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. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes.

Discount 81

Discount Negotiation Lead Scoring Lead Rank 81

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

Hubspot Sales

OCTOBER 5, 2020

Well, according to HubSpot Principal Channel Account Manager, Katie Carlin , curiosity is key. If you want to crush your first 100 days, you have to be able to take any hiccups in stride, quickly pick yourself up when you hit the ground, train yourself to consistently regain composure, and always be prepared to move onto the next call.

Hubspot 136

Hubspot Intent How To Buying Cycle 136

Alice Heiman

JANUARY 17, 2023

In order to bring more certainty and less volatility , Collective[i] focuses on two main innovations: Automate everything possible in the sales process in order to reduce seller admin work and improve CRM accuracy; Train teams on the agile sales process in order to scale revenue. Watch the podcast below or on our YouTube channel.

Hiring 133

Hiring Sports Scale CRM 133

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.

Commission 79

Commission Lead Scoring Lead Rank Guarantee 79

Sales Hacker

JANUARY 23, 2018

2015: The Sales Stack Conference. In 2015 we ramped up. And in the Fall of 2015, we ran our first 1000 person Sales Stack conference. Brian Walton, Kyle Porter, Andrea Austin, and Armando Mann at Sales Stack 2015 delivering the SDR playbook for high performing sales teams. We kept pushing and knocking on doors.

Conference 108

Conference Webinar Metrics Hiring Vendor 108

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. They began to build a Sales Management training focus. A Case Study-.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

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

Alice Heiman

NOVEMBER 3, 2021

The strategy also involves changing up the sales team, including better training for customer service representatives, hiring more sales staff, and finding that crucial new hire for VP of sales. Watch the podcast below or on our YouTube channel. 11:25] Why train your customer service team in sales. [15:18]

Hiring 87

Hiring Strategy Customer Government 87

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

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

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Increase Sales

AUGUST 12, 2016

Source Nielsen 2015 Financial Channel Track) One out of three people still want that human touch. However, with a greater emphasis in this instance on developing (not train) the tellers or other banking associates, there is an opportunity to change customers’ behaviors.

ACT 70

ACT Face-to-face Direct Mail Demographics 70

Crunchbase

JUNE 24, 2020

Why I’m watching DefinedCrowd: DefinedCrowd develops a crowd-as-a-service intelligent data platform intended to accelerate enterprise data training and modeling (essentially it combines human and machine intelligence to speed up AI training). Shoot me a note: shamus@crunchbase com.

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. B2B Companies Outside High Tech Have Longer Way to Go to Reach Alignment.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% 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. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Zoominfo

NOVEMBER 1, 2022

We said, why don’t we take these dollars and redeploy them in more efficient channels to see if we can increase the conversion rates and get a better outcome?” Using this strategy helps your team create extremely relevant and targeted ad messaging that will perform better across your channels and save you money in the long term.

Hiring 100

Hiring Intent Data Intent Scale 100

Hubspot Sales

JANUARY 3, 2018

First, training new salespeople is far quicker and easier when you have clear, explicit explanations of who your customers are, how they buy your products, their pain points, what to say to them, and more. According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content.

Ideal Customer Profile 145

Ideal Customer Profile Buyer Persona Guidelines Hiring 145

Increase Sales

FEBRUARY 17, 2015

LinkedIn continues to grow in popularity as a social media channel as well as sales leads tool. 1) LinkedIn Training. (2) Wishing you a stunningly good 2015. Using LinkedIn does require some informal to formal training. Sales Training executive coaching LinkedIn LinkedIn endorsements LinkedIn training sales leads'

LinkedIn 70

LinkedIn Ideal Customer Profile Face-to-face Lead Scoring 70

Crunchbase

MARCH 1, 2023

They’re launching sales podcasts, YouTube channels and startups of their own. She also built the company’s sales process herself, hired and trained the company’s first sales team, and drove over 70% growth month over month. Full methodology details are available at the end of this article.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. At this stage, it’s not about the solution or benefits, but about the challenges the buyer is facing.

Objections 87

Objections Real Estate Face-to-face Buyer 87

Sales Hacker

DECEMBER 19, 2018

First came Mobilegeddon in 2015, heralding the end of (desktop) days. GDPR compliance means greater accountability and governance of personal data , staff training, data protection protocols, audits, increased record-keeping, and greater transparency. Mention any attempt to contact them via other channels. Become GDPR Compliant.

Prospecting 103

Prospecting Social Media Policies Vendor 103

Tenfold

AUGUST 30, 2017

This share spans across a variety of channels. It can be hard to sway them otherwise – unless you can overcome the three main hurdles in B2B marketing and sales: ineffective digital integration, unfocused content and an unoptimized mix of online channels. The Multiple-Channel B2B Buyer. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Awarathon

JULY 23, 2024

Furthermore, AI video roleplay platforms revolutionize sales training with immersive scenarios and real-time feedback, helping sales reps continuously improve their skills. Its virtual training environment utilizes AI and empowers sales teams to deliver compelling pitches consistently.

Video 52

Video Ideal Customer Profile Pharmaceuticals SAP 52

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Don't just install it, train your people on it thoroughly, weekly and quarterly. Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. When I train sales people I train them to execute.

Social Selling 66

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

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Her clout is truly admirable, and her channels are filled with thought leadership content and helpful advice. Director of Sales Execution and Evolution at JB Sales Training. Megan Bowen. VP of Customer Success at Platterz.

Top of Funnel 101

Top of Funnel Twitter Hiring Lead Rank 101

Hubspot Sales

MAY 12, 2022

Seeking a training gig? Fonts, logos, colors, images, and messaging should be the same across your social accounts, website, portfolio, blog, or other channels. Editor's note: This post was originally published on June 8, 2015 and has been updated for comprehensiveness. A high-quality, professional picture is a must-have.

Ideal Customer Profile 136

Ideal Customer Profile LinkedIn Hiring Hubspot 136

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers. Leveraging customer intelligence data gathered from each engagement to deliver new and unique insights, benchmarks and advice.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for. The facts are irrefutable.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for. The facts are irrefutable.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Allego

MAY 11, 2018

Allego customers and partners came from all over the country to share ideas on how to best train and enable their sales teams. factor increase in platform usage between 2015 and 2017, in addition to repeated recognition by industry analysts as leaders in the emerging space of sales learning and coaching technology. Setting the scene.

Hotels 54

Hotels Commence Conference Consumer 54

Customer Centric Selling

SEPTEMBER 9, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. Sales Tips: Nick Saban and Sales - What's the Connection? I included a link to the segment.

Segment 40

Segment Coaching Sales Process Channels 40

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. Try Crmble now for free at www.crmble.com/tse.

Tools 52

Tools Face-to-face Video Remedy 52

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Build out a YouTube channel of customer testimonials. There's never been more data on your customers readily available in social channels.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

The ROI Guy

JULY 8, 2014

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”. Engage Frugal Prospects with Provocative Value-Focused Marketing 2.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78