The ROI Guy

SEPTEMBER 17, 2010

According to Forrester analyst Scott Santucci, “Today, buyers are looking for business partners that will help them drive business results or outcomes – rather than bundle their products and services into solutions.” How fundamental is the shift from product / solution selling to value selling / marketing?

Interactive Marketing 40

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

Full Circle Insights

DECEMBER 13, 2021

Moreover, by rolling marketing metrics up into a bundle called “marketing attribution” without acknowledging that there are two parts — attribution metrics and funnel metrics — the marketplace has devalued funnel metrics. Attribution metrics are important because they account for marketing campaign impact on sales.

Marketing Attribution 111

Marketing Attribution Top of Funnel Marketing Management Allocation 111

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Peer-to-peer 40

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

Content4Demand

JANUARY 7, 2020

Whether your product is cellular phones, commercial banking services or content, offer your buyers bundles. Content marketers can include embedded videos or podcasts, links to additional content or quick ways to request a demo or register for a webinar. Principle #1: Provide a default choice. Make the decision easy for your buyers.

Webinar Metrics 54

Webinar Metrics Peer-to-peer B2B Marketing & Strategy 54