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&#. IDC: Economic Buyers, Digital Overload and Sales E. The Forgotten Sales Profess.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

FEBRUARY 14, 2011

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Social Media Budget Programs Marketing Budget 40

The ROI Guy

JULY 15, 2009

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. IDC: Economic Buyers, Digital Overload and Sales E.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? IT Spending on the Rise, Sales Enablement and The Economic-Buyer ▼ 2010 (118) ▼ December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Diagnostic Example: Microsoft Infrastructure Optimization Assessment Microsoft wanted to provide analysis and roadmap advice to help get more C-level engagements, engage earlier in the sales cycle, and shift customer perceptions from tactical product provider to strategic partner. IDC: Economic Buyers, Digital Overload and Sales E.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

FEBRUARY 4, 2009

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

SEPTEMBER 4, 2007

Tuesday, September 04, 2007 The Business Value of Server Virtualization One of the key issues in IT today is that normal operating expenses consume way too much of the annual budget – 61% on average in most organizations is spent keeping the lights on, and 25% spent on regular migrations and upgrades. by 2010 [2].

ROI 40

ROI Enterprise Management Work Management Marketing Management 40

The ROI Guy

FEBRUARY 4, 2009

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

FEBRUARY 4, 2009

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

NOVEMBER 8, 2006

Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

The ROI Guy

DECEMBER 14, 2005

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Work Management Marketing Management Budget Programs 40

The ROI Guy

JULY 22, 2010

Thursday, July 22, 2010 ShoreTel And Alinean Launch Online TCO Tool for Unified Communications Business Case Easy-to-use online calculator analyzes the Total Cost of Ownership (TCO) of competing unified communications systems to determine true costs and business value SUNNYVALE, Calif., IDC: Economic Buyers, Digital Overload and Sales E.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

SEPTEMBER 9, 2010

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. according to Forrester. Latest Research. Let the Good Times Roll?

Forrester 40

Forrester Marketing Budget ROI Budget Programs 40

The ROI Guy

SEPTEMBER 28, 2010

Tuesday, September 28, 2010 Do White Papers Still Engage? Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

The ROI Guy

SEPTEMBER 10, 2010

Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul? in 2010, essentially flat in 2010. More good news is that 2010 is far better than 2009, with a weighted global average reduction in IT budgets of 8.1% IDC: Economic Buyers, Digital Overload and Sales E. The Forgotten Sales Profess.

Budget Programs 40

Budget Programs Marketing Budget Work Management Marketing Management 40

The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Risk-Adjusted ROI Defined A variation on the traditional ROI formula, Risk Adjusted ROI is calculated as the ratio of the net gain from a proposed project, divided by its total costs - represented in net present value terms to account for project risk. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? SiriusDecisions validates that buyers trust analysts as the third party of choice (SiriusDecisions B-to-B Buyers Survey 2010), and that using third party proof points can help to drive quicker buying decisions. The Forgotten Sales Profess.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

SEPTEMBER 17, 2010

Friday, September 17, 2010 Leaders indicate Growing Investment in Smart Digital Content The migration of B2B marketing budgets from traditional marketing vehicles toward digital channels continues according to a study by Booz & Co. IDC: Economic Buyers, Digital Overload and Sales E. The Forgotten Sales Profess.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Return on Investment (ROI) Defined ROI Defined: A general concept referring to calculate the Earnings from the Investment of Capital, where the earnings are expressed as a proportion of the outlay. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Net Present Value (NPV) Savings Defined NPV Definition: The sum that results when the discounted value of the expected costs of an investment are deducted from the discounted value of the expected returns. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40