The ROI Guy

FEBRUARY 20, 2019

Fix a Broken Buyer Journey As your prospects struggle to overcome increasing buying friction, your sellers could be the heroes your buyers need. Modern B2B buyers want help accelerating the decision process and assuring decision success.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Hubspot

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Identify your ideal buyer persona.

Sales Management 97

Sales Management Top of Funnel Buy Advertising Agencies 97

Biznology

JULY 13, 2018

That’s why it’s critical to create content that appeal to the different buyer needs. Creating comparison charts and talking about features that truly differentiate you is critical here. Frequently, buyers will opt to take no action because no solution has presented itself as a clear improvement to the current situation. (Or

Buying Cycle 117

Buying Cycle Buy Comparison Content 117

Seismic

OCTOBER 28, 2021

In this new normal, buyer engagement consists of social selling, Zoom calls, and remote presentations. A buyer in 2021 starts their day at a desk, most likely in their home office. A buyer journey that previously started at an industry conference now begins on LinkedIn and consists of review site searches and case studies.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Sana Commerce

SEPTEMBER 28, 2023

This need for consent arises from the legal obligation for websites to securely store user data via cookies during browsing sessions. However, it’s important to differentiate between consent and broader data privacy. Are you aligned with your buyer needs? Learn more in the B2B Buyer Report 2024.

Marketing Management 52

Marketing Management B2B Privacy Trust Marketing 52

The ROI Guy

JULY 9, 2018

Over 70% wait until needs are defined before taking a sales meeting, and almost half have already identified a solution. Most buyers ( 58% ) saw little difference among sellers, and 10.4% What if you could have the differentiating value messaging you need to better communicate and quantify your unique value to prospects?

Business 53

Business Peer-to-peer Differentiation Case Studies 53

Aberdeen

OCTOBER 19, 2022

To this point, during his presentation, Eilam noted that there are five building blocks for CXi: Digital entry points. He also noted that CX fluency doesn’t mean blindly prioritizing customer needs. One of the other areas Jarman covered during his presentation was NICE’s cloud strategy and updates. Journey orchestration.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Contacts 52

The ROI Guy

SEPTEMBER 22, 2014

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

ViewPoint

MARCH 22, 2011

Along with a number of explicit rational criteria, a powerful irrational impulse is always present to influence the purchase decision. A strong brand with an effective positioning strategy speaks to and taps into the totality of these buyer needs.". Customer Experience Management: Past, Present and Future.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

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

Ambal's Amusings

AUGUST 27, 2010

"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

JANUARY 25, 2011

This results in information overload, with low response rates, a slower buying process and lack of competitive differentiation. Based on responses to profile questions the white paper is personalized to analyze the buyer needs and present relevant and personalized results.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

DECEMBER 2, 2014

But it’s not about just about making more customer calls or spending more time giving customers presentations. Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key. More than 1/3 rd would rather go to a Dentist than sit through another Death by PowerPoint presentation.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

Hinge Marketing

APRIL 13, 2022

Do you wish your marketing messages were more sharply focused on buyers’ needs or better explained how your firm is different from competitors? Do you sometimes struggle to answer your buyers’ tough questions? They don’t need to memorize anything verbatim, but they should familiarize themselves with the most relevant sections.

Work Management 106

Work Management Marketing Management Service Differentiation 106

Madison Logic

MARCH 13, 2024

Utilize Data-Driven Insights to Understand Buyer Needs and Preferences to Deliver More Personalized Experiences Personalized experiences make buyers feel seen, appreciated, and understood. data that another provider has provided) to determine buyer intent is equally unreliable. Here’s how to shift your ABM approach.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

ClearVoice

MAY 26, 2020

It clearly explains what differentiates you, or makes your offering “unique,” and why you are the best choice on the market. Brands that demonstrate how they are uniquely positioned to meet buyer needs are the ones that will be noticed while their competitors are overlooked. Differentiator : Improving lives and communities.

Examples 107

Examples Class Differentiation Trust Marketing 107

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. Differentiate Example: ShoreTel TCO Tool The Unified Communications market is extremely competitive, and an emerging leader, ShoreTel, needed to demonstrate head-to-head cost advantages.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Mereo

APRIL 16, 2020

Perhaps departments have a different understanding of the target buyer. Maybe everyone is working from a different business plan or differentiated value messaging platform. According to research conducted by the CMO Council, salespeople invest upwards of 40% of their time creating presentations and other sales cycle content.

Work Management 81

Work Management Cross-Selling Marketing Management Differentiation 81

Sana Commerce

AUGUST 21, 2023

When we compare the buying experience between two B2C customers, they will probably have different tastes and preferences when it comes to product SKUs and payment methods, but in this case the customer journey requires very little differentiation between customers. Specific B2B requirements Most B2B processes have unique needs.

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

Hubspot

FEBRUARY 8, 2023

Interacting with humans intelligently.The Need for Artificial Intelligence in Sales The Need for Artificial Intelligence in Sales An estimated 33% of an inside sales rep’s time is spent actively selling. Artificial intelligence presents a compelling opportunity to improve this stat and level up your sales operation.

Marketing AI 82

Marketing AI RFP Work Management Marketing Management 82

The ROI Guy

NOVEMBER 29, 2017

Clearly there is a Value Gap , between buyers need for financial justification and making a compelling case for change to the ever larger decision making team, and solution providers inability to consistently and credibly articulate and quantify unique business value and provide this in a solid business case proposal.

Peer-to-peer 53

Peer-to-peer Research Lead Scoring Lead Ranking 53

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Empower channel sales with differentiating ROI selling approach and value added ROI services, helping to improve channels sales loyalty, effectiveness, satisfaction and retention. .

ROI 40

ROI Lead Scoring Lead Ranking Enterprise Management 40

Content Standard

OCTOBER 2, 2020

” — Amy Porterfield “Instead of one-way interruption, web marketing is about delivering useful content at precisely the right moment when a buyer needs it.” ” — Christopher Penn “Focus on the present. ” — Seth Godin “Our job is to find the truth and present it well.”

Paid Content 117

Paid Content Top of Funnel Planning Paid Search Agency 117

Seismic

AUGUST 31, 2020

Today’s buyers expect brands to deliver personalized content experiences at every touchpoint of their journey with your brand, from awareness all the way through to purchase. To meet buyers’ needs we’re introducing two new features that reimagine sales content as differentiated, engaging, and buyer-driven experiences.

Top of Funnel 105

Top of Funnel Bundling Digital Marketing Funnels Content 105

Convert

AUGUST 15, 2022

Experiment with sliders to make them more presentable. You can use them to present testimonials and product images from different angles. How do you present these filters? Another idea you can test on your category pages is how many products to present per row. This is copywriting that needs to be optimized.

Optimization 59

Optimization Examples ROAS Paid Search Agency 59

Metadata

FEBRUARY 16, 2021

Udi Ledergor: And then about 18 months ago, we had increasingly come to the conclusion that we had outgrown the conversation intelligence category and we needed something new. ” Revenue intelligence is the present and the future. We need categories, so that we know how to compete. That’s Gong of 2016.”

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52