The ROI Guy
AUGUST 20, 2018
Gartner says that today’s customers are spending around two-thirds of the buying journey gathering, processing and de-conflicting information. According to Gartner, "Sales teams need to harness empathy, and their deep industry and customer knowledge to develop and deploy information to help buyers buy”.
Only B2B
APRIL 3, 2024
According to a Gartner survey, a mere 34% of marketing-qualified leads (MQLs) progress to sales-accepted leads (SALs), and only 47% of these SALs become sales-qualified leads (SQLs) , with just over half culminating in successful deals. What’s the perpetual challenge in every sales funnel? You got it—Generating sales-qualified leads.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Biznology
OCTOBER 29, 2019
Comparison sites in the mold of TripAdvisor and Yelp have entered the B2B buying process, especially in crowded categories like software and services. You’ll find ratings sites like TrustRadius , Capterra (now owned by Gartner), Clutch.co Use of ratings and reviews sites in B2B. Sourcing team can learn and validate their work.
Martech
JUNE 12, 2023
In my consulting work and writings, I regularly and fervently advocate for a strategic approach toward innovation — vital for effectively navigating the martech landscape. Drawing a comparison, marketing technology systems need ongoing updates and maintenance, much like a tree requiring regular care to bear fruit.
6sense
OCTOBER 1, 2021
Gartner says the average buying committee has reached 11 persons.) Most importantly, this AI driven approach lights up the Dark Funnel , discovering and matching the trace evidence left behind when buyers engage with relevant third-party sources like competitor pages, product comparison sites and trade outlets.
Salesforce Marketing Cloud
FEBRUARY 16, 2024
In my 20-plus-year career, and as founder of the Harris Consulting Group, I’ve learned some valuable lessons, tips, and best practices when it comes to structuring sales commissions. For instance, a 2022 Gartner survey found that 90% of sellers experience burnout, which can lead to resignations.
The ROI Guy
JANUARY 6, 2012
The New Year’s cheer didn’t last long for IT, as Gartner was quick to lower its global technology spending forecast, barely a week into 2012. Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% growth forecasts. growth forecasts. predictions.
Expert insights. Personalized for you.
45 
Let's personalize your content