Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales. What are your thoughts about the four KPIs that increase the ROI from B2B sales lead management? Lead scoring. Content. MORE >>

When my career began to take a new shape, it was his reports (when he was an analyst at Forrester Research) and writing on “ Experience: The Blog ” that, unbeknownst to him, helped me clarify what I wanted to do, why I wanted to do it, and how I wanted to do it. In 2010, the challenge was to get companies to stop obsessing about ROI and begin to embrace social as a necessary communication and reputation management tactics. This is important, because asking  the ROI of social makes about as much sense as asking the ROI of telephone or postal mail. MORE >>

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 23, 2010 Social Media Hierarchy of Needs - Best Practices for ROI Success From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for over 500 companies, a key indicator to social media ROI success was level of engagement. After all, engagement, there is no chance for social media ROI success. MORE >>

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. For many organizations, Forrester reports that Sales actually has quite a low ROI – that when examining corporate financial statements, for every dollar of incremental revenue, too much is being spent on Sales to justify the gains. In order to get these buyers to advance you have to help them answer key concerns: a. M each year. MORE >>

Forrester’s Brian Kardon encourages executives to play with social media, to “experiment” and to not be afraid of testing out new ideas or opportunities.  In a 2011 HubSpot ROI Study , 69% of businesses surveyed said that blogging attributed to their lead generation success.  Marketing Your Blog is Critical to increase ROI. Co-founded by Michael Brenner , Brian Rice and Dan Criel , Business 2 Community helps marketers deliver value and awareness to their target audience in an affordable new approach.  You can always take it down,” according to Kardon.  Join a Tribe. MORE >>