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Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval. Quantify the Pain Why Now? Justify the Gain Why You?

Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. the quantified return on investment (ROI) from social marketing efforts.

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

By Dan Sixsmith and Tom Pisello The research and the reality: B2B buyers are more empowered than ever, using the Internet and social media to research your company, products, services, customers, team, history and competitors - self propelling themselves toward a purchase decision. In order to successfully engage and add value, you have to do more than just present information about your products and services, much of which they can learn about on their own via the Internet and social media. So what are these insights? So, where do these ''proprietary'' insights come from?

5 Ways to Get Your Executive Team on Board With Predictive

Radius

Case Studies . Ask your rep for case studies that reflect your buyer use case. Case studies can be oriented in two ways: company-specific or use case-specific. Company-specific case studies help your organization identify with another organization in the same industry or of similar size. The company-specific use case is effective in a hyper-competitive market, when you want to gain insight into how competitors are gaining an edge. View Radius case studies>> 2. Compelling Business Case .

5 Ways to Get Your Executive Team on Board With Predictive

Radius

Case Studies . Ask your rep for case studies that reflect your buyer use case. Case studies can be oriented in two ways: company-specific or use case-specific. Company-specific case studies help your organization identify with another organization in the same industry or of similar size. The company-specific use case is effective in a hyper-competitive market, when you want to gain insight into how competitors are gaining an edge. View Radius case studies>> 2. Compelling Business Case .

Tom Pisello: The ROI Guy: Social Media Hierarchy of Needs - Best.

Tom Pisello

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. This includes promoting and participating in collaborative discussions and engaging users in collaborative product reviews, shared designs and innovation. Alinean Powers ROI Calculator for Interactive Inte.

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Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013). But is Gartner being overly optimistic?

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

ForresterForrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. You Write case studies, eBooks, white papers, etc. Cambridege, MA – [link]. Powerful.

Tom Pisello: The ROI Guy: Marketing Hierarchy of Needs: Achieving.

Tom Pisello

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. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. Winning the Social Media Popularity Contest Seeing ROI in the Cloud?

Tom Pisello: The ROI Guy: The End of Marketing as We Know It.

Tom Pisello

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. With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever.

Three reasons social media marketing favors small businesses

grow - Practical Marketing Solutions

The conversations, research, presentations, and case studies focused entirely on large corporations. For example, I sat through a Forrester presentation on new social web marketing analytics and their ideas on measurement took resources that were way out of reach of the small business owner, meaning … most of us. Source for new product ideas and customer polling.

5 Myths of Social Media Marketing

Marketing Action

Have you tied your social media efforts to a positive ROI? B2B social media has gotten a bad rap in the marketing community, with many marketers claiming a low ROI and seeing a lack of interest from prospects. Not so, says that Forrester report. Myth #4:   Social Media Doesn’t Have a Clear ROI. Myth #1: Social Media is Only for B2C Companies. adult.

How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall. So how well do you deliver the business cases that CFOs demand? Click here to learn more.

Are you CIO Worthy?

The ROI Guy

From Forrester, as reported in their Sales Enablement Forum earlier this year, buyers can easily categorize salesperson agendas, with: · 27% only wanting to tell the buyer about their products / solutions (transactional focused) at over 27% of the time; · 41% listening for a keyword or two so they can give a prepared pitch (buzz word solution focused). Enhanced case studies with video / audio can be more effective, providing evidence of success in the customers own voice / image. Goal: Provide a business case for high value projects to help make the case for change.

How will the Economy Affect the Buyer’s Decision Process in 2012?

The ROI Guy

Serious budget constraints make even high ROI projects hard to get approved. However, it is during this early phase that buyer’s indicate establishing strong provider preferences, with Forrester indicating that 65% of vendors who create the buying vision during these early phases of the journey getting the deal. Value Marketing 2012 Pisello Buying Lifecycle Alinean Value Selling

Social Media Online Courses – Where are They?

