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. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey.

Peer-to-peer 40

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

The ROI Guy

JANUARY 25, 2011

Designed to create more impactful and highly relevant content experiences for buyers, Interactive White Papers connect a solution's benefits to the unique needs of each customer through a question-and-answer interface that updates dynamic text modules within the white paper.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

SEPTEMBER 17, 2010

With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands. At the middle stage, buyers need to understand product features and savings / benefits that can be derived.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

MARCH 15, 2011

With less resources than ever before, buyers demand more proactive consultative advice and support throughout the buying cycle. Expecting buyers to figure out what a solution can do for them, what value it can deliver is sure to lead to stalled buying decisions, and elongated sales cycles.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

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. In order to break the bias, you need to show how the costs of change are decisively outweighed by 2 times greater potential gains.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40