The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

Peer-to-peer 40

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

The ROI Guy

NOVEMBER 4, 2010

According to IDC, over 90% of IT buyers are economic buyers / economically focused; Technology marketers are focusing more investments on digital channels, and this is good because executives and economic buyers favor on-line research and content. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 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. What does the customer need to be successful?

Forrester 40

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

The ROI Guy

JANUARY 17, 2011

To address the frugal buyer, leading sales enablement groups and marketers are now providing tools to help buyers diagnose their issues, justify solutions, and compare to prove superior value. For most buyers it’s easier to do-nothing, than to change. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Heinz Marketing

SEPTEMBER 6, 2021

So all the things about putting buyer needs first, and really understanding the personas that you’re marketing to, and making sure that you are starting with value and benefit oriented messaging, and all of the tactics that have been used in the public sector, a lot of them transfer over. I don’t know.” ” Right?

Enterprise Management 101

Enterprise Management Work Management Marketing Management Paid Search Agency 101

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Addressing Changes in the B2B Buying Cycle. The Future of Buyer Relationships by Business2Community. B2B Sales Trends and Strategies.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

Sales Engine

AUGUST 23, 2016

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. I think that a lot of us who grew up in sales thought that we were awesome at prospecting.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. I think that a lot of us who grew up in sales thought that we were awesome at prospecting.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. Unfortunately, most of todays buyers suffer from Information Overload as a result of current "carpet bombing" marketing strategies.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40