WindMill Networking

CMOs still focus on measurability and ROI but are recognizing there’s even more business impact to uncover. This is consistent with Forrester Research ’s recent finding that more than 45% of all companies now use social media assets for product development in addition to customer engagement (83%), and indicates a sea change in the strategic value that CMOs place on social today.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Marketing needs to develop content and assessment tools to help sales professionals add value earlier in the sales process, helping to morph current product / solution sales methodologies towards value selling engagements. According to Forrester’s Mr. Santucci, the Frugalnomics focus has significant and fundamental strategy implications. Death of a Salesman? Death of a Salesman?

Demand Generation 101: 7 Tactics For Generating High Quality Leads

Act-On

The Content Marketing Institute defines demand generation as “the practice of creating demand for an organization’s product or services through marketing.”. Your audience should be more likely to purchase your products or services,” said Rachel Rosin , Act-On’s Web and Content Optimization Manager. Demand generation, aka “demand gen,” isn’t just about leads. The players.

87 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Case studies (69%).

Stats 44

Happy New Year! Maybe not for IT Sales & Marketing

The ROI Guy

Serious budget constraints make even high ROI projects hard to get approved. However, it is during this early phase that buyer’s indicate establishing strong provider preferences, with Forrester indicating that 65% of vendors who create the buying vision during these early phases of the journey getting the deal. growth forecasts. predictions.

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Case studies (69%).

Stats 54

15 Facts to Know About Bottom of the Funnel Marketing

SnapApp

Does the customer need a free trial that lets them test drive the product? Do they need a step by step ROI calculation they can show to their internal team members? Considering this Forrester. 4. For 43% of B2Bs, the time it takes to go from attraction to conversion has increased--in some cases it has increased by as much as 22%. MarketingSherpa. 2. MarketingSherpa. 3.

Tom Pisello: The ROI Guy: Windows 7 ROI Calculator Updated

Tom Pisello

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. The calculator was developed and launched by Alinean about 6 months ago and initially contained research from early case studies of Windows 7 pre-release deployments. Do White Papers Still Engage?

Demand-Gen Report Interview on Need for New Sales Enablement Tools

The ROI Guy

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. 1. Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings. Customers bought "products." First, today’s B2B buyer is more empowered than ever before. Customers bought "solutions."

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Alinean Sponsors TechTarget Online ROI Summit

Tom Pisello

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. Tuesday, August 24, 2010 Alinean Sponsors TechTarget Online ROI Summit Join us in San Francisco on October 7, or Boston on October 12 for the TechTarget Online ROI Summit. Do White Papers Still Engage?

Open Research: A Framework for Social Analytics

delicious b2bmarketing

After interviewing nearly 40 experts and working with Charlene Li and a bit of help from myself, she’s found six distinct use cases (see compass below) on how companies are measuring using these new toolsets. View Comments patrickdh Look forward to reading it – more than ROI – a holistic view as to where you should be taking social media activities – is fundamental.

Seeing ROI in the Cloud?

Tom Pisello

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. Thursday, December 09, 2010 Seeing ROI in the Cloud? Indeed, early cloud computing case studies reveal the potential for better cost savings, scalability, agility, performance and more.

55 (of the) Best Social Media Tips, Tactics and Tools of 2010

Webbiquity

According to a HubSpot study, 71% of marketers viewed Twitter as a useful marketing tool last year, up from just 39% in 2009. ROI remains a contentious issue, but in at least a few areas best practices began to emerge. How can you “train&# your CEO to use social media productively? The Maturation of Social Media ROI by Mashable. Adoption soared. 85% of Inc.

Email Personalization Basics (+American Express Travelink’s Email Success Story)

Marketing Action

And for email, which still offers incredible flexibility and has the best ROI, it’s the most powerful tactic to raise your conversion rate and rate of return. Wikipedia defines it as “tailoring a service or a product to accommodate specific individuals, as opposed to general groups.” I like to think of it from the customer’s point of view; what feels personal to them ? Build personas.

Tom Pisello: The ROI Guy: Value of Assessment ROI & TCO Tools for.

Tom Pisello

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. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. How was such a high ROI and quick payback realized? Do White Papers Still Engage?

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Case studies (69%).

