ViewPoint

MARCH 6, 2012

According to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs: 9 out of 10 organizations market with content marketing. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

Forrester 120

Forrester Buyer Personas Peer-to-peer Lead Ranking 120

The ROI Guy

APRIL 14, 2015

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Why Your Solutions? Percent in 2014 Gartner Forecasts 3.1%

Gartner 40

Gartner Forecasting Planning Marketing Proposals 40

The ROI Guy

NOVEMBER 10, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). • Why Your Solutions?

Gartner 40

Gartner Forecasting Spending Forrester 40

The ROI Guy

MARCH 20, 2013

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. Prove Your Not the Same Quantify the Pain Too often, your sales professionals dive into the value of your proposed solution before the Prospect even understands that they have an issue worth addressing.

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

MARCH 1, 2016

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Why Your Solutions?– This past year reported by 71% of respondents.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

JANUARY 16, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), • Why Your Solution?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester).

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

JULY 15, 2015

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Why Your Solutions? Percent in 2014 Gartner Forecasts 3.1%

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

OCTOBER 15, 2014

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. Adoption CEB CRM Forrester Qvidian ROI Sales Benchmark Index Sales Enablement Sales Tools Sales Training salesforce.com SiriusDecisions Value Selling'

Forrester 40

Forrester Budget Programs Peer-to-peer Salesforce.com 40

The ROI Guy

JULY 9, 2013

–the Prospect should not wait to address the issue because they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), Why You? So how well do you deliver the business cases that CFOs demand?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 8, 2013

–the Prospect should not wait to address the issue because they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). According to Forrester, less than 12% of sales engagements are focused on customer value.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

APRIL 8, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), Why Your Solution? Percent in 2014 Gartner Forecasts 3.1%

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

APRIL 15, 2014

And research from Forrester indicates that the late engagement could have serious impacts on win rates? Almost 60% of a typical pipeline is being indicated as stalled – no longer moving forward in the decision making process, this according to the Sales Benchmark Index. Second you have to prove the value of your proposed solutions.

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

The ROI Guy

OCTOBER 31, 2011

Goal : Use this research on goals and opportunities to develop and prioritize your proposals to help address strategic goals. Proving financial rewards for proposed projects can help prioritize thigh reward / low risk projects over others that deliver less growth opportunities / savings and bottom-line impact.

Marketing Management 40

Marketing Management Allocation Gartner Marketing Proposals 40

The ROI Guy

JANUARY 5, 2011

Advice> Diagnostic tools such as assessments and benchmarks can provide the driver for more executive engagements earlier in the sales cycles, when key budget and solution decisions are made. driven by customer's "enterprise-wide strategic procurement initiatives. to buy only what they need at the lowest possible price.” April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

Terminus

OCTOBER 26, 2018

99% of the leads you create will never become customers, according to Forrester Research. Unsurprisingly, Sales Benchmark Index found that 65% of the buying process is now done before the buyer engages with to sales. It’s similar to receiving a request for proposal (RFP). Leads Will Never Buy From You.

RFP 20

RFP Sales Qualified Leads Leads Lead 20

The ROI Guy

MARCH 15, 2011

Frugal Buyers: With two economic downturns over the past decade, buyers have been forced to do-more-with-less, and CFOs have gained more formal control over business groups and key purchase decisions, leading to an unprecedented level of financial due diligence on proposed spending. Fight Frugalnomics with Outcome Selling?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

MARCH 30, 2011

Marketing guru Geoffrey Moore , who’s Crossing the Chasm remains the guidebook for many technology marketers, indicates that buyers are forced to do-more-with-less, leaving less than 15% in discretionary funds to fund new projects, and with less money to go around, subjecting proposals to higher levels of review in buying organizations. •

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. Serious budget constraints make even high ROI projects hard to get approved.

Marketing Management 40

Marketing Management Process Peer-to-peer Case Studies 40

The ROI Guy

NOVEMBER 29, 2010

Content and tools that help buyers assess the economic impact of implementing the proposed solutions, or the cost of “doing nothing”, are essential. Frugalnomics According to Forrester analyst Scott Santucci, go-to-market models always change during periods of disruption, and Great Recession has certainly caused its share of turmoil.

Peer-to-peer 40

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

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. ► October (8) Tech Marketers May Need to Rethink Budgets for 201.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JANUARY 6, 2012

More control is in the hands of finance, requiring more economic justification on each proposal. However, it is during this early phase that buyer’s indicate establishing strong provider preferences, with Forrester indicating that 65% of vendors who create the buying vision during these early phases of the journey getting the deal.

