Golden Spiral

APRIL 1, 2022

Fill the funnel with a lot of sales leads, then move on to ultimately reach a narrow, well-defined goal. It’s like catnip for sales and marketing teams. But today’s process is in for a revamp. The funnel is stretching, as customers dart in and out of the awareness/consideration/decision stages of the buying process.

Top of Funnel 62

Top of Funnel Paid Search Agency Work Management Paid Content 62

The ROI Guy

JANUARY 25, 2011

Buyer Facilitation versus Selling The majority of B2B sales teams have faced an elongated sales cycle over the past few years. But the problem is not “why sales cycles are getting longer&# , its why buyers are taking longer to make decisions.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MAY 6, 2010

. “Leading B2B solution providers recognize that old sales and marketing techniques must evolve to meet these new economic buyer demands, and as a result, they are recognizing the need to connect and sell to economic buyers with Alinean -developed assessment, ROI and TCO demand-generation and sales enablement tools.&#

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

OCTOBER 22, 2010

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Buyers clearly want a solution that represents a high value, and will help drive bottom-line impact to the business – helping to drive revenue, reduce costs, streamline business processes or improve productivity.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Savvy B2B marketers will recognize the “consumerization&# of B2B and in 2011 proactively increase content marketing investments to deliver the right content and interactive decision support tools at the appropriate right step in the buying cycle. Tom then served Gartner as a Managing VP. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

NOVEMBER 8, 2006

Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Productivity benefits where there is not a direct automation or elimination of a process step or task 3. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

ROI 40

ROI Marketing Budget Budget Programs Work Management 40