Tony Hughes

NOVEMBER 21, 2018

Strategic selling is fundamentally defined by the seller targeting the buyer and proactively engaging to create value and set the agenda. But cold-calling yields have been relentlessly trending down and currently have a success rate below 3%. LinkedIn is the database-of-record from heaven for those who want to sell like hell.

LinkedIn 81

LinkedIn Outbound Telemarketing Cold Calling 81

SBI

FEBRUARY 26, 2013

For companies, there are both pros and cons to this trend. mobile tools can ignite productivity, shorten sales cycles, and provide. Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. much needed management insight.

Collateral 115

Collateral Revelation Trends CRM 115

SBI

FEBRUARY 5, 2013

No matter the current trends or technologies, what size company you work for, or the types of products you sell, they are simple issues to understand but very difficult to solve. I need to perform ‘big data’ analysis if I want to understand underlying trends, identify risks in the forecasts, and hold my team/s accountable.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

OCTOBER 16, 2012

conferences are in my view essential events for sales leaders that want to hear about the latest trends, technologies and developments in the field of selling. Performance Drivers: Trends and Solutions to Help Your Team Win. Author, Nancy Nardin is the foremost expert in sales productivity tools. The Sales 2.0

Conference 131

Conference Social Selling Data Marketing 131

The ROI Guy

MARCH 23, 2011

Solution Selling: The most common sales approach today with over 60% of sellers, Solution Selling is where vendor’s sales team “seeks out current concerns in a question-and-answer dialogue with customer managers”. Provocation-Based Selling Examples So what do provocation-based assessment programs look like?

Sage 67

Sage Lead Rank Remedy Microsoft 67

SBI

NOVEMBER 13, 2012

They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Nancy can be reached at 916-596-3035.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

SBI

NOVEMBER 27, 2012

Gamification has been called one of the most important trends in technology by several industry experts. Next generation sales tools like SalesPod deliver a non-intrusive method for reps to capture and report sales activities in the moment, and at the same time provide managers with the visibility they so badly need. 2] CSO Insights.

CRM 133

CRM Wireless SalesForce Commission 133

The ROI Guy

FEBRUARY 15, 2013

With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

SBI

AUGUST 21, 2012

With these new applications, and new platforms like the smartphone and tablets, we can and should question whether traditional apps, like CRM, are still the right tools for mobile reps. Indeed, it is fair to wonder whether they were ever the right tools. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Vendor 120

Vendor Quota Account Tools 120

SBI

AUGUST 21, 2012

Indeed, it is fair to wonder whether they were ever the right tools. For the most part, vendors have masqueraded “desktop applications” as mobile tools by reason that they are cloud-based, i.e. they are accessed remotely via the web. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Vendor 108

Vendor Quota Account Incentives 108

The ROI Guy

NOVEMBER 4, 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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

SBI

SEPTEMBER 18, 2012

You enthusiastically immerse yourself in the activities and efforts required to learn about and stay up-to-date on the ever-changing array of products, competitors, and market trends. Author, Nancy Nardin is the foremost expert in sales productivity tools. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The ROI Guy

APRIL 14, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. #2 CFOs are also more involved through all stages of the purchase decision.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

NOVEMBER 10, 2014

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. With Frugalnomics in full effect and buyers as “Cold as ICE” , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

JANUARY 10, 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. Monday, January 10, 2011 Let the Good Times Roll?

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. With Frugalnomics in full-effect , technology solution / service providers need to implement a more value-focused approach to their sales and marketing strategy, content and tools.

ROI 53

ROI Decision Maker Proposal Forecasting 53

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. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

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.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

SBI

MAY 26, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Now the buying experience trend has come to B2B. Sergey : What customers are buying is changing. Sergey Medved Head of Product, ClearSlide.

Scale 140

Scale Hotels Analytics Buyer 140

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

Social Selling 66

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

Vengreso

JULY 10, 2023

It displays each stage from lead prospecting to the final sale and is a useful tool for converting leads into sales. Overall, a sales plan is a crucial tool for any small business or large enterprise looking to effectively manage and improve their sales performance. There are several methods used in sales forecasting.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Partners in Excellence

AUGUST 16, 2023

The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. A Sales Methodology focuses on “how” we execute our Selling Process. They provide us tools to facilitate our ability to effectively execute the Selling Process.

Sales Methodology 95

Sales Methodology Ideal Customer Profile Vendor B2C 95

SBI Growth

AUGUST 28, 2012

For example, companies are using antiquated approaches like Solutions Selling rather than focusing on buyer-centric sales processes. In 2010, McKinsey published a study called Solutions Selling: Is the Pain Worth the Gain? In the study, they found 75% of solutions selling implementations fail.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before. Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Emissary

FEBRUARY 16, 2022

Traditionally, B2B tech sales teams have relied on solution selling, the process of helping a company analyze its problem and then selling a “solution” made up of tech products and services. Yet, as far back as 2012, Harvard Business Review declared “The End of Solution Sales.” Monitor customer activity.

B2B 52

B2B Account Hiring Analysis 52

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. Agile Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

NOVEMBER 15, 2017

Challenger Sales Model is a sales framework that takes the disruptive approach to solution selling, where customers are pushed beyond their comfort zones to embrace new ideas for their business. Social Selling. Solution Selling. SPIN Selling. Content Management System. Conversion. Customer Success.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Gong.io

SEPTEMBER 19, 2018

This is another one that isn’t directly a sales book (are you seeing a trend here? The New Solution Selling. Another must-have entry in the sales book canon, The New Solution Selling applies most directly to whale hunting but has value for anyone dealing with nuanced, prolonged sales cycles. Solution Selling.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Highspot

SEPTEMBER 30, 2020

Solution Selling. Solution selling seeks to help customers understand why your product can solve a problem that the buyer has already identified. Key to ensuring your sales methodology is adopted is its availability within the tools your sellers use every day — from your CRM to your sales enablement platform.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Gong.io

FEBRUARY 9, 2019

There seems to be a ‘ cold calling is dead’ trend floating around these days. And with all the tools available to you, there’s no excuse for going into a cold call blind. They focus on pain and external trends that are about to make the status quo even more painful. That’s how you sell to the C-suite.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Tony Hughes

MARCH 13, 2018

Remix other post topics that are trending in Publisher. A great example is a CEO who had sworn off ever hiring a salesperson again (gaining 500K views in three days of glorious link bat), so I crafted a series of patriotic responses as I feel selling is the backbone of the free market system and even our economic engine of democracy itself.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63