Babette Ten Haken

SEPTEMBER 16, 2019

That salesperson avoids story context details because they avoid working with pre- and post-engineers or software technicians. The type of ROI which retains clients. Engage me to present one of my Storytelling for STEM Professionals and Left Brain Thinkers speaking programs, workshops or moderated facilitation services.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. For example, if the budget is a concern, the sales rep will highlight the long-term value and ROI of the solution. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Good argument that B2B marketing needs ROI.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI B2B Social Media Buying Cycle 40

Babette Ten Haken

OCTOBER 25, 2018

Depending on our job functions, performance is measured on the ROI of our output. I will be honored to customize my keynotes and workshops to your next event theme. Take the next steps here: Hire me to speak or conduct a workshop at your next corporate or association event. Ours isn’t. Contact me. Subscribe to my blog.

Quota 56

Quota Ideal Customer Profile SME Hiring 56

SocialSellinator

AUGUST 10, 2023

Personalized marketing, AI-driven insights, and automation tools started shaping campaigns, ensuring better ROI and audience engagement. Managed wisely, these campaigns can offer a substantial ROI, even on a limited marketing budget. Encourage team members to attend workshops, webinars, and conferences.

Paid Content 74

Paid Content Webinar Metrics Strategy Marketing 74

Babette Ten Haken

JULY 29, 2019

In addition, technical experts brought in to validate the technical ROI of the sale, rely on data to “speak for itself.” As a result, the story-based connection between software, processes, equipment and people does not fully engage decision makers.

Decision Maker 69

Decision Maker Data Ideal Customer Profile SME 69

Sales Hacker

JUNE 16, 2022

Bonus: Check out Richard’s upcoming free job skills workshop ! 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. Similarly, most demand gen teams set aside budgets for new program pilots, A/B testing, software, agencies, etc.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

Customer Centric Selling

AUGUST 3, 2016

I’m consulting with a client and recently was discussing a $500,000 software opportunity in a seller’s pipeline that he hopes to close by year-end. He has talked about having his staff design and build a platform from the ground up to integrate their existing software. The CIO is a potential adversary. Need some help to increase sales?

Buyer 40

Buyer Vendor Software Software 40

Chorus.ai

JULY 28, 2020

How do you then sell them SaaS software? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Your concern is that your prior experience with automation solutions did not yield the ROI you were expecting, is that right?"

Objections 104

Objections Case Study ROI Lead Rank 104

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. Visit the event site here. It’s a great community of people trying to build companies and learn from one another.”

Conference 52

Conference Scale Hotels Demand Generation 52

Increase Sales

JULY 5, 2013

A one or two day workshop even if it is in half days is full fledged insanity. For example, how many times is a new software rolled out to a sales team only to learn it will be three to four months before it goes live on their computers? Next is cognitive retention through the establishment of the learning schedule.

Banking 136

Banking Training Infusion Retention 136

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Every software company is different, and likewise, every partner program is different. 3 Types of SaaS Partner Programs.

Commission 112

Commission Referrals Hubspot Marketo 112

Chorus.ai

DECEMBER 1, 2020

How do you then sell them SaaS software? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Your concern is that your prior experience with automation solutions did not yield the ROI you were expecting, is that right?"

Objections 73

Objections Case Study ROI Lead Rank 73

OpenSymmetry

DECEMBER 4, 2015

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we define it, how we identify the business benefits and how to chose the right software. What is SPM?

Compensation 40

Compensation Incentives Incentive Vendor 40

Customer Centric Selling

MARCH 15, 2013

At the same time, what companies actually DO with these cheap and easily-purchased computers has become far more complicated, demand greater levels of expertise from the sellers of software and services. Selling often requires the ability to build an ironclad case for ROI. Need some help with your sales performance?

Airlines 68

Airlines Training Travel Vendor 68

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc. now finds herself at marketing meetings.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Jonathan Farrington

AUGUST 28, 2013

Michael is also the CEO and Founder of ROI4Sales, a company that specializes in the design, development and deployment of custom software sales tools, like ROI, TCO and custom Business Case tools. Michael is available for keynote addresses, workshops and seminars. Check out his website at www.roi4sales.com.

Sales Process 38

Sales Process Decision Maker Face-to-face ROI 38

LeadFuze

JUNE 7, 2021

But how are you measuring your ROI? Online self-paced training programs are going to overtake the traditional workshops that have been offered to people in the past. Our software provides a complete view of all leads in one place so you can easily track their progress from start to finish. Statistics of Sales Training Programs.

Training 52

Training Hiring Trends Retention 52

SugarCRM

MAY 2, 2019

We’re living in a golden age of online classes, workshops, and webinars, and your organization has every reason to take advantage of it. For example, a small annual investment in streamlining the user experience can result in serious ROI improvements, and it steadily decreases the costs for training new hires on an easier-to-master CRM.