Stats 18

Twitter for B2B Marketing

MI6 Marketing Agency

Social media ain’t gonna help you if you have a mediocre product/service. Worst reason to be on twitter is to push your product/service shamelessly. Def great for increased readers for blog posts or new product features and upcoming events. Presenting case studies & successes based on parity products and services. Forget about proving ROI initially. If the strategy is announcing and gaining support for new products, then PR dept is best to handle…and so on. Forrester has set a great example for Twitter use. PR Dept?

Tom Pisello: The ROI Guy: Demand Generation In the Face of.

Tom Pisello

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. Studies indicate that 9 out of 10 buyers consumed and relied on content on their way to a purchase decision: especially white papers, eBooks, webinars, interactive analysis tools, podcasts, and video clips.

Tom Pisello: The ROI Guy: “Information Overload” Biggest Change.

Tom Pisello

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. Other marketing tools such as peer referrals, webinars, e-mails, user events, analyst reports and case studies all lag considerably in early and middle stages of the buying cycle. This got me thinking.

Tom Pisello: The ROI Guy: One-size-fits-all whitepapers.

Tom Pisello

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. Marketers can choose to upgrade their existing white papers, tech briefs or case studies, or they can leverage Ziff Davis Enterprises Strategic Content services to create new SmartPapers.

Tom Pisello: The ROI Guy: Selling to the Unreachables

Tom Pisello

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. Alinean Case Study: Unisys’s IT Managed Services group realized that when engaging in the buying process, they needed to have a different dialogue for different buyers. Get to the single Sr.

Five Reasons You May Not Be Spending Enough on Content Marketing

Tom Pisello

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. Instead of being engaged, buyers are now inundated with more meaningless product information, offers and “noise&# , creating a condition often referred to as "marketing fatigue". Death of a Salesman?

B2B 24

Five Social Media Marketing Reports and Guides Worth Checking Out

Webbiquity

And adoption of mobile marketing is expected to more than double this year, despite recent findings from groups such as Forrester that less than 5% of U.S. 2010 Lead Generation Marketing ROI Study (32 pages). Nearly half of all b2b marketers said they can’t predict the impact on lead production from a 10% increase in budget. How are they doing it? Digg this!

10 New Websites to Add to Your Social Media Blog List in 2013

WindMill Networking

For some of her great recent posts, check out  20+ Commonly Asked Questions About Blogging & Online Marketing from her own blog as well as  The Ultimate Resource Guide to Blogger Outreach and Guest Blogging published on KISSMetrics and  Measuring Social Media ROI & Goal Conversions with Google Analytics 5 published on Unbounce. Enjoy! Augie Ray: Experience: The Blog. Heidi Cohen.

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The 2011 #Nifty50 Top Twitter Men Reprise

Webbiquity

Senior Analyst at Forrester ( @TomGrantForr ) “You don’t build a community. Should there be an ROI on relationships? Michael has been working in marketing and sales for over 17 years in various roles where he uses customer insights to drive sales, ROI and customer loyalty through effective sales and marketing strategies. Also, highly recommend his book, The Social Media ROI.

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

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. Frugalnomics Changes Everything According to Forrester analyst Scott Santucci, "Go-to-market models always change during periods of disruption, and this economic downturn has been deep, long, and might not even be over.

B2B Social Media Marketing -- Does It Work?

delicious b2bmarketing

Nearly 85 percent of B2B decision makers are online and using social media to help in their decision making, according to Forrester Research estimates. In messaging youll find they are more concerned with addressing logistics of helping small businesses, with messaging strategies "designed to facilitate sharing core content such as customer case studies and tools that bring the benefits of logistics to life [after] other marketing materials drive consumers to the site." What is a reasonable conversion expectation from click to form fi. Small business professionals can too.

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How to Tackle Real-Life Social Media Customer Service Obstacles

Hubspot

eMarketer research reveals that 46% of customers want to solve a problem when they're engaging with a brand on social media , and 39% are looking to give feedback about a product or service. Obstacle 5: Demonstrating the ROI of Social Customer Service. Whether you agree with that or not, if you can justify the ROI of social customer service, why not give it a whirl? think not.

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