The ROI Guy

APRIL 26, 2013

In the past you could facilitate the buyer’s journey with more traditional content, but unfortunately your prospects say this won’t cut it any more: 1. The good news is that dynamic content can be leveraged to deliver the personalized, provocative and insightful engagement buyers need to facilitate their decision making process.

Best Practices 40

Best Practices Paper Advertising Benchmark Budget Programs 40

The ROI Guy

SEPTEMBER 17, 2010

Prospect driven buying cycles mean that buyers research solutions on their own, and do their own due diligence, engaging sales much later in the sales cycle. Not only is it important to provide the right content to create a dialogue with overloaded and frugal buyers, but to present the right information at the right time.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 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. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Ambal's Amusings

SEPTEMBER 10, 2009

Buyers need details, and especially results. Michele Linn is a freelance marketing writer specializing creating buyer-focused B2B marketing content, such as white papers, research reports, feature articles and case studies. Even better, use quotes from more than one person and layer them throughout your paper.

Case Studies 100

Case Studies Case Study Studies Work Management 100

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Peer-to-peer 40

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

The ROI Guy

MARCH 15, 2011

Product Selling No Longer Works Visit most B2B websites, or view a sales professionals presentations, and you will find many are still centered around product features, functions and price - focused on the vendors solutions versus the value the solutions deliver.

Forrester 40

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

The ROI Guy

JANUARY 17, 2011

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. White Papers are Influence Kings, But Need Persona.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JANUARY 3, 2012

Yet we see time and again that sales professionals are having a difficult time abandoning their old product or solution focused sales methods, and adopting new strategies and tools remains difficult even when there is significant and compelling evidence that change is needed. Is there a way to get sales to overcome this status-quo bias?

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

ClickZ

DECEMBER 22, 2020

The silos created present challenges in achieving personalization and customer experience (CX) outside of marketing. Later these outcomes are used to outline customer journeys while relying on unsuccessfully personalized content to meet buyer needs. A narrow focus into marketing operations.

Enterprise Management 102

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 102

NetLine

NOVEMBER 30, 2023

Identify the key themes and information needs of in-market buyers at each sales stage A good place to start is by pinpointing the key themes and information in-market buyers need at each stage of their journey by analyzing intent data to uncover common trends, pain points, and interests. Created using DALLE via ChatGPT.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

ClearVoice

JUNE 21, 2023

White papers: Long-form reports or guides that provide factual evidence on the benefits and features of a product or service are commonly used in B2B marketing to develop authority in the space. B2B buyers need to consider multiple options when choosing a product or service.

Content 52

Content Marketing & Strategy B2B Work Management 52

Sales Engine

NOVEMBER 3, 2017

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Hubspot

DECEMBER 18, 2023

Instead of guessing when eager buyers need products or services like yours, you'll get a notification straight to your inbox. You can then present your offering as a solution to their needs. Setting targeted Google Alerts for sales can give you invaluable insights into your niche. But that‘s not all.

Sales Management 70

Sales Management Top of Funnel Google Lead Scoring 70

Sana Commerce

OCTOBER 4, 2021

In B2B, with complex purchase cycles, pricing, and extensive product configurations being common, this presents a challenge. Diving specifically into the digital customer experience, currently, companies are twice as likely to be chosen as a buyer’s preferred supplier if the digital experience offered is outstanding. White paper.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

Content4Demand

SEPTEMBER 29, 2020

Choose a format like an E-book or white paper to present your findings. Marketing surveys make terrific sources for a slew of additional assets that can be used anywhere along the buyer’s journey. Webinars make excellent platforms to present research findings in an interactive, conversational environment.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

Sales Engine

MARCH 13, 2017

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Hubspot

JANUARY 14, 2015

I did everything from attending all the grand openings celebrations to coordinating flier distribution in the neighborhoods surrounding the store to weekend coupons in the Sunday paper and running ads. I delivered energy conservation presentations to large and small audiences, which proved invaluable in my marketing career.

Work Management 28

Work Management Paid Content Marketing Management Paid Search Agency 28

Sales Engine

MAY 12, 2016

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. A company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

accelerate agency

APRIL 11, 2023

Instead of producing a product with all the necessary features during initial software development, useful updates can be offered to users whenever the need presents itself. The aim here is to set up a repeatable sales process, one that is efficient and presents opportunities for scaling.

Enterprise Management 52

Enterprise Management Paid Search Agency Work Management Marketing Management 52

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. These buyers are demanding marketers to create content that is more concise, relevant and personalized.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40

LEADership

DECEMBER 2, 2014

35% of monthly leads generated from paid ads promoting infographic and white paper content — up from 5% two years ago. On the contrary, because the information is presented in a visually appealing and compelling manner, the facts are more easily understood, retained, and best of all, shared. 1,000% increase in social media followers.

Paid Content 40

Paid Content Lead Generation Planning Sales Qualified Leads 40

B2B Digital Marketer

OCTOBER 5, 2020

Now that we know who we’re going after and the messaging that’s going to resonate with them and what winning looks like for us, let’s go hang out where they hang out and let’s go build awareness and start presenting that message so that we can start getting that memorization. What did they need?

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

The ROI Guy

SEPTEMBER 28, 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. Tuesday, September 28, 2010 Do White Papers Still Engage?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Webbiquity

NOVEMBER 19, 2013

Tell stories; inspire prospective buyers with tales of what your current customers have achieved. While text (such as blog posts and white papers) will continue to play a significant role in B2B marketing, messages and concepts can often be delivered in a more compelling manner through infographics, online slide presentations, and video.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100

Webbiquity

NOVEMBER 19, 2013

Tell stories; inspire prospective buyers with tales of what your current customers have achieved. While text (such as blog posts and white papers) will continue to play a significant role in B2B marketing, messages and concepts can often be delivered in a more compelling manner through infographics, online slide presentations, and video.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100