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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.
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.
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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.
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.
Convince & Convert
MARCH 8, 2012
I’m B-to-B. So for people like my Mom, who make their money helping businesses do this, it’s a boon, but for the businesses themselves, I think it’s just going to create a lot of complexity that they’re just not going to find as rewarding. I make ball bearings. I can’t do social media.”
Adobe Experience Cloud Blog
DECEMBER 15, 2009
McKinsey releases global survey about how companies are benefitting from Web 2.0 – companies increasing spend in web 2.0 Twitter announces an API to help control, standardize and mainstream retweeting. Social media use soars among b-to-b marketers. Forrester Predicts Huge Growth for Social Media Marketing.
The ROI Guy
DECEMBER 6, 2010
In a recent survey by IDC, 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. Frugalnomics in Full Effect: Forrester and Gartner. of respondents), and peers (28.7%), especially early in the lifecycle.
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