to improve the sales behaviors that drive performance. In today’s technology-driven sales environment, sales leaders rely on data-driven indicators to monitor and track the success of their team and attempt to forecast the end-of-quarter outcome.

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Are You Shoulding All Over The Place?

The Pipeline

I often have sellers tell me they should have… something, usually in a way that suggests that they can’t change or remedy things. A slightly more fatal version of this is when sales people tell me that they know they should do something but don’t do it.

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The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Tools. Sales velocity.

How to Make the Perfect Follow-Up Sales Call in 2018

Hubspot Sales

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” Follow-Up Sales Call. A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% Sales Emails

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

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. At SiriusDecisions , analyst Jim Ninnivagi indicates that it’s easier for B2B buyers to “do-nothing” than “challenge the status quo”, leading to hundreds of missed selling opportunities and stuck sales processes. Commodity sales professionals are being disinter-mediated.

12 Ways to Handle Sales Pressure


It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively.

2 Major Tips for how a Sales Enablement Manager can Influence Business Outcomes


How Sales Enablement Leaders can Impact Business Outcomes. If the results of sales enablement programs are sometimes difficult to detect in business outcomes, it’s not hard to see why. Sales enablement leaders struggle to push change forward and make it stick.

Bridging the Gap Between Sales and Finance


In the blue corner we have our CRO, or Sales Director, whose function invariably involves spending company money to attract new clients and customers to the business. Any CFO hoping to bridge the gap between Sales and Finance needs to invest their time in technology.

Dell ChangeBase Value Estimator (powered by Alinean)

The ROI Guy

Dell needed to prove to frugal IT executives that it’s ChangeBase solution, providing fast compatibility assessments, automated testing / remediation and seamless virtualization, could help reduce application and Windows 7/8 migration risks. Click here to see the tool in action!

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

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution.

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We Ko Pa - 4 Peaks of Sales Success

Anthony Cole Training


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Einstein Selling – The Most Popular Form Of B2B Selling Today

The Pipeline

Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective.

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The Pipeline ? Senior Personitis ? Sales eXchange ? 90

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Senior Personitis – Sales eXchange – 90. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales eXchange , execution. There is a remedy, the logical one is fire them, but I know that’s not fashionable these days.

8 Creative Sales Prospecting Ideas You've Never Tried Before

Hubspot Sales

Creative Sales Ideas. Sales success largely depends on routines. Bill Cates, a sales referral expert, suggests creating a simple website customers and contacts can use to forward you referrals. This technique is like co-marketing but for your sales department.

9 Sales Weaknesses That Cripple a Sales Rep's Ability to Qualify

Hubspot Sales

Strengths and Weaknesses of a Sales Executive. A few year ago, I published an article about GPCTBA/C&I, the sales qualification framework we use at HubSpot. In the time since, a number of other sales teams have adopted it as their exploratory conversation framework too.

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How to Benchmark the Effectiveness of your Marketing Organization

Sales Benchmark Index

In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. Does Sales ignore my leads? A Marketing Productivity Benchmark is a diagnostic tool that reveals the strengths and weakness of a marketing organization.

Why Are You Trying To Kill Me?

The Pipeline

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. I’ll be the first to admit that you can probably find stats to the contrary, which just goes to show that sales and sales people are just as susceptible to hype as the next group.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Tools. Sales velocity.

9 marketing trends that will dominate 2019


It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. Look for things like the ability to phone a sales rep right after receiving an email, or transition to in-person live chat while browsing a webpage. Sales tips

The Big O – Outcome Selling

The ROI Guy

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Commodity sales professionals are being disinter-mediated.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

5 Ways Modern Learning Platforms Boost Onboarding Effectiveness


It’s for these reasons (and more) that many sales enablement teams are now integrating modern sales learning platforms into their onboarding programs. Here’s five ways that modern learning tools make sales onboarding programs more consistent and more effective: “Pre-Boarding.”.

How to Up-Skill Medical Device Sales Reps: Carpets vs. Clinics (Part 2)

Corporate Visions

In the previous post , you learned about the hypothetical Sarah, an experienced medical device sales rep who has run into trouble closing deals. Video-based coaching with detailed feedback and remediation plans. Sales

The Sales Rep’s Guide to Prospect Research


To achieve success in the B2B sales world, this is a rule you must live by. Now, if you’re a sales rep, this statistic might leave you scratching your head. And, how can you remedy this issue? Prepare for your sales conversations with better prospect research.

Solving the SDR to AE Handoff: An Actionable Guide for Sales Development Leaders

Sales Hacker

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. However this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure. of Sales, Fortinet.

How Investing In CRM Data Quality Increases User Adoption and Trust Across The Business

Hubspot Sales

Data is one of the primary drivers of business strategy and projection, however, many decision makers don't fully understand how inaccurate data collection and poor data maintenance can negatively impact their marketing, sales and bottom line.

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170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

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. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps. Average Sale/Selling Price.

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PODCAST 38: Why Selling to Your Customers Stated Needs is Completely Wrong W/ Munya Hoto

Sales Hacker

This week on the Sales Hacker podcast , we talk to Munya Hoto , Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. . If you missed episode 37, check it out here: PODCAST 37: What Are the Key Foundational Elements of Challenger Sales W/ Brent Adamson.