Sales 2.0

MAY 2, 2014

tools of all time: Jigsaw (now Data.com as Jigsaw was sold to Salesforce.com in 2010 for a tidy $142 million in cash —I love saying that.). It’s also darn smart if you run a software company because data is the valuable asset these days and you’ll have a company that’s worth a lot more if you have proprietary data nobody else does.

Jigsaw 377

Jigsaw InsideView Tools Call-back 377

The Sales Hunter

DECEMBER 8, 2011

If it means spending money buying a new computer or software system, then do it. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter. August 2011. April 2011.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Pipeline

APRIL 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Marketing automation software generates the data marketers need to provide new levels of support to sales. August 2011. April 2011. March 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Sales Hunter

JANUARY 31, 2012

Sure, there are those who will say they have tracking software in place to tell who visits. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter. August 2011.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

Understanding the Sales Force

DECEMBER 11, 2012

CSO Insights - How Many Salespeople Made Quota in 2010? Software Advice – Do Your Salespeople Have to Give Up Control to Their Prospects? (c) Harvard Business Review Revealing Study of Salespeople Makes News. IDG and CEB Draw Conflicting Conclusions on Sales Effectiveness. If You Structure Your Sales Force Like the Big Companies.

Study 179

Study Quota Software Software 179

The Sales Hunter

JANUARY 23, 2012

Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Pointclear

JULY 17, 2013

The increased sophistication of translation software will enable computers to quickly translate languages, reducing the need to hire reps who speak the native language. A whopping 40% of the companies that were at the top of the Fortune 500 list in 2000 were no longer even on that list as of 2010.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

The Sales Hunter

JANUARY 12, 2012

The problem with social media is it is merely a whole group of people running from one neat software tool to another one. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Remember MySpace? August 2011.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

DECEMBER 15, 2011

The problem with social media is it is merely a whole group of people running from one neat software tool to another one. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Remember MySpace? August 2011.

Social Media 152

Social Media Media Motivation Hiring 152

SBI Growth

AUGUST 28, 2012

If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? In 2010, McKinsey published a study called Solutions Selling: Is the Pain Worth the Gain? Blockbuster declared bankruptcy. Netflix evolved faster and won.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

SBI

DECEMBER 8, 2020

One way it changed selling was that it crafted a new model to deliver software known as Software-as-a-Service (SaaS) which made it possible for companies of all sizes to have access to CRM by paying a simple per-user license fee. In 2010, I published my first ebook curating the different sales technologies available.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Increase Sales

APRIL 11, 2012

What it doesn’t tell you is that the software you are purchasing to remove the bug, actually put the bug on your machine. In fact, if you purchased the software, you are providing capital to the software developers to come up with even better schemes in the future. Let me set the record straight on this.

Licensing 188

Licensing Marketing Microsoft Face-to-face 188

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. If you’re looking for a coaching solution, look in the Sales Coaching Software category but know that other solutions may make some level of coaching possible (e.g. The All New 2021 Enterprise SalesTech Landscape.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Sales and Marketing Management

OCTOBER 30, 2020

At a 2014 marketing meetup in San Francisco, growth expert Sean Ellis described the impact of increasing the pace of testing at Twitter, while under the leadership of Product VP Satya Patel from 2010 to 2013. If some of this advice sounds familiar, perhaps you’re practicing Agile within your organization. Sure, those methodologies can help.

Marketing 207

Marketing Advertising Advertising Twitter 207

The ROI Guy

APRIL 14, 2010

Both Forrester Research and Gartner independently released IT spending forecasts for the remainder of 2010, and both have adjusted their targets higher for the year. Gartner has accelerated its forecasts for 2010 spending increases from 3% to more than 5.3%, with worldwide IT spending is expected to reach $3.4 trillion in 2009).

Forecasting 40

Forecasting Proposal Networking Software 40

HeavyHitter Sales

APRIL 17, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. » April 17, 2010. Posted by: Big Dadddy | April 19, 2010 at 08:25 PM. » A Salespersons Most Important Competitive Weapon. Categories.

Sales Management 131

Sales Management Penetration Sales SalesForce 131

Sales and Marketing Management

SEPTEMBER 7, 2017

attempts to successfully prospect a stranger – a 74 percent increase since 2010 when prospecting required just 4.7 Here are the key features to look for when evaluating sales development software: Ability to view, track and manage daily outreach goals. It now takes an average of 8.2 Clear understanding of territory and assigned leads.

Engineering 180

Engineering Top of Funnel Revenue Hiring 180

SBI

APRIL 9, 2014

Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. Product Reviews Sales Effectiveness Sales Management DiscoverORg Flash Boys IT Sales leverage Michael Lewis Moneyball Oakland A''s org charts sales software sales tools selling Webinar'

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

Hubspot Sales

MARCH 20, 2018

Value-added resellers often specialize in software, hardware, and other technologies. Front-office SaaS development is booming, software is getting cheaper and more intuitive, and CEOs are concerned more about growth than point solutions. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 111

Lead Rank Trends Lead Scoring Outsourcing Services 111

Anthony Cole Training

SEPTEMBER 24, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Posted by Tony Cole on Fri, Sep 24, 2010. I believe the best point in the blog post by Don Fornes of Software Advice is this: You have to be unique. Sales and a Fish Story. 3 Lessons for Effective Communication in Selling.

