The ROI Guy

JANUARY 20, 2011

Thursday, January 20, 2011 New TCO Calculator: EMC SMB Virtual Solutions Advisor EMC wanted a quick way for small / medium business IT executives and buyers to quantify how virtualized data center solutions could help drive capital cost savings, operations and application management savings and improved resiliency. Latest Research.

SMB 40

SMB ROI Marketing Budget Work Management 40

Heinz Marketing

JULY 10, 2018

B2B marketers want to know how their marketing ops and demand generation performance compares to industry benchmarks. Market – regulated, SMB, enterprise, government, regional, international. Every company collects data on their demand generation program and marketing performance. Why are sales cycles so long?

Advertising Benchmark 47

Advertising Benchmark B2B Marketing Enterprise Management Lead Ranking 47

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. If you are watching or listening On Demand, thank you so much for doing so. It touches everything.

Top of Funnel 93

Top of Funnel Lead Scoring Lead Ranking CMO 93

Kapost

APRIL 18, 2016

Likes, shares, and impressions help pave the way to a sale, but there’s no second act if marketing efforts don’t translate into a positive customer experience. This goal is the basis for setting up important milestones related to sales and revenue and how they are measured. as each makes up part of the total revenue pie.

ROI 48

ROI Top of Funnel Planning Enterprise Management 48

Hubspot

JANUARY 17, 2018

Each episode features an expert in B2B sales or marketing. Learn about driving greater volume, velocity and conversion of sales pipelines, from demand gen to lead management and more. Notable Episodes: Real Talk with a Successful B2B Sales Rep : Morgan J. Host: John Barrows, founder of JBarrows Sales Training.

Enterprise Management 101

Enterprise Management Startups SMB B2B Thought Leadership 101

Unbound B2B

JANUARY 11, 2023

Quick Summary: Enterprise sales vs. SMB sales can help you understand the fundamental difference between B2B sales processes. Enterprise sales involve big contracts and higher risks. SMB sales are less risky but faster to achieve. Based on your business scale and size, the B2B sales process differs.

Enterprise Management 40

Enterprise Management SMB B2B Sales Work Management 40

SalesIntel

FEBRUARY 20, 2023

In our SMB sector, for example very small businesses, they’re looking for data and they come in very, very quickly. We call them to research on demand that they can go and request, to fill in the gaps, and also verify the context that we don’t have in our platform. What was your experience with that?

Intent Data 52

Intent Data Ideal Customer Profiles Intent Bombora 52

SalesIntel

FEBRUARY 20, 2023

In our SMB sector, for example very small businesses, they’re looking for data and they come in very, very quickly. We call them to research on demand that they can go and request, to fill in the gaps, and also verify the context that we don’t have in our platform. What was your experience with that?

Intent Data 52

Intent Data Marketing Analytics Tools Ideal Customer Profiles Intent 52

SnapApp

APRIL 4, 2018

This is amplified in the B2B marketing arena where longer sales cycles and multiple touchpoints across a range of different channels make KPI selection and attribution much more complex. . This metric allows you to see how quickly you are moving high quality leads from one end of the sales cycle to the other.

Lead Ranking 107

Lead Ranking Paid Content Cost per Lead Marketing Qualified Leads 107

Heinz Marketing

MAY 11, 2020

And if you like this episode, want to hear more of what we’ve been up to, we’ve got over 200 episodes available on demand. We are featuring every week some of the best and brightest minds in sales and marketing. Well it’s to have more of a manufacturing type approach to creating demand. Today is no different.

