Sales and Marketing Management

JULY 11, 2022

ROI from an investment in new technology is a pipedream without adoption from the frontline. The best way to improve the probability of sales tech adoption is at the concept phase, before deciding which vendors to speak with.

ROI 194

ROI Vendor Marketing Sales 194

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

SBI

AUGUST 10, 2021

4 Powerful Ways to Prove Sales Enablement ROI. The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. Sales technologies supporting virtual selling and the shift to hybrid work offer new capabilities for sales teams to engage today’s digital-first buyers.

ROI 85

ROI Sales Enablement Hiring Maximizer 85

Pointclear

NOVEMBER 8, 2017

At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

SalesFuel

APRIL 8, 2024

They have access to information and do their own research on vendors before even reaching out. SalesFuel’s Voice of the B2B Buyer found that nearly 40% of buyers conducted online research on a B2B vendor/supplier. Listening to their testimonials can give you even more context into the ROI your clients experience.

Negotiation 115

Negotiation Buyer B2B Hiring 115

The Pipeline

JUNE 22, 2021

Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. We have data and metrics for almost every element of a purchase or sale. You can move away from ROI , to demonstrating how you can bring permanent change to work-flows to reach those outcomes. By Tibor Shanto.

ROI 272

ROI Objections Vendor Quota 272

Allego

AUGUST 18, 2022

Ask people what they think sales enablement is, and you will get multiple, varying answers. They might say it’s anything your company does to help your sales team be effective. And others say it’s the process of helping sales teams. Sales enablement is an all-encompassing term that involves many components.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Steven Rosen

MAY 4, 2017

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently deliver outstanding results.

Sales Management 276

Sales Management Hiring ROI Coaching 276

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. 2 Types of Objectors Who Can Sabotage Your Sale One of the decision-makers that Frost highlights is the cost-conscious objector. SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

No More Cold Calling

MAY 25, 2023

One marketing platform or sales enablement app? Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. But that’s not happening in most sales organizations.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Emissary

MAY 28, 2020

If you were to ask a VP of IT what his biggest pet peeve is when it comes to suppliers’ sales outreach , what would you guess he would say? I was recently surprised when I hopped on a call with Kroger’s former VP of IT and he shared that the sales jargon he hates the most is the misuse of the term “partner.”.

Vendor 52

Vendor Buyer Enterprise Enterprise 52

The ROI Guy

MAY 29, 2018

Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams. He indicates that a quick search of online ROI / TCO calculators reveals that most are “fake”.

ROI 45

ROI Comparison Vendor Licensing 45

Sales and Marketing Management

JANUARY 9, 2020

Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. Participants held VP or higher titles in companies larger than $50 million in annual sales across multiple industries, and had authority over budget and purchasing decisions.

ROI 156

ROI Study Vendor Promotion 156

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. Studies have shown the vendor that responds to a lead first has the best shot of winning the deal.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

The ROI Guy

OCTOBER 1, 2013

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.

ROI 81

ROI Marketing B2B Lead Rank 81

SugarCRM

DECEMBER 12, 2023

Welcome to the third part of our four-part series, Mastering Sales ROI in Manufacturing: A SugarCRM Guide. In this third part, we dive into how to master automating sales processes for maximum efficiency. And as a result, your sales reps might find it difficult to adequately quote those. Enter sales automation.

ROI 26

ROI Sales Process Sales Automation SugarCRM 26

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. And you improve your ROI. Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

SEPTEMBER 25, 2017

In most instances or conversation this misuse (or abuse) of the two may not matter or have tangible consequences, but in sales, well, they do. An example would be ROI calculators or marketing contrived scenarios. These are not bad, but are usually product or vendor centric. Some believe they do this but they do not.

Vendor 272

Vendor Buyer Travel Objections 272

Partners in Excellence

JUNE 1, 2014

My friend, Gary Hart , stirred the pot a little by posing the question, “Is there an ROI in developing critical thinking skills?” In fact we see billions of dollars a year done though ecommerce, shopping cart sales, electronic trading networks. Buying has changed, and buyers look for vendors to engage them very differently.

ROI 96

ROI Lead Rank Segment Analysis 96

The ROI Guy

FEBRUARY 8, 2017

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. If you want to advance partner sales and marketing capabilities, you have to fight it out with your competitors just to get a little mindshare or engage in costly deal specific discounts just to win more business.

