The ROI Guy

JULY 11, 2017

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

KoMarketing Associates

DECEMBER 8, 2015

Based what we’ve seen, experienced, and reported on, here are insights from over 50 surveys and benchmark reports, organized by overarching theme, we recommend for review, in preparation for developing B2B marketing budgets and program goals for the new year and beyond. Demand Generation. source ). >. source ). Customer Experience.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

The ROI Guy

JULY 9, 2018

Over 70% wait until needs are defined before taking a sales meeting, and almost half have already identified a solution. Most buyers ( 58% ) saw little difference among sellers, and 10.4% What if you could have the differentiating value messaging you need to better communicate and quantify your unique value to prospects?

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

DECEMBER 16, 2014

Fail to provide that guidance and the purchase decision likely stalls (where 58% of the deals end up according to Sales Benchmark Index) or the decision goes to your competitor who does a better job at facilitating the buying decision. The key question the buyer needs answered: “ Why Now? ”. Why You?'

Conversion 40

Conversion Buyer's Journey Advertising Benchmark Differentiation 40

The ROI Guy

SEPTEMBER 22, 2014

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits. Solution Agnostic?

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

Ambal's Amusings

AUGUST 27, 2010

The IT decision maker may be trying to determine what he needs to know about converging data, voice and video over the IP network in order to better support remote worker collaboration. "Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio.

Work Management 100

Work Management Marketing Management B2B Business 100