Work Management 40

Work Management Marketing Management Gartner Forecasting 40

The ROI Guy

DECEMBER 6, 2010

Empowering sales with executive assessment tools so that they can interactively, in a value-add workshop, diagnose prospect’s issues more thoroughly and completely, benchmark the issues versus peers and leaders to set priorities and create urgency, and provide a roadmap of potential recommendations. They do if they are.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

From the research, IDC indicates that vendors should invest in content, tools and support to help buyers proactively identify and frame their issues / opportunities and quantify the benefits and value of proposed solutions in order to prove contributions to growth, savings and bottom-line impact. They do if they are. Is Marketing Too Busy?

Work Management 40

Work Management ROI Marketing Budget Marketing Management 40

The ROI Guy

APRIL 12, 2013

Forrester reports that less than 12% of sales professionals are perceived as value-focused by executive prospects, while the inability to communicate value messages remains the number one challenge for sales teams making quota. While coaching provides guidance as to the when and how the sales tool should be used, support is also important.

Tools 40

Tools Work Management Paid Search Agency Advertising Benchmark 40

The ROI Guy

FEBRUARY 4, 2009

Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. In these analyses, Microsoft indicates that consolidation ratios / performance are on par between competitive solutions, meaning that you cannot get more consolidation with one solution versus another. They do if they are.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Rev

NOVEMBER 20, 2018

For marketing, a few benchmarks shed light on the ineffectiveness of this approach. Today, according to B2B benchmarking giant, SiriusDecisions, marketing rarely sources 45% of the leads that sales needs to hit quota. Additional benchmarks shed light on this problem.

Marketing AI 119

Marketing AI Paid Content Paid Search Agency Allocation 119

Rev

NOVEMBER 20, 2018

For marketing, a few benchmarks shed light on the ineffectiveness of this approach. Today, according to B2B benchmarking giant, SiriusDecisions, marketing rarely sources 45% of the leads that sales needs to hit quota. Additional benchmarks shed light on this problem.

Marketing AI 68

Marketing AI Paid Content Paid Search Agency Allocation 68

Vidyard

MARCH 23, 2021

TikTok Video Statistics Video in Business Benchmark Report Know where you stand, so you can stand out. Forrester blogs– Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms, October 2020 Connect, Convert, and Close More Deals Easily create and share 1-to-1 videos. Source: Vidyard 2021 Video Benchmark Report.

Stats 65

Stats Video Marketing Enterprise Management Planning 65

The ROI Guy

JULY 8, 2014

– the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), • Why Your Solution? Percent in 2014 Gartner Forecasts 3.1%

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Vidyard

FEBRUARY 18, 2021

Forrester blogs– Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms, October 2020 How to Take Advantage of Video Trend #1 1. Video can demonstrate different features and capabilities; it can also recap meetings and walk through sales proposals. Sales reps are using video from prospecting to proposals.

Sales Management 65

Sales Management Trends Video Marketing B2B 65

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. B2B Lead Generation Benchmark Study 2009. Or ask whether your salespeople can meet with their decision team to present customized proposals or quotations. B2B Lead Generation Benchmark Study 2009. Read on to get their insights. Rebel Brown's blog Phoenix Rising.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

AUGUST 4, 2010

These tools can include interactive white papers, executive self-assessments, benchmarking comparisons, ROI calculators and TCO comparisons. Value selling focuses on the benefits and payback of the proposed solution, shifting the focus from cost of the product, to value of the solution. They do if they are. Is Marketing Too Busy?

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

TrustRadius Marketing

NOVEMBER 2, 2022

Define job requisitions with confidence using industry and geographic Compensation Benchmarks. ADP Benchmarks lets users see how they compare to similar companies, industries, and locations, to confidently make strategic decisions based on the industry’s largest data set. To support data-driven decision-making. LEARN MORE.

Enterprise Management 98

Enterprise Management Digital Asset Management Work Management Marketing Management 98

TrustRadius Marketing

NOVEMBER 2, 2022

Define job requisitions with confidence using industry and geographic Compensation Benchmarks. ADP Benchmarks lets users see how they compare to similar companies, industries, and locations, to confidently make strategic decisions based on the industry’s largest data set. To support data-driven decision-making. LEARN MORE.

Enterprise Management 52

Enterprise Management Digital Asset Management Work Management Marketing Management 52