2012 Advertising Benchmark Forrester Sales Cycle 
The ROI Guy
JANUARY 8, 2013
This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% According to Forrester, less than 12% of sales engagements are focused on customer value. But is Gartner being overly optimistic?
The ROI Guy
JULY 9, 2013
Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% growth were lowered to 1.2% by mid-year). Gartner Says Worldwide IT Spending Forecast to Reach $3.7
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The ROI Guy
JANUARY 16, 2014
In 2012, initial rosy predictions of 3.7% Sitting in on the majority of sales presentations and you can see that most are still delivering empty product pitches or pseudo-solution selling asking a few questions and then jumping into canned “death by PowerPoint” presentations. for the year.
The ROI Guy
APRIL 8, 2014
In 2012, initial rosy predictions of 3.7% Sitting in on the majority of sales presentations and you can see that most are still delivering empty product pitches or pseudo-solution selling asking a few questions and then jumping into canned “death by PowerPoint” presentations. for the year. Percent in 2014 Gartner Forecasts 3.1%
The ROI Guy
JULY 8, 2014
In 2012, initial rosy predictions of 3.7% Sitting in on the majority of sales presentations and you can see that most are still delivering empty product pitches or pseudo-solution selling asking a few questions and then jumping into canned “death by PowerPoint” presentations. for 2014, down over 34% from the 3.2% for the year.
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