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

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

xiQ

AUGUST 8, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. For a century, buying has been framed in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). But Gartner research (see here and here ) indicates a very different contemporary buying reality.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. For a century, buying has been framed in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). But Gartner research (see here and here ) indicates a very different contemporary buying reality.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48