Resources 24

Resources Top of Funnel Face-to-face Hiring 24

Pipeliner

MAY 28, 2021

Many customers now sign up for software subscriptions instead of installing solutions on-premises, and it’s easier than ever for them to switch to new vendors who offer better features or more competitive pricing. As tech companies grow and expand their business, customers start expecting more. Organize a webinar.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

The ROI Guy

MARCH 23, 2011

The tool is available on-line, so customers can assess themselves directly, but is most often used in consultative sales-led workshops, promoted by marketing via direct e-mail campaigns, offering a free insightful IT, business or application development assessment. https://roianalyst.alinean.com/ent_03/AutoLogin.do?

Sage 67

Sage Lead Rank Remedy Microsoft 67

SBI

OCTOBER 25, 2018

Jake: Highspot is modern SaaS software with a single URL for all users including sellers, content publishers, and system administrators. A typical rollout starts with a Content Mapping workshop that brings together key stakeholders to determine how content will be organized in Highspot.

Buyer 123

Buyer Conversion Twitter ROI 123

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Calculate the ROI for a freemium option. Without the anchor, $50k might seem high.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

MEDDIC

OCTOBER 19, 2021

Our chat gave me the opportunity to share publicly, for the first time, some of the nuggets I usually only share in my private workshops. Some of the things were just checking things that I had to do, like translate this, translate the deal into ROI for them and what it’s going to be worth for them in terms of real dollars.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Calculate the ROI for a freemium option. Without the anchor, $50k might seem high.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Sales Hacker

NOVEMBER 7, 2017

I run a European based sales agency for software and technology companies. A painkiller can be explained with an ROI, there’s a trigger and an immediate relief. Even if you can come up with an ROI there’s no trigger why to buy NOW. Sounds basic and redundant, I know. Not true for vitamins.

Ideal Customer Profile 105

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 105

Sales Hacker

FEBRUARY 3, 2020

You learn from the brightest in the industry and meet some incredible business-to-business software-as-a-service founders who share insights on how to scale your business faster. You’ll get workshops, in-depth product sessions, and case studies from dozens of leading companies like IBM, HPE, and Rackspace. RevGen Insight Summit.

Conference 90

Conference Scale Networking Industry 90

Close.io

JUNE 24, 2019

Other great tools and software to use. The conversion rate average for lead generation in the software industry is just 5-10%. Want more advice on selling software? Grab a free copy of our book on customer acquisition for B2B software companies! CRM software can help, but strong time management skills are a must.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

Hubspot Sales

FEBRUARY 7, 2018

Industry and career path: Are you interested in working for Software-as-a-Service (SaaS) companies? You’ll work with each customer to understand their needs, create a long-term strategy, and help them realize the greatest possible ROI from your product. Before you can analyze a sales job, you need to know what to look for.

Hiring 130

Hiring Salary Engineering Compensation 130

Mindtickle

JUNE 21, 2023

The primary goal is to convert qualified leads into customers by showcasing the value proposition, highlighting ROI, and addressing any remaining concerns, ultimately driving them toward a successful purchase. It typically includes engaging keynote speeches, workshops, training sessions, and team-building activities.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Sales Hacker Training

APRIL 30, 2018

You then focus on metrics, tracking, and reporting to substantiate the ROI that you and/or your team brings to the company. It optimizez value (expressed in ROI) for both buyer and seller over time. Optimize sales pitches using sophisticated data analytics software. Seems simple enough to do, right?

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Sales Hacker

MARCH 2, 2020

This is the modern edition of a business classic, confronting the rapidly evolving world of B2B sales with real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Agile Selling. Jill Konrath. and generate more revenue than ever.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

FEBRUARY 3, 2021

Before the call, check which software the client is currently using, look for reviews, video tutorials, understand the difference, and emphasize the advantages of your software. Make a demo in the form of a workshop and assign homework. If your solution allows you to demonstrate a measurable result within five minutes, do it.

How To 109

How To Call-back Advertising Advertising 109

Hubspot Sales

JULY 1, 2019

Suppose you're sell marketing and sales automation software. Workshop: Host a workshop on a topic some of your stakeholders are interested in. Business case: Demonstrate the potential ROI of your product using information you gathered during discovery and from independent research.

Ideal Customer Profile 81

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 81

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Through innovative software , contacts and their behaviors can be tracked and segmented, dramatically boosting the effectiveness of a well-executed email marketing strategy. and the gap continues to widen. Bounce rate.

Marketing 143

Marketing Webinar Metrics Email Marketing Top of Funnel 143