Cintell

MARCH 10, 2016

We need ROI. Using Personas increases email open rate 2-5 times (Forrester). Using personas to help sales: Using personas drove a 3X increase in closed sales deals (MarketingSherpa). Using personas to help product development: Persona-driven product development = 10-20% higher customer satisfaction levels (Pragmatic Marketing).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

The ROI Guy

DECEMBER 6, 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. Updated Alinean Social Media ROI Calculator - New.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

JULY 23, 2015

Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

SEPTEMBER 3, 2010

Sales enablement seeks to address these challenges, providing the practices, resources, training and tools needed to help fight Frugalnomics. According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities.

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 40

The ROI Guy

NOVEMBER 29, 2010

Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims.

Peer-to-peer 40

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

The ROI Guy

SEPTEMBER 17, 2010

Dynamic content represents one solution to help break through the clutter, as it allows marketers to build messages piece by piece based on specific recipient characteristics. White papers help customers learn about the typical issues customers like them face, and educate the buyer on best practices others have used to resolve the issues.

Interactive Marketing 40

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

The ROI Guy

SEPTEMBER 3, 2010

Frugalnomics Changes Everything According to Forrester analyst Scott Santucci, "Go-to-market models always change during periods of disruption, and this economic downturn has been deep, long, and might not even be over. The more buying organizations are a forced to do-more-with-less they adopt different business patterns.”

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40