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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Valasys

OCTOBER 17, 2019

A CRM system helps companies to stay connected with their customers, streamline their sales cycles to optimize revenues & improve their profitability. Not as an alternative to having a competitive product or reasonable price- but as a differentiator. Accordingly, marketers can make their sales forecasts.

B2B Sales 53

B2B Sales Work Management Marketing Management CRM 53

The ROI Guy

JANUARY 5, 2011

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. Advice> Diagnostic tools such as assessments and benchmarks can provide the driver for more executive engagements earlier in the sales cycles, when key budget and solution decisions are made.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

Valasys

SEPTEMBER 27, 2019

According to a recent report by CustomerThink 74% of the respondents acceded that by the year 2020, customer experience will surpass price & product as the key brand differentiator. CXM is a goal equally important to marketers as the sales endeavors & runs simultaneously to the sales cycle optimization process.

Enterprise Management 49

Enterprise Management Marketing Management Marketing AI B2B Marketing 49

The ROI Guy

FEBRUARY 14, 2011

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time.

Allocation 40

Allocation Research Practices Forrester 40

The ROI Guy

FEBRUARY 2, 2011

Over the past 18 months, the survey results indicate that CFOs have assumed significant additional responsibilities for several key groups, including: information technology (43%), human resources (39%), production (38%), customer service (37%), and even marketing / sales (33%).

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

Industrial Marketing Today

JULY 9, 2010

Or do we need to show a verifiable ROI? Learn to differentiate between metrics and key performance indicators (KPI). There’s is no question that marketing departments do become a lot more efficient by automating many of these marketing tasks. However, is improving efficiency enough to justify investing in Marketing Automation?

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

The ROI Guy

MARCH 30, 2011

Empowered: 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.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 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

Madison Logic

AUGUST 24, 2023

It’s the key to identifying and prioritizing the best accounts for engagement, crafting personalized content to speed up the sales cycle, and optimizing pipeline impact and ROI. This lack of differentiation can harm your brand’s ability to stand out and build unique customer relationships.

Intent Signal 52

Intent Signal Marketing Automation Services Intent Data Account Based Marketing 52

SnapApp

JUNE 5, 2018

Marketing can create targeted content to fill gaps at pivotal points in the sales cycle. Sales have all the content needed to close qualified prospects who are deep in the consideration phase of the sales cycle. Only 3% of your market is actively buying – 56% are not ready and 40% are poised to begin.

Lead Qualification 81

Lead Qualification Lead Ranking Sales Management Lead Scoring 81

Ambal's Amusings

AUGUST 27, 2009

Sales Lead Expert’s Learning Center. Keeping a Closer Eye on Content ROI – CMO Council. Designing content to answer your buyers differing needs as they work through their buying process will. Keeping a Closer Eye on Content ROI – CMO Council. MarketingSherpa. B2B Lead Generation Benchmark Study 2009.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Adobe Experience Cloud Blog

MARCH 20, 2013

This is likely the most single biggest differentiator we see in companies that are successful with marketing automation. Best Practice #2: Deliver Targeted, Relevant Content When it Counts–Understand your Prospects’ Buying Cycle. “The first step is understanding who’s involved in the buying cycle.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Practices 48

Valasys

JULY 30, 2019

Display advertising requires a lot of patience & can take a bit longer to give positive ROI, depending upon the buying cycle associated with a particular product. Many companies such as Intuit, Salesforce & Zendesk already use display advertisement to optimize for their leads & sales.

Display 40

Display Paid Content Advertising Agencies Advertisements 40

The ROI Guy

JUNE 29, 2011

This has led to a desire to have content that is more targeted, personalized and relevant – giving a rise in popularity to newer content formats such as videos, webcasts and interactive tools (such as diagnostic assessments, ROI calculators and TCO comparison tools).

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40

Single Grain

AUGUST 21, 2014

Typically, marketing automation programs include lead scoring and/or grading modules that help you to determine where leads are in the buying cycle and how closely they align with your definition of an “ideal” buyer. MA programs can help you qualify leads. Marketing automation programs aren’t a good fit for every business.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation Planning 45

Heinz Marketing

FEBRUARY 5, 2018

The thing that was quite different at HubSpot and, I mean, at any software company that I’ve worked at is that the product typically can’t be used until someone buys the product. Further down the sales cycle. You’re listening Sales Pipeline Radio. Ryan Bonnici: Yeah. 100% with you there.

Sales Management 48

Sales Management Top of Funnel Enterprise Management Work Management 48

Hubspot

SEPTEMBER 1, 2016

The term ‘digital marketing’ doesn’t differentiate between push and pull marketing tactics (or what we might now refer to as ‘inbound’ and ‘outbound’ methods). There’s no surefire way to know if that ad was responsible for any sales at all. So what’s the difference? Both can still fall under the umbrella of digital marketing.

Paid Content 78

Paid Content Planning Paid Search Agency Mobile Advertising 78

seo.co

FEBRUARY 14, 2023

Ultimately, this guide will consider strategies that accomplish as many of these goals as possible, as consistently as possible, for the least amount of total investment (and therefore, highest ROI). Fast sales cycle. First, most SaaS companies have lightning-fast sales cycles. Brand differentiation.

Paid Content 97

Paid Content Paid Search Agency Work Management Marketing Management 97

Onalytica B2B

APRIL 27, 2017

It’s all about looking at the sales cycle as a psychological process; the power of influence and persuasion to get potential clients over the line. Influencer marketing has better ROI. Influencer marketing has a superior ROI compared to PPC; $6.50 in revenue for every $1 spent. they spend on AdWords.

Paid Content 235

Paid Content PPC Paid Search Agency WOM 235

SnapApp

DECEMBER 14, 2016

And it's STILL a big differentiator! Self directed B2B buyers educating themselves through the sales cycle can be engaged through the entire sales process with mobile video. To differentiate, challenge industry assumptions. Email still offers significant ROI for B2B marketers and should not be ignored.

Paid Content 62

Paid Content B2B Marketing Trends Sales Management 62

The ROI Guy

SEPTEMBER 17, 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. Updated Alinean Social Media ROI Calculator - New.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

TrustRadius Marketing

NOVEMBER 2, 2022

The vendor describes the benefits of Webexpenses as including: 3 hours saved per claim Increase visibility and spend projection 43% reduction in errors + fraud 400% ROI, with system payback in an average of 3 months. 23% Decrease in sales and marketing costs. 40% Decrease in the cost of customer service. ? LEARN MORE. LEARN MORE.

Enterprise Management 98

Enterprise Management Digital Asset Management Work Management Marketing Management 98

TrustRadius Marketing

NOVEMBER 2, 2022

The vendor describes the benefits of Webexpenses as including: 3 hours saved per claim Increase visibility and spend projection 43% reduction in errors + fraud 400% ROI, with system payback in an average of 3 months. 23% Decrease in sales and marketing costs. 40% Decrease in the cost of customer service. ? LEARN MORE. LEARN MORE.

Enterprise Management 52

Enterprise Management Digital Asset Management Work Management Marketing Management 52