Hiring 178

Hiring Ideal Customer Profile eBook Webinar Metrics 178

HeavyHitter Sales

JULY 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The Seven Deadly Sins of Salespeople » July 01, 2010. Posted by: Jeb Brooks | July 09, 2010 at 10:18 AM. » Best New Sales Book of 2011.

Penetration 112

Penetration Sales Software Software 112

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Posted by: Sales Training | October 20, 2010 at 12:11 PM. »

Penetration 138

Penetration Study Decision Maker Sales 138

HeavyHitter Sales

NOVEMBER 26, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. » November 26, 2010. Brian was excited that the account he had worked on for nine months had selected his software solution. Categories.

Forecasting 104

Forecasting Penetration Software Software 104

Hubspot Sales

FEBRUARY 5, 2020

In 2010 you won because of your product, in 2020 you win because of your customer experience. This reality demonstrates the importance of using more than software to build your business and manage your customers’ experience — today, software sitting in siloes alone doesn’t cut it. Get a single system of record.

Prospecting 126

Prospecting Hubspot How To Scale 126

HeavyHitter Sales

AUGUST 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. How to Ruin a National Sales Meeting & Sales Kickoff Conference » August 15, 2010. Posted by: Furqan Nazeeri | August 16, 2010 at 01:20 PM. »

Lead Rank 119

Lead Rank Lead Scoring Penetration Sales 119

HeavyHitter Sales

FEBRUARY 23, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The Six Real Reasons Why VPs of Sales are Fired » February 23, 2010. Posted by: Brian Hodgson | February 24, 2010 at 07:25 PM. » Categories.

Penetration 110

Penetration Software Software Sales 110

HeavyHitter Sales

APRIL 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Favorite Sales Manager Sayings and Clichés » April 01, 2010. Posted by: Scott Donovan | April 06, 2010 at 01:25 PM. » Categories. Sales Tips.

Hiring 132

Hiring Forecasting Oracle Penetration 132

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Whats Wrong With Sales Training Today » June 01, 2010. Posted by: Jeff | June 02, 2010 at 07:29 AM. » Top 7 Critical Sales Trends for 2012.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

HeavyHitter Sales

AUGUST 2, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. » August 02, 2010. Sheaffer | August 06, 2010 at 01:27 PM. » A Salespersons Most Important Competitive Weapon. Best New Sales Book of 2011.

Penetration 108

Penetration Decision Maker Software Software 108

Hubspot Sales

OCTOBER 2, 2019

years , down by half from 2010. Sales Performance Management Software. Using sales performance management software automates tracking your sales team’s progress towards organizational goals and identifies processes promoting and/or inhibiting the effectiveness of your sales reps. Here are some recommendations. IBM SPM Solutions.

SAP 142

SAP Oracle Compensation Territories 142

The ROI Guy

AUGUST 5, 2010

CIO insight published a recent planning guide for IT spending in 2011, and although they didn’t highlight in the summary, the study revealed from some startling findings about dramatic overspending in virtualization software. over spending compared to budget, nearly double the next highest overspending area.

Enterprise 40

Enterprise Enterprise Software Software 40

HeavyHitter Sales

SEPTEMBER 25, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. WHAT GREAT SALESPEOPLE SAY - Harvard Business Review Sales Linguistics Article » September 25, 2010. A Salespersons Most Important Competitive Weapon.

Objections 104

Objections Hiring Vendor Sales Cycle 104

A Sales Guy

OCTOBER 26, 2012

———— I recall when, back in 1989, I was a few years into the growth of my first software company. His plan was well structured, clear, and very focused – and his personal target for 2010 was $2.2 How you plan is as critical as the planning itself. Are your plans V.I.T.A.L.?

Account 113

Account Epiphany Groups Travel 113

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%). This has led to a snapback in hardware spending in both 2010 (12.1% Enterprise Software 244 8.4

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

HeavyHitter Sales

JULY 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. 5 Truths About Selling to C-Level Executives » July 15, 2010. Posted by: You Sell Like a Second Grader | July 19, 2010 at 07:00 AM. »

Penetration 101

Penetration Decision Maker Software Software 101

HeavyHitter Sales

AUGUST 29, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The Spread Offense AND Complex Sales Strategy » August 29, 2010. Posted by: Brian Hodgson | August 30, 2010 at 06:26 PM. » Categories.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

SBI

SEPTEMBER 29, 2020

Permira’s experience investing in leading enterprise software companies will help us accelerate Seismic platform innovations, international expansion, and M&A efforts. Founded in 2010 with headquarters in San Diego, Seismic now has more than 900 global employees across 14 offices.

Lead Rank 96

Lead Rank Lead Scoring Company Microsoft 96