Your Sales Management Guru

NOVEMBER 10, 2014

Are You Ready for 2015 Business Planning ? Last week I did a web cast for a vendor that was designed for their channel resellers. Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. What are the risks?

Vendor 78

Vendor Face-to-face Objections Channels 78

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. By Tibor Shanto – tibor.shanto@sellbetter.ca. How can that be? And how does that affect how companies sell?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Zoominfo

JULY 22, 2018

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 189

Marketing Retail Channels Social Media 189

The ROI Guy

JANUARY 26, 2015

Customer facing sales tools can be implemented to guide better three foot and on-line meetings -providing sales reps and channel partners with the right value messaging, insights, storytelling, insights, case studies and financial justification for each unique prospect and selling situation.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Zoominfo

OCTOBER 1, 2018

Learn more here: How to Optimize a YouTube Channel for SEO Success. When you optimize your content to reflect the way people search for content, you’ll improve your chances of maintaining a strong search engine ranking over time. In addition to this quick optimization tip, also be sure to follow other SEO best practices.

Lead Rank 200

Lead Rank Lead Scoring Webinar Metrics Scale 200

Sales and Marketing Management

DECEMBER 3, 2015

Issue Date: 2015-12-02. Teaser: Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around their brand. Author: Josh MacDonald. Here are some tips on making Instagram work for your company. read more

Social Media 120

Social Media Campaigns Channels How To 120

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. Each has a unique point of value, what matters most to them and what drives value.

Decision Maker 80

Decision Maker Forecasting ROI Lead Rank 80

Sales and Marketing Management

SEPTEMBER 2, 2015

Issue Date: 2015-09-03. Teaser: To drive sales success, automation of sales channels requires a combination of 10 digital commerce capabilities to further facilitate initiatives from personalization and pricing excellence to multi-tier partner networks. Author: Kamal Ahluwalia, Executive Vice President of Sales and Marketing at Apttus.

Channels 120

Channels Networking Sales Marketing 120

Sales and Marketing Management

JULY 21, 2015

Issue Date: 2015-07-22. Teaser: We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take.

Advertising 120

Advertising Advertising Social Media B2B 120

Sales and Marketing Management

FEBRUARY 26, 2015

Issue Date: 2015-02-27. Author: Dan Hawtof, Vice President of Business Solutions, Global Channel, Blackhawk Engagement Solutions. Teaser: As systems and networks become more complex, customers don’t just need a salesperson, they need a consultant — and are more than willing to pay a fee for this expertise.

Incentive 120

Incentive Incentives Vendor Networking 120

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

HeavyHitter Sales

FEBRUARY 17, 2015

Based upon my experience, here’s my list of some of the best technologies to sell in 2015. Calabrio frees the “voice of the customer” in today’s multi-channel contact center for better, faster decision making at all levels of the organization. OpenGov is first-mover in this space.

Company 60

Company Government Microsoft Retail 60

DiscoverOrg Sales

JUNE 24, 2016

Because chances are, your next sale will undoubtedly have a mobile or cross-channel component. In 2015, m-commerce (that’s electronic commerce conducted over cellular devices) was growing three times faster than overall e-commerce in the U.S., By the end of 2015, mobile had impacted over $1 trillion in retail sales.

Retail 133

Retail Travel Call-back Engineering 133

Lead411

OCTOBER 31, 2018

One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate. According to a 2015 study by Deloitte , the average american checks their cell phone 46 times a day. ” This uncertainty is nothing new to any seasoned sales person.

Channels 63

Channels B2B Face-to-face Call-back 63

Cincom Smart Selling

MARCH 11, 2016

As a channel manager, you know that your indirect sales channel can be an excellent source of revenue. Unfortunately, it can also introduce new elements of chaos into your organization that extend beyond the channel management team. Channel Challenges. Growth is another major channel challenge. Take Action!

