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. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

Marketing Insider Group

JANUARY 24, 2013

Forrester – Forrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. A curated production process + a fully-vetted community of creative pros = outstanding and affordable video content. Write case studies, eBooks, white papers, etc.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

The ROI Guy

DECEMBER 6, 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. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

JANUARY 25, 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.

ROI 40

ROI Marketing Budget Work Management Budget Programs 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. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 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

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper). Tune and refine the buying process. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

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

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. The more independent the content, the more credible it is.

Social Media 40

Social Media ROI Practices Media 40

Adobe Experience Cloud Blog

JULY 12, 2010

Forrester Research shows that 59% of consumers open email based on their individual interests and 51% open emails based on their needs at that time. Sell the right product to the right customer. Purchases of a specific product/category/service. Product category of site browsers. Why should segments be developed?

Email Marketing 48

Email Marketing Practices Lead Scoring Lead Ranking 48

The ROI Guy

MARCH 30, 2011

Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." . Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." This methodology includes replacing the traditional Product, Place, Promotion and Price with a new 4-Ps mantra of: 1.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 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. The prospect performs a web search and they look at white papers, articles, videos, webinars, etc.

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. The prospect performs a web search and they look at white papers, articles, videos, webinars, etc.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Single Grain

MARCH 9, 2021

SEO for B2B organizations puts your products in front of your prospects at the right time because it helps you reach and convert key business decision-makers within companies through specific keywords that they search for while at work. White papers. Product comparison. Difference Between B2B SEO and B2C SEO.

Lead Scoring 137

Lead Scoring Lead Ranking Marketing Automation Services SEO 137

Delivra

NOVEMBER 14, 2018

Forrester has predicted that spending on marketing automation will hit $25 billion by 2023 , signaling a 14% annual growth rate since 2017. Optimizing overall productivity. For example, consider offering discounts on your solutions only after the prospect has indicated a deeper interest in your product—at the Consideration Phase.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation B2B Marketing 45

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Influence: your prospects are driven to promote this knowledge to others in their organization and drive interest and buy-in for your product or service. NOTE: generic product, not our product. Read on to get their insights. Rebel Brown's blog Phoenix Rising.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

SnapApp

DECEMBER 4, 2017

Takeaway : Blogging is still one of the most widely-used content marketing strategies, and for a good reason; blogging builds links (and authority), gives you a platform promote your product/service, and provides a vehicle to educate prospects. . . And, it’s nowhere near as targeted as content marketing. . . TopRankBlog. .

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness.

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. We want to become a trusted advisor so later, when they are ready to buy, our company is where they will turn.”.

Lead Nurturing 45

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 45

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. We want to become a trusted advisor so later, when they are ready to buy, our company is where they will turn.”.

Lead Nurturing 40

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 40

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. We want to become a trusted advisor so later, when they are ready to buy, our company is where they will turn.”.

Lead Nurturing 40

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 40

Webbiquity

OCTOBER 8, 2019

The next largest expense is usually content production: website copy, blog posts, marketing collateral, white papers, ebooks, video, infographics, social media posts, etc. Actually, the B2B market is about twice as large, according to Forrester. Any product can be considered “boring” if looked at in isolation.

Enterprise Management 236

Enterprise Management Work Management Marketing Management Marketing Automation Services 236

Full Circle Insights

SEPTEMBER 20, 2022

ABM is taking B2B marketing by storm, and in response to increasing customer requests, Full Circle has developed an innovative product that allows marketers to track account engagement from both digital and non-digital campaigns within an account funnel. ” , an April 2022 report by Forrester. SAN MATEO, Calif.,

Full Circle Insights 52

Full Circle Insights Account Based Marketing Marketing Attribution Sales Management 52

Madison Logic

MARCH 25, 2022

As ABM is usually synonymous with winning large enterprise-level accounts, a lead nurturing strategy is needed to engage multiple decision-makers across long and potentially complex buying cycles. This could be in the form of case studies, white papers, or eBooks that have been personalized to the priorities of each stakeholder.

Account Based Marketing 52

Account Based Marketing Lead Nurturing Top of Funnel Enterprise Management 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

The ROI Guy

SEPTEMBER 16, 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. So how much is spent on sales enablement?

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

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. White Papers are Influence Kings, But Need Persona.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

SnapApp

DECEMBER 14, 2016

Now you're ready to become MUCH more productive. I also foresee B2B folks pulling back or maintaining the same amount of content production next year. Companies like Narrativa are doing cool things like making product descriptions from specifications automatically. [link] | https://twitter.com/crestodina. Glad you asked.

Paid Content 62

Paid Content B2B Marketing Trends Sales Management 62