Channels 53

Channels ROI Sales Goal Microsoft 53

Julie Hanson

OCTOBER 18, 2017

What does your team remember from last year’s Sales Kickoff? What about all those great new selling tactics your sales team was introduced to? 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.

ROI 61

ROI Webinar Metrics Hiring Energy 61

Zoominfo

JULY 2, 2020

Closing more sales. Slow time to action: Sales teams spend a lot of time looking for contact information, which cuts into the time they have to actually make a touchpoint with a potential customer. Automation works, but only as fast the sales rep can identify the correct person to reach out to, and how to contact them.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

The ROI Guy

AUGUST 24, 2016

In an increasingly crowded B2B marketplace, B2B buyers are discerning, wanting to work with vendors that don’t just blindly pitch products and talk up features, but who deeply understand their business and how the solution can help solve real challenges. Overall, it was the second most influential reason why buyers chose the winning vendor.

ROI 40

ROI Buyer Vendor Report 40

DiscoverOrg Sales

MARCH 8, 2017

Vendors vow you’ll have direct access to hundreds of buyers (if not thousands) for cheap. The low-cost initial investment will help deliver an astronomical ROI. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

Alice Heiman

OCTOBER 19, 2022

So many founders make it their goal to get out of the sales role as they scale. “I I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do. It all starts with redefining the sales mindset.

SAP 125

SAP Hiring Scale Account Based Marketing 125

Increase Sales

AUGUST 27, 2014

Doing the math is essential in sales. Actually the right math involves these 3 factors and 3 separate computations: Return on investment (ROI) for the customer or client (financial impact of the solution compared to the dollars invested). Impact on customer’s and vendor’s short term profitability. Share on Facebook.

Discount 145

Discount ROI Vendor Loyalty 145

Highspot

NOVEMBER 7, 2022

Received the highest score in the Current Offering category and cited as a “vendor that puts customers at the center of its decisions” SEATTLE, Nov. ” Forrester evaluated the 11 most significant sales content solutions providers, scoring them based on the strength of their Strategy, Current Offering and Market Presence.

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Talk to any software vendor, and they can’t wait to show you their cool software. How do you ensure that your sales team gets in the door before your competitors? Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

The ROI Guy

MARCH 20, 2013

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval.

ROI 80

ROI Sales Process Analysis Comparison 80

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. CMOs, event marketers and sales reps are spending considerable time and budget exhibiting at shows. Zuant allows marketers to track their ROI from events in terms of sales revenue. It has become table stakes for job security.

ROI 68

ROI Industry Chemicals SAP 68

Cincom Smart Selling

FEBRUARY 6, 2017

Last week we took a look at specific things that could be measured to establish data points for an ROI analysis of CPQ software. Big-ticket-item sales can make or break a career. Sales reps use many approaches to help build the customer’s confidence in them as a resource for knowledge and solutions. Consider demeanor.

ROI 54

ROI Proposal Software Software 54

SugarCRM

DECEMBER 17, 2020

CRM Return On Investment (ROI) is a complex topic. Many organizations are simply using ROI calculations to spice up presentations and aren’t using ROI metrics as a proven, valuable and trackable metric. the ROI of on-premise CRM (this number continues to go up). Indirect benefits might include: Shorter sales cycle.

ROI 29

ROI CRM Case Study SugarCRM 29

Hubspot Sales

APRIL 26, 2023

Sales requires some detective skills. According to Colleen Francis, author of “ Nonstop Sales Boom ,” sales reps should walk away from prospects who can’t answer these three questions: What does success look like with this project? Sales reps are used to hearing “We don’t have the budget,” and “I can’t afford that price.”

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Chorus.ai

SEPTEMBER 22, 2020

All focus was on maximizing growth, and frontline sales managers were most worried about what to do if their reps were regularly exceeding quota. It’s altered so much of the context surrounding sales, from the kinds of companies able to buy to the language that wins deals. The recent pandemic has changed sales best practices, too.

ROI 118

ROI Buyer Persona Churn Follow-up 118

Vendor Neutral

JULY 16, 2021

Why A Sales Technology Ecosystem Is Essential. To Growing Your Sales Org. Why A Sales Technology Ecosystem is Essential. Over the past year, many clients’ wants, needs, and challenges have changed, and there’s never been a greater need to dramatically transform your sales systems and processes to address that.

Sales Technology 52

Sales Technology Vendor Webinar Metrics Travel 52