The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

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. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. B2B Lead Generation Benchmark Study 2009. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. Blog Marketing Interactions Twitter Ardath421. MarketingSherpa. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

The ROI Guy

NOVEMBER 4, 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. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

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. Tom then served Gartner as a Managing VP.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

MARCH 9, 2011

As the starting point for New Concept solutions, Alinean recommends a focus on the following value selling and marketing tools: • Interactive Assessment Tools: One of the best ways to diagnose issues is with an interactive assessment. Like a survey, the interactive assessment asks the prospect a series of probing questions.

Work Management 40

Work Management Marketing Management Demand Comparison 40

Marketing Insider Group

JUNE 30, 2020

White Papers. White papers need to be some of your best content. Writing white papers will help establish this credibility, and it can also be used to drive people to your website by sharing it on social media or through email. Another great benefit of white papers is that you can break it down into smaller pieces.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

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

Top Rank Marketing

MARCH 11, 2024

Why B2B companies need content marketing services B2B buying cycles are long and involve a whole host of stakeholders. It ensures that every piece of content – whether a blog post, a white paper or a social media update – serves a clear purpose.

Work Management 106

Work Management Marketing Management B2B Marketing Service 106

Online Marketing Institute

APRIL 4, 2011

Content for Thought Leadership We have seen effective thought leadership-style posts aid in the sales process -- particularly when dealing with complex B2B buying cycles. If they do, it can provide a valuable human face to an organization, particularly when the buying decisions of company solutions involve executive leadership.

B2B Thought Leadership 40

B2B Thought Leadership SEM Peer-to-peer Enterprise Management 40

SnapApp

DECEMBER 4, 2017

Interactive Content Statistics. . Add interactivity, and they become even more engaging for the reader. . B2B buyers are most likely to share their name and email address in exchange for webinars (79%), white papers (76%), analyst reports (66%), and ebooks (63%) - DemandGen. . Interactive Content Statistics. . #44.

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. B2B Lead Generation Benchmark Study 2009. Blog Marketing Interactions Twitter Ardath421. Involve: once they've taken action, make it compelling enough that they initiate follow-on interactions to learn more.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Unbound B2B

JANUARY 16, 2023

After all, it is easier to convince people to buy a paper shredder than to get them to adopt your software into their daily workflow. Define your user’s journey User journeys should be mapped out and benchmarked. Schedule regular interactions Stay in touch with your SaaS customers.

Planning 40

Planning Enterprise Management Marketing Plans Work Management 40

The ROI Guy

JUNE 29, 2011

Overall, buyers continue to prefer documents such as research briefs, white papers and blog posts as the most important form of content along each stage in the buyer’s journey. The podcasts are effective at providing research insights and education, but quickly fall off as a decision support tool in later phases of the decision cycle.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40

Madison Logic

MARCH 25, 2022

As ABM is usually synonymous with winning large enterprise-level accounts, a lead nurturing strategy is needed to engage multiple decision-makers across long and potentially complex buying cycles. Benchmark against your own conversions. There are a number of different metrics you can look at to benchmark your lead nurturing.

Account Based Marketing 52

Account Based Marketing Lead Nurturing Top of Funnel Enterprise Management 52

B2B Marketing Zone Posts

OCTOBER 5, 2010

Social CRM: social media and communities in customer relationship management and marketing - Conversionation , September 9, 2010 Let me start this post with a quote from “Using your customers’ desired actions to increase your sales”, a paper Gerry McGovern and Kristin Zhivago published earlier this year. You have a list. Here’s a bunch.

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40