Channels 54

Channels Video Face-to-face Licensing 54

Pointclear

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. I came away with at least one new piece of insight from each and wanted to share some of my favorites with you. In post-production, we break each interview down into small segments and provide “teaser” copy for each segment.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

HeavyHitter Sales

JANUARY 18, 2014

Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Cincom Smart Selling

MARCH 9, 2015

Cincom CPQ™ delivers enhanced guided selling, mobility and multi-channel capabilities for Microsoft Dynamics® CRM and Microsoft Dynamics AX. This includes the Cincom CPQ Sales Portal to support seamless sales and fulfillment across all channels. at Convergence. Source: Smart Selling.

Microsoft 48

Microsoft Channels Margin Engineering 48

Sales Hacker

JUNE 12, 2024

She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise business. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins.

Engineering 110

Engineering Revenue Buyer Persona Account Based Marketing 110

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 111

Lead Rank Trends Lead Scoring Outsourcing Services 111

Cience

OCTOBER 5, 2020

Utilizing multi-channel outreach and appointment setting best practices, our specialized SDRs walk prospects through a personalized prospect experience, resulting in more consistently-set meetings and higher performing top of funnel pipelines.

Company 105

Company Lead Rank Top of Funnel Lead Generation 105

Zoominfo

DECEMBER 5, 2019

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 100

Marketing Retail Channels Social Media 100

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. The advice from the research?

Discount 81

Discount Negotiation Lead Scoring Lead Rank 81

Alice Heiman

FEBRUARY 2, 2022

Watch the podcast below or on our YouTube channel. A born entrepreneur, Torrance spent eight years in the Air Force before launching Teak & Twine in 2015. In addition, we discuss our favorite sales and entrepreneur-based podcasts and some hot business topics like EOS and account-based marketing. Listen in now!

Account Based Marketing 90

Account Based Marketing Journal Microsoft Retail 90

Sales Training Connection

JUNE 23, 2014

Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). Sales leaders need to develop frictionless and personalized models to connect with the customer across any channel. Growth through learning. The premium today is on learning quickly, not planning.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

The ROI Guy

SEPTEMBER 22, 2015

A predicted anemic increase in IT spending at the beginning of 2015 has now been replaced with a 5.5% Are your sales reps / channel partner sable to emotionally, logically and credibly convince more frugal buyers to allocate shrinking budgets for your solutions over other projects? Decline in IT Spending for 2015 - [link].

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Cincom Smart Selling

SEPTEMBER 17, 2015

Louis Columbus does a good job of breaking down the reasons why CPQ is accelerating in popularity in this Forbes article , but here’s the gist of it: Global scalability across channels, industries, selling strategies and pricing scenarios. Delivering measurable sales effectiveness improvements. Delivering anytime, anywhere quotes.

Scale 91

Scale Engineering Call-back CRM 91

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. A Case Study-. Future blogs may go into greater detail. Financial Planning.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Hubspot Sales

OCTOBER 5, 2020

Well, according to HubSpot Principal Channel Account Manager, Katie Carlin , curiosity is key. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness and accuracy. But how can you make sure those connections aren't trivial?

Hubspot 136

Hubspot Intent How To Buying Cycle 136

Pointclear

AUGUST 18, 2015

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Increased spending on lead generation. Hired a social media marketer.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Hubspot Sales

APRIL 8, 2020

They can interact with multiple people in our organization, via multiple channels. Increasingly, customers are as loyal to the channel as they are to the brand. Editor's note: This post was originally published in May 8, 2015 and has been updated for comprehensiveness. And they like it that way! They have choices.

Inside Sales 126

Inside Sales Hiring Scale Face-to-face 126

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Tony Hughes

SEPTEMBER 25, 2018

But in 2015 they will be accompanied by three complementary technologies – the dawn of AI (Artificial Intelligence; yes the scary self-learning type), micro predictive analytics (BI leveraging big data) and the maturing of mobility proximity (beacons and geo-fencing). There are 1,000 channels but there’s nothing on.

B2C 80

B2C Face-to-face Channels LinkedIn 80

Customer Centric Selling

DECEMBER 1, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Sales Tips: Want Better Results? Avoid "Commission Breath". Image credit to David Broberg from BizJournals.com. It’s that simple.

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77