Top of Funnel 83

Top of Funnel Lead Ranking Marketing Qualified Leads Work Management 83

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. The full webinar session is available on-demand at: https://alinean.webex.com/alinean/lsr.php?AT=pb&SP=EC&rID=44097752&rKey=ca6aa9fbfc4ad092

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

FEBRUARY 15, 2011

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

The ROI Guy

DECEMBER 23, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Enterprise Management Marketing Budget Budget Programs 40

The ROI Guy

DECEMBER 9, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

The ROI Guy

FEBRUARY 14, 2011

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Social Media Budget Programs Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. Your Sales & Marketing Ready to Do Business with F.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JULY 15, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

Salesforce Marketing Cloud

JANUARY 23, 2024

As a small and medium business (SMB) leader with limited budgets and resources, you may feel pressure to keep up. Here’s what it means for small businesses and three reasons Customer 360 is a game-changer for your SMB: 1. Wondering how to know your customers better, improve productivity, and grow your business faster?

Small Business Marketing 59

Small Business Marketing Marketing AI SMB Ideal Customer Profiles 59

The ROI Guy

JANUARY 10, 2011

Failure to do so will result in lost opportunities, stalled sales cycles and competitive losses, while those that embrace value-based selling and marketing as a best practice can help improve win rates, reduce sales cycles, increase deal size and improve competitive win rates. Latest Research. Let the Good Times Roll?

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

OCTOBER 22, 2010

Although some channels are more effective than others, the survey results and advice from Harte-Hanks reveals that connecting through all of these channels are required, although allocations should be adjusted to reflect the effectiveness early in the sales cycle. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

Salesforce Marketing Cloud

FEBRUARY 6, 2024

The B2B sales cycle is typically longer than traditional B2C (business-to-consumer) selling since it can involve much higher costs, more complexity, and more stakeholders. Enterprise sales , which involves selling to large organizations, may have longer lead times since selling to an enterprise can be highly complex.

BANT 64

BANT Top of Funnel Enterprise Management Work Management 64

The ROI Guy

MAY 4, 2006

As any sales and marketing executive can tell you, every dollar of revenue earned by IT solution providers is getting harder to come by. Right now, SMB IT spending growth is set to eclipse the enterprise, growing by a healthy 7.2%, up from 4.8% Unfortunately, the longer the sales cycle, the greater the chance for a “no” decision.

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 91

Enterprise Management Work Management Account Based Marketing Marketing Management 91

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

FEBRUARY 4, 2009

Users of technology are facing significant operating costs to run enterprise applications with escalating demands for storage, network bandwidth and compute power, just as security risks, regulatory compliance and legal requirements are mandating new levels of oversight and transparency. Your Sales & Marketing Ready to Do Business with F.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. With the Great Recession more pressure than ever is on IT to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial due diligence. Latest Research.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Advanced ROI business case tools and training should be provided to direct and channel sales professionals to help them advance from traditional product / solution selling, to the value selling buyers now demand. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Latest Research.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

The ROI Guy

NOVEMBER 8, 2006

Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. New TCO Calculator: EMC SMB Virtual Solutions Advi.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

Engagio

MARCH 23, 2020

Sales and Marketing at Smarsh don’t have it easy. They sell into large financial services companies, known to be some of the most demanding customers in the b2b market, and their sales cycles can continue for years. Great sales and marketing alignment, of course! Katie, can you tell us about your sales cycle?

Enterprise Management 62

Enterprise Management Work Management Account Based Marketing Marketing Management 62

The ROI Guy

SEPTEMBER 4, 2007

As current systems are underutilized and difficult to reallocate based on demand, virtualization lets the IT team place more work quickly and appropriately on less physical servers – optimizing usage and minimizing the amount of physical assets to manage and support. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Enterprise Management Work Management Marketing Management 40

The ROI Guy

DECEMBER 14, 2005

The theory has been extended from human behavior to economics, whereby marketplaces need to have foundational needs met before demand for higher needs arise. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Work Management Marketing Management Budget Programs 40

6sense

DECEMBER 10, 2021

The speed to value — we get new customers started on the core platform in 24-48 hours and also do this in pre-sales cycles (see the “uncover now” offer on our website). This means we match millions more accounts and help find accounts globally for SMB and mid-market, not just enterprise.

CMO 62

CMO Account Based Marketing Top of Funnel Ideal Customer Profiles 62