The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Industrial Marketing Today

SEPTEMBER 20, 2010

On the other hand, the sales team is probably complaining about the quality of B2B leads generated by your marketing team. They want better qualified and sales-ready leads. People in sales are not very interested in spending time nurturing suspects and prospects, that’s marketing’s job.

Lead Generation 60

Lead Generation Business Blogging Lead Scoring Lead Ranking 60

markempa

JANUARY 4, 2006

Less selling time : Because of longer sales cycles (and theyll get longer), sales people cannot afford to spend time on unqualified leads. Less selling time : Because of longer sales cycles (and theyll get longer), sales people cannot afford to spend time on unqualified leads.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

Industrial Marketing Today

JULY 6, 2010

Here’s an example, let’s say your target audience is engineers, instead of writing “our valves are manufactured to world-class standards and continue to operate trouble free in the harshest of operating conditions,” you can simply say “Manufactured to ASME Code standards, designed to handle up to 300 psig and 415°F.”

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

SEPTEMBER 27, 2010

The salesperson may have to spend a lot of time re-educating the customer and correcting misunderstandings Customers are prisoners of their own experiences (we all are). Dave Brock in his post makes the most compelling case for the evolving role of today’s salesperson. Social Media with Email Marketing – is it the Super Combo?

Social Media 60

Social Media Social Marketing Media Planning 60

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. April 2009.

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 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 we look at marketing budgets however, we find that marketing spending is not aligned in most cases with this financial decision making criteria. Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

SEPTEMBER 21, 2010

The good news is that sales enablement programs have become more formalized, and investments in sales support have never been higher. The lack of preparation has been directly shown to drive inefficient conversion, longer sales cycles, more discounting, and higher competitive losses.

Forrester 40

Forrester Paid Search Agency Budget Programs Business 40

The ROI Guy

AUGUST 15, 2010

First, as B2B solution providers look at their operations for efficiency, many are realizing just how much is spent to enable sales and how inefficient these operations are. Source: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., April 2009).

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. As CMOs seek to optimize their spending, doing more with less, it is important to learn which channels reveal the greatest payback. Latest Research.

ROI 40

ROI Social Media Budget Programs Marketing Budget 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

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&#. Predictions for 2011: The End of B2B Sales & Marke. Latest Research.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

JULY 15, 2009

Wednesday, July 15, 2009 VMware launches Realized ROI toolkit, powered by Alinean Provides quantifiable proof to customers of the realized ROI from prior VMware deployments. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

FEBRUARY 15, 2011

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Predictions for 2011: The End of B2B Sales & Marke. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

Adobe Experience Cloud Blog

JANUARY 19, 2009

Blogs, LinkedIn groups, Twitter feeds, and the like don’t replace workhorse tactics like email marketing or webinars, but those channels increasingly are where your customers and prospects spend time online. What innovative or overlooked demand generation tactics do you think will become more important in 2009?

Demand Generation Agencies 48

Demand Generation Agencies Demand Generation Thought Leadership Demand 48

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 VMware launches new version of ROI / TCO Calculator Virtualization is one of the key cost savings initiatives that IT executives are implementing in order to tighten their belts in these uncertain economic conditions. Predictions for 2011: The End of B2B Sales & Marke. Latest Research.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

DECEMBER 9, 2010

Spending on IT cloud services will triple in the next 5 years, reaching $42 billion and capturing 25% of IT spending growth in 2012." - IDC Much of the adoption is driven by the promise of what cloud can do to help transform IT services and drive important cap-ex and op-ex cost savings. Latest Research. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

The ROI Guy

JANUARY 20, 2011

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Predictions for 2011: The End of B2B Sales & Marke. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

SMB 40

SMB ROI Marketing Budget Work Management 40

The ROI Guy

DECEMBER 23, 2010

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ▼ 2010 (118) ▼ December (5) Social Media Hierarchy of Needs - Best Practices f. Predictions for 2011: The End of B2B Sales & Marke. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

ROI 40

ROI Enterprise Management Marketing Budget Budget Programs 40

The ROI Guy

OCTOBER 22, 2010

Although some channels are more effective than others, the survey results and advice from Harte-Hanks reveals that connecting through all of these channels are required, although allocations should be adjusted to reflect the effectiveness early in the sales cycle. Predictions for 2011: The End of B2B Sales & Marke.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

MAY 6, 2010

Several of these new Alinean -powered tools will also be used later in the sales cycle, once a customer has a specific solution in mind, in order to justify the solution to executives and assure value versus competitive offerings, positive ROI and quick payback. Predictions for 2011: The End of B2B Sales & Marke.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Predictions for 2011: The End of B2B Sales & Marke. Latest Research.

