KoMarketing Associates

DECEMBER 8, 2015

As we wind down 2015, marketing budgets and planning for the new year begin to take focus. Hopefully, the performance metrics associated with your organization’s marketing programs have yielded success and validation for tactics proposed at the beginning of the year. It is that time in the year again. Demand Generation.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Hubspot

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. Procurement auction. Sourcing event.

RFP 52

RFP Paid Search Agency Marketing Proposals Pricing 52

Televerde

JANUARY 21, 2020

As experts in all things sales and marketing, our clients look to us for guidance. Stumped by a sales or marketing situation? If they like what they hear (and they usually do), our team moves forward and provides a cost proposal. A better marketing strategy is one that markets your brand as a partner, and not simply a vendor.

Marketing Proposals 52

Marketing Proposals B2B Sales Analysis Vendors 52

The ROI Guy

OCTOBER 26, 2018

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company. Clearly, expectations are being missed.

Forrester 69

Forrester Marketing Management FAQ B2B Sales 69

The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

Hinge Marketing

APRIL 29, 2016

A great reputation creates more opportunities—buyers want a market leader in the proposal mix—but reputation can also tip the scales during the decision-making process. What Buyers Avoid. Discerning buyers are looking for clues that a service firm is going to make their lives easier, not create new headaches.

Process 48

Process Peer-to-peer Marketing Proposals Marketing Prospects 48

Hubspot

AUGUST 1, 2023

As a salesperson in today’s business landscape, you'll need to better optimize your time and efficiency. Lekshmi Baskar, who works in enterprise business development, uses AI tools like inFeedo to plan her day. Content Creation AI can generate personalized sales content, emails, articles, landing pages, and proposals.

Marketing AI 56

Marketing AI Ideal Customer Profiles Lead Scoring Lead Ranking 56

Marketing Insider Group

OCTOBER 20, 2011

When you talk to most marketers and even the majority of business people, they get that the web , social media , mobile devices and the content we place on these channels are all important factors in driving real business results. What is Content Marketing and this thing called a Content Strategy ? The Problem.

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Thought Leadership Curation 100

The ROI Guy

AUGUST 13, 2013

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. According to a new research report, IT buyers have dramatically changed.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

Adobe Experience Cloud Blog

OCTOBER 21, 2016

This change has created a new reality for business buyers and manufacturers alike who are both becoming digitally savvy. The Sales and Marketing Blind Spot. As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. The result? What’s the way forward?

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

The ROI Guy

SEPTEMBER 14, 2011

An ROI Tool is used to economically justify solutions to prospects, an important element of today’s sales and marketing campaigns because of a condition called Frugalnomics , where buyers are more empowered, skeptical and frugal than ever before, and as a result, require proof of the bottom-line impact on most investments.

Analysis 40

Analysis ROI Tools Terms and Conditions 40

The ROI Guy

SEPTEMBER 21, 2016

You are putting together your content marketing roadmap, figuring out what content you need to best engage and motivate prospect’s through the buyer’s journey. The major buyer question: Why Change? It is important to prove that you are lower cost, lower risk and provide superior business value.

Buyer's Journey 40

Buyer's Journey Peer-to-peer Features Advertising Benchmark 40

The ROI Guy

MAY 7, 2015

As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. The good news, the buyer is still interested. If you have not, no wonder your proposal is not getting the budget allocation or priority it deserves. Three times was the charm.”

Work Management 40

Work Management Allocation Marketing Management Marketing Proposals 40

Marketing Insider Group

MAY 31, 2012

The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. RT @ HeinzMarketing : attention is marketings currency. ” @ aquarry @ wittlake sales and marketing alignment: just get it done! Cheesy line? Ok, I’ll stop.). Key question! BrennerMichael.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Cost 40

Cost Marketing Proposals Budget Programs B2B Sales 40

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Allocation 40

Allocation B2B Sales Peer-to-peer B2B Marketing 40

The ROI Guy

FEBRUARY 15, 2013

In our recent ValueStory™ roadshows , this has been a great discussion topic, and the reasons discussed seem to be focused on: • The Rise of the Economic Buyer – CFOs and financial executives are “large and in charge” of more groups and more purchase decisions, putting in place more financial scrutiny and hurdles to any purchase decision.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Allocation 40

Allocation Budget Programs Peer-to-peer Marketing Proposals 40

The ROI Guy

SEPTEMBER 22, 2014

What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. In order to navigate the decision making process, the buyer needs to understand “Why consider a change?”

