The ROI Guy

OCTOBER 29, 2012

The reasons provided most often for the sales cycle lengthening: more financial scrutiny on each proposal and more stakeholders involved in each decision. The good news is that your customers are likely just as frustrated with increases in purchase decision delays. - justifying proposed gain Why You? You Decide.

Sales Cycle 40

Sales Cycle Marketing Proposals Buying Cycle Mobile Marketing 40

The ROI Guy

APRIL 25, 2012

The quarter also saw the return of Alinean’s founder Tom Pisello, the ROI Guy , as he re-engaged in day-to-day leadership, and assumed the role of CEO. In this environment, traditional sales and marketing won’t work, as you now have to challenge the buyer’s statusquo in order to get to yes.” and “Why the Proposed Solution?”

Peer-to-peer 40

Peer-to-peer Marketing Proposals Lead Gen Sales Cycle 40

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Cost 40

Cost Marketing Proposals Budget Programs B2B Sales 40

ViewPoint

JUNE 15, 2012

Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books. He is a speaker on sales lead management, sales enablement, and marketing ROI.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

Marketing Insider Group

MAY 31, 2012

Last week I attended the 2012 Sirius Decisions Summit for the first time. The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. RT @ HeinzMarketing : attention is marketings currency. And as usual, I used Twitter as my preferred note-taking device.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

OCTOBER 26, 2012

One of the key factors for the recent increase in your sales complexity is the significant rise in the number of stakeholders for each purchase decision – growing 40% compared to just three years ago according to IDC. Can your sales professionals credibly quantify your buyer’s pain, justify proposed gains and prove you are not the same?

Marketing Proposals 40

Marketing Proposals Sales Cycle Marketing & Strategy ROI 40

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 40

Gartner Forecasting Spending Marketing Proposals 40