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. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 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. Plus, you can use those quotes in other marketing materials. Call to action.

Case Studies 100

Case Studies Case Study Studies Work Management 100

The ROI Guy

MARCH 15, 2011

B2B buyers are now relying on industry analysts, peers and trusted 3rd party publications, but not on vendors, to help them facilitate important purchase decisions. With less resources than ever before, buyers demand more proactive consultative advice and support throughout the buying cycle. Who will use your product?

Forrester 40

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

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. 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

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. 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

NOVEMBER 3, 2017

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MARCH 13, 2017

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Back then, buyers needed Sales to stay informed and make a purchase, and Sales needed buyers to stay employed.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

MAY 12, 2016

A buyer might call a sales rep for no other reason than to hear about the latest products on the market, to make sure a competitor wasn’t enjoying a piece of technology they weren’t aware of. Back then, buyers needed sales to stay informed and make a purchase, and sales needed buyers to stay employed.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Only 42% of content marketers actually talk with customers to understand their needs.

Top of Funnel 118

Top of Funnel Work Management Marketing Management Content 118

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Only 42% of content marketers actually talk with customers to understand their needs.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

Kapost

APRIL 14, 2016

Sixty-nine percent of senior marketers cite understanding buyer needs as the most important go-to-market strategy, and 80% of these same marketers view creating collateral as their top priority. In this way, they were able to offer relevant discounts according to customer’s individual purchasing habits.”.

Top of Funnel 69

Top of Funnel B2B Marketing Product Work Management 69

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. Once the solution is justified, a particular provider needs to be selected in the Decision phase.

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. Content must be valuable and relevant for all parts of the sales cycle. Show buyers how to make the right decision. 1,000% increase in social media followers. Right time, right place, right person.

Paid Content 40

Paid Content Lead Generation Planning Sales Qualified Leads 40

Single Grain

AUGUST 6, 2019

Some business owners are moving away from the term “marketing funnel” because they think it’s too mechanical or simplistic to describe the lead nurturing sequence by which customers move from awareness to purchase. Stage #4 – Purchase Decision. Stage #5 – Post-Purchase Behavior. Stage 1 – Problem/Need Recognition.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112

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

Martech

APRIL 15, 2022

This is because buyers seek expertise when dealing with other businesses, while consumers typically seek the best deals and most exciting products. So your marketing needs to be more personalized than it might otherwise be when targeting B2C customers. Account-based marketing addresses changes in B2B buyer behavior.

Marketing AI 122

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 122

Webbiquity

NOVEMBER 19, 2013

Buyers were different, sales cycles were different, messaging was different, and media was different. Tell stories; inspire prospective buyers with tales of what your current customers have achieved. Services are a major component of sales. Image Credit: Lydia’s Marketing Blog. Committees make decisions.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100

Webbiquity

NOVEMBER 19, 2013

Buyers were different, sales cycles were different, messaging was different, and media was different. Tell stories; inspire prospective buyers with tales of what your current customers have achieved. Services are a major component of sales. Image Credit: Lydia’s Marketing Blog. Committees make decisions.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100