Work Management 40

Work Management Marketing Management ROI Budget Programs 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. Predictions for 2011: The End of B2B Sales & Marke.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Ambal's Amusings

OCTOBER 15, 2009

Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Many organizations spend thousands of dollars each month on search marketing to take advantage of this increase.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

The ROI Guy

JULY 19, 2012

Now, these same techniques are being leveraged by B2B firms to great effect, combining emotional and logical content to achieve more favorable decisions and accelerated sales cycles. Many such as Finance and Procurement have little on their minds but avoiding spending and saving precious budget.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

Hubspot

SEPTEMBER 15, 2023

Saves Admin Time Manual data entry is something no business owner wants to spend time or energy doing, ever. Improves Sales Processes Whether you work alone or have a team, a CRM can significantly enhance your sales process. Boost Customer Engagement and Retention Once you’ve made a sale, your work doesn’t stop.

Enterprise Management 75

Enterprise Management Work Management Marketing Automation Services Marketing Management 75

The ROI Guy

DECEMBER 6, 2010

IT Spending on the Rise, Sales Enablement and The Economic-Buyer ▼ 2010 (118) ▼ December (5) Social Media Hierarchy of Needs - Best Practices f. Predictions for 2011: The End of B2B Sales & Marke. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 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. Predictions for 2011: The End of B2B Sales & Marke.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

Online Marketing Institute

DECEMBER 23, 2010

In the last MarketingSherpa Search Marketing Benchmark Guide (2009), data indicated that the average CPC for B2B lead generation efforts was $3.33, vs. $0.78 Make sure that when your sales people convert a “Lead&# into an “Opportunity&# that the referral data for that record is not lost! for B2C retailers and $1.93

Paid Content 40

Paid Content PPC Cost Per Click Paid Search Agency 40

The ROI Guy

SEPTEMBER 4, 2007

To help address the lack of innovation spending, server virtualization is being considered and implemented in data centers as one means to drive “keeping the lights on&# costs lower, so as to provide more budget to innovation. for each $1 in server capital spending, increasing to $0.70 by 2010 [2]. Latest Research.

ROI 40

ROI Enterprise Management Work Management Marketing Management 40

The ROI Guy

NOVEMBER 8, 2006

Since labor costs and equivalent outsourced services dominate most IT budgets -- over 56% of IT spending on average -- selecting platforms with lower implementation and ongoing management costs can significantly improve overall IT efficiency. Predictions for 2011: The End of B2B Sales & Marke. Latest Research.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

The ROI Guy

DECEMBER 14, 2005

As a result, Mr. Carr asserts that most IT spending be minimized based on the lack of bottom-line impact which can ultimately be derived from such investments. Following such generalized advice can lead to spending misallocation and competitive disaster.

ROI 40

ROI Work Management Marketing Management Budget Programs 40

Webbiquity

JANUARY 9, 2013

In the spring of 2009, the notion that digital would account for the majority of marketing budgets within just a few years seemed like a laughable proposition. Traditional media still accounted for more than 90% of spending at that point. Why Social Is So Disruptive to Traditional Marketing by Social Media Today.

Marketing Budget 100

Marketing Budget Marketing Strategy Marketing & Strategy Enterprise Management 100

Online Marketing Institute

NOVEMBER 8, 2010

A good set of metrics will allow me to predict that if I spend $1 on a certain marketing tactic, I’m likely to get $X of revenue in Y days. A good set of metrics will also give you a feel for inside and outside sales effectiveness and overall sales pipeline velocity as well. . # Oct, 2010 at 11:54 am Oh good point.

Startups 40

Startups B2B Marketing B2B Planning 40

Online Marketing Institute

JUNE 30, 2009

Written by Adam Blitzer June 16, 2009 at 5:38 pm Posted in Design , Marketing Strategy SpamAssassin Rules and what they Mean for your Emails leave a comment » For the past several years I have been following SpamAssassin’s rule set and I am always amazed by how many seemingly innocuous things (e.g. Clarity gets the point across.

Work Management 40

Work Management Marketing Management Marketing Automation Services B2B Marketing 40

Content Standard

AUGUST 2, 2018

Deloitte’s February 2018 CMO Survey found that social media spend is up 243 percent since 2009 and is predicted to increase by 71 percent in the next five years. Time Decay Model: This model is particularly relevant for organizations with long sales cycles in which the marketing interactions have bigger time gaps.

Marketing Attribution 49

Marketing Attribution Lead Ranking Social Media Multi-Touch Attribution 49