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. The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

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. Your product may truly be one-of-a-kind, but how are your customers supposed to know that?

Marketing Proposals 52

Marketing Proposals B2B Sales Analysis Vendors 52

Hubspot

NOVEMBER 5, 2019

Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. This greatly reduces the amount of time buyers need to spend researching their options, expediting the entire process.

RFP 52

RFP Paid Search Agency Marketing Proposals Pricing 52

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

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 B2B Sales FAQ 69

Vidyard

JUNE 15, 2020

Start out by listing the primary roles who will use video, such as sales reps and their managers, as well as secondary roles who will need to be involved. Other teams and roles who need to be involved will likely include: IT Support: An integration contact who will integrate the video tool with the CRM and marketing platform.

Planning 91

Planning Video Marketing Effectiveness Case Studies 91

The ROI Guy

JULY 11, 2017

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

Vidyard

JUNE 15, 2020

Identify the Teams That Will Drive Adoption Start out by listing the primary roles who will use video, such as sales reps and their managers, as well as secondary roles who will need to be involved. Sample Messaging: Involve leadership and the marketing team in crafting video scripts and templates that speak to buyers’ needs.

Planning 65

Planning Video Marketing Effectiveness Case Studies 65

The ROI Guy

JULY 9, 2018

Schenk says, “We see it in our study, and also in other studies that are out in the market: Being relevant, valuable in differentiating in every buyer interaction is THE challenge. And the key to success is NOT to push products (ideally never!) And we recommend you go beyond the mere communication of value.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

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. um, strategy ?”

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Thought Leadership Curation 100

Adobe Experience Cloud Blog

OCTOBER 21, 2016

Author: Peter Bell The swift digitization of the manufacturing sector continues—it’s no longer just focused on technologies that improve production and system efficiencies. 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.

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

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

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! focus on peers and influencer content needs as primary.

B2B Thought Leadership 100

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

Hubspot

AUGUST 1, 2023

On the impact on productivity, Baskar says, “When you automate the basic things in your day-to-day tasks, you can focus more and more on your prospecting reach outs, [and] have a focused and well-researched approach. 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

JANUARY 8, 2020

The aim of marketing has always been to get and keep new customers to drive growth for our business. In the past, traditional product-led marketing techniques were used to great effect. We could talk about how amazing our product is, justify the price, and let buyers know where to buy it. Now let’s see why.

Top of Funnel 301

Top of Funnel Product Content Marketing Content 301

The ROI Guy

OCTOBER 18, 2012

Did you know that according to CEB, 53% of surveyed buyers indicated that customer loyalty goes to those firms not with superior brand perception, product and service delivery, or even the value-to-price ratio, but overwhelmingly to those firms that provide the Best Buying Experience? You Decide.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 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. SiriusDecisions). and “Why do so now?” , way before “Why your solution?”.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

FEBRUARY 15, 2013

However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits. The Value Gap – Sales and marketing often falls way short in providing the key financial justification content buyers need to make timely and favorable purchase decisions.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 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. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 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

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

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

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

JULY 5, 2011

In prior recoveries, it has been Enterprise Software that has led the way, as organizations sought an edge in productivity to capture recovery revenue opportunities. We have coined the change in buyer sentiment, Frugalnomics. The project then needs to be made a priority amongst the universe of potential projects.

Enterprise Management 40

Enterprise Management Marketing Management Spending Allocation 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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 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

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

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

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. In this fast-moving world, I propose a rethink for your website, from the strategic to the tactical. As with any marketing investment, start with the end in mind. When was your website built? How long since it was refreshed?

Marketing Websites 97

Marketing Websites Marketing Management Peer-to-peer netFactor 97

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

The ROI Guy

JANUARY 3, 2012

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

Salesforce Marketing Cloud

JANUARY 11, 2024

But before you start dreaming of the commission that comes with big-ticket business sales, there’s a lot you need to know about connecting with buyers and influencing their decision to purchase products or services for their companies. B2B sales is when a business sells a product or service to another business.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

Webbiquity

MAY 13, 2014

There’s been a raft of articles recently proclaiming the “consumerization” of all things business: the consumerization of sales, of IT, and of business-to-business (b2b) marketing most prominently. These other sources of friction include: Marketing/Sales Friction. Product/Service Friction. Partial solutions.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Lead Scoring Sales Qualified Leads 100

Tony Zambito

FEBRUARY 22, 2012

This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

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. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Lead Scoring Lead Ranking Enterprise Management 40

The ROI Guy

MAY 4, 2011

Content marketing represents a significant investment, consuming over 26% of total marketing budgets annually, according to surveys of 1,100 marketers by the Content Marketing Institute. Junta42 and MarketingProfs surveyed over 1,100 North American B2B marketers from diverse industries and a wide range of company sizes.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40