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. What does SiriusDecision’s research indicate as the top business issue for sales in 2015? We hear a lot about Sales being under more pressure in the coming year.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. In IT decisions, business units, IT and finance are all heavily involved.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

The ROI Guy

OCTOBER 18, 2012

And one of the most important elements to providing the Best Buying Experience is for your marketing and sales professionals to provide the right content and consultative engagements to help your buyers overcome challenges, make the right purchase decisions, and drive competitive advantage. You Decide.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

JANUARY 18, 2013

Michael Gerard, VP of IDC ‘s CMO and Sales Advisory Practice indicates in a recent presentation that it now takes more than 650 targets just to get one deal, and each deal is taking longer to close than before, some 19 months for the marketing and sales cycle to complete. This is a good news / bad news story from IDC.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. Even with less spending to go around, the expectations on Sales to deliver incremental revenue regardless of market conditions will be unrealistically high for another year.

Gartner 40

Gartner Allocation Storytelling Spending 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Forrester 40

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

The ROI Guy

AUGUST 17, 2011

The good news is that many marketers and sales enablement groups have realized the change in buyers over the past decade. Frugalnomics is in full effect, with buyers more empowered, skeptical and frugal than ever before. Forced to “do more with less”, these buyers need more consultative advice and help from vendors.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Marketing Proposals 40

The ROI Guy

JULY 19, 2012

Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. In order to break the bias, you need to show how the costs of change are decisively outweighed by 2 times greater potential gains.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

JULY 5, 2011

Buyers are now more: 1) Empowered - using the Internet and social networks to, on their own and with little involvement from sales, do research, discover opportunities, select solution options and competitively compare alternatives. We have coined the change in buyer sentiment, Frugalnomics.

Enterprise Management 40

Enterprise Management Marketing Management Spending Allocation 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

B2B Marketing Zone Posts

SEPTEMBER 8, 2009

Best of B2B Marketing. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals - B2B Marketing Savvy , August 31, 2009. How B2Bs can Improve SEO by Avoiding Duplicate Content - Modern B2B Marketing , August 18, 2009. 20 Formats to Consider - Savvy B2B Marketing , August 26, 2009. August 2009.

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Lead Nurturing Twitter B2B Marketing Lead Ranking 40

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Hubspot

FEBRUARY 8, 2023

Business leaders are already catching on. Forrester also predicts that the market for AI-powered platforms will grow to $37 billion by 2025. AI can assist with a number of sales functions, including: Adapting quickly to buyer needs. Take responding to RFPs (Request for Proposals) as an example. Personalization.

Marketing AI 82

Marketing AI RFP Work Management Marketing Management 82

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. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Peer-to-peer 40

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

Hubspot

SEPTEMBER 4, 2013

For those of us immersed in the world of inbound marketing, it''s easy to understand how inbound tactics can have a major impact on a company''s bottom line. However, we work with a lot of companies that are just now embracing inbound marketing principles and tactics. Remember, you''re dealing with sales people so they need to be sold!

Inbound Marketing 28

Inbound Marketing Work Management Marketing Management Top of Funnel 28

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions.

Interactive Marketing 40

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

Martech

JUNE 27, 2023

A company’s website is the single most important media channel in the marketing communications toolkit. I stand by the old maxim, “If you don’t have a website, you don’t have a business.” In this fast-moving world, I propose a rethink for your website, from the strategic to the tactical. When was your website built?

Marketing Websites 100

Marketing Websites Marketing Management Peer-to-peer netFactor 100

Heinz Marketing

JUNE 4, 2018

By Matt Heinz, President of Heinz Marketing. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. – Territory and Market Optimization – executing to high conversions on the active funnel. What does the buyer need?

Sales Management 54

Sales Management Top of Funnel Enterprise Management Work Management 54