BrainShark

JUNE 15, 2012

Back in 2001, I decided it was time to run from a dead-end retail career and find a way to get started in software sales. Even though dotcom’s were failing left and right, and every installed software vendor was downplaying the ASP model, I knew in my gut the internet was going to change the w

Retail 62

Retail Vendor Software Software 62

The ROI Guy

JULY 5, 2011

Leading the recovery is a resurgence in infrastructure investments, with Computing Hardware expected to grow 11.7%, followed by Enterprise Software (9.5%), Telecommunications (6.9%) and IT Services (6.6%) and IT Services (6.6%). Enterprise Software 244 8.4 This has led to a snapback in hardware spending in both 2010 (12.1%

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Score More Sales

NOVEMBER 4, 2010

Sales Tips and Strategies to Grow Revenues. When somebody upgrades to a new version of their operating system or other software they use all the time it often strikes me how much we don't like to change our behavior — especially around a tool that we count on to get something done. Talking or Writing Too Much in B2B Sales.

Google 120

Google Lead Rank Lead Scoring Social Media 120

Nutshell

JUNE 22, 2020

Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Keep reading to learn more about what SMS sales is, the benefits and disadvantages of this selling strategy, and seven SMS best practices you can use to sell more products or services via text.

B2B 124

B2B Closing Follow-up Campaigns 124

Igniting Sales Transformation

JULY 18, 2018

Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. Future-proof yourself and your sales team, understand what’s coming next and how to deal with it. had been providing skills training since 2001 and about five years ago, Dan made the decision to lead 2Win!

Vendor 76

Vendor Software Software Video 76

The ROI Guy

APRIL 15, 2010

In a recent article on Sandhill.com, Selling Software to the C-Suite, Stephen J. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation. Ever since the bursting of the tech bubble in 2001 buyers have fundementally changed.

Software 40

Software Software ROI Buying Cycle 40

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. For those of us who are immersed in the world of SaaS sales every day, it’s easy to forget how new the SaaS concept is. Salesforce was founded in 1999 and has been selling software for less than 20 years since. For closers, this is bookings.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. By the end of 2001, eBay’s market cap was $18.54

Hiring 62

Hiring Scale Engineering Lead Scoring 62

Xactly

JUNE 20, 2018

As the market races to deliver AI products targeted at sales users, it’s just a matter of time – a few years, if not a few months – before AI becomes a trusted part of the sales professional’s daily technology stack, giving useful advice and admonitions throughout the rep’s day. Data is the Key Differentiator. Register for Webinar.

Data 61

Data Webinar Metrics Compensation Enterprise 61

The ROI Guy

FEBRUARY 14, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

Social Media 60

Social Media ROI Media B2C 60

Product Management University

NOVEMBER 8, 2018

Greenville, SC – November 7, 2018– Proficientz announced today the availability of Product Management University On-Demand, an online training and certification program that offers the convenience of learning B2B product management, product marketing and sales enablement skills anywhere, anytime. All course instruction is delivered via video.

Course 11

Course Video B2B Exercises 11

LevelEleven

AUGUST 7, 2018

You have been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager. Congratulations! Steve – Be curious.

Hiring 48

Hiring eBook Inside Sales Construction 48

Cincom Smart Selling

JULY 25, 2017

One way CPQ (configure-price-quote) software improves sales is by helping to identify buyers for products and services. This vehicle was brought to market in 2001. By pure accident, the vehicle struck a chord with many markets, and the first-year sales for this car were phenomenal. CPQ can help. Crossover SUV buyers. •

Buyer 59

Buyer Promotion Collateral Social Media 59

The Spiff Blog

FEBRUARY 15, 2022

You may think you work in sales or on a RevOps team. However, unlike a typical software engineer, most people patching together complex formulas in Excel don’t actually realize they’re programmers. You need proper commission software. In 2001, a group of programmers decided they had had enough. There’s no way around it.

Commission 53

Commission Scale Software Software 53

The ROI Guy

FEBRUARY 15, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

Social Media 45

Social Media ROI Media B2B 45

Velocify

JUNE 2, 2017

In the classic sci-fi film “2001: A Space Odyssey,” two astronauts find their lives in jeopardy when an onboard ship computer thinks it is smarter than the humans that built it and takes over their space mission. The post Closing Time: Learning Lessons From AI appeared first on Velocify: High Performance Sales.

Closing 45

Closing Scale Film Consumer 45

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Sales had increased 25% over the previous book due to larger audience, but revenue was up by 77%.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. On average, how much do IT firms spend on marketing?

Marketing 40

Marketing Vendor Survey ROI 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

JULY 15, 2009

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media B2B Media 40

The ROI Guy

JANUARY 20, 2011

which adds graphics capability, better registration control and several other key features, which can now be integrated and used with any new tools, or in any of over 1,000+ current sales and marketing tool campaigns. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

DECEMBER 9, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media B2B Media 40

The ROI Guy

DECEMBER 23, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Microsoft B2B 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The ROI Guy

JULY 22, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

The ROI Guy

NOVEMBER 8, 2006

Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Let the Good Times Roll?

ROI 40

ROI Social Media Oracle Benefit 40

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

Microsoft 40

Microsoft ROI Licensing Social Media 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Scoring Lead Rank Tools 45

The ROI Guy

NOVEMBER 8, 2006

As well, the costs for hardware platforms, software licensing, management utilities and business resilience should be tallied, since these typically consume 40% or more of any database project’s cost. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

The ROI Guy

OCTOBER 22, 2010

Survey participants indicated that although prevalent, promotional e-mails, direct mail, sales representatives and general advertising were less effective at raising awareness of new solutions. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

JANUARY 10, 2011

Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives. From these findings, to better align sales / marketing with buyer requirements, perhaps more budget should be allocated to business benefit and financial assessment content, tools and support.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

SEPTEMBER 4, 2007

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Comparison Networking 40