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New from Forrester: Building a Predictable Lead-To-Revenue System

Vidyard

Forrester Report: Understanding the Performance Levers in Your Lead-to-Revenue System. Forrester suggests that it is, in fact, feasible to accurately predict the outcome of your marketing efforts if you take an analytical approach to understanding the key performance drivers. The post New from Forrester: Building a Predictable Lead-To-Revenue System appeared first on Vidyard.

The ROI of Influencer Marketing

Marketing Action

Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. Recommend them for speaking engagements or other opportunities that will help them meet a particular goal of their own. Here’s another example demonstrating how two separate influencers (A and B) impact ROI. This post will talk about how.

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21 stats show CMOs leap before they look at ROI

Biznology

With all of the data out there now, many expect greater accountability from CMOs to demonstrate strong analytic skills and the ability to measure return on investment (ROI). Here are 21 stats that show most CMOs leap before they look at ROI. source: Forrester ). source: Forrester). 57% are not basing their marketing budget on any ROI measures. How are CMOs doing?

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Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill,  Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. It’s apropos to the start of a new year, the time when business budgets are finalized and dollars allocated based on hard looks at – and hard decisions about – what yields the highest ROI.

CMOs fail to go beyond brand awareness on LinkedIn

Biznology

Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. He stated that “hopefully, we’ll provide useful resources that can help those who follow us perform better; and as a result, engender interest in the Xerox brand along the way.”. Revenue.

Value Summit Keynote - The Importance of Getting Value Selling Right

The ROI Guy

Last week we were incredibly proud to help launch the Value Summit (#VSRSummit) in Dallas, a first of its kind gathering of over 160 of the best value consultants and sales enablement leads. Alinean Death of a B2B Sales Rep Financial Justification Forrester Gartner IDC Jim Ninivaggi Pisello ROI SiriusDecisions Value Selling Value Summit VSR Council VSR Summit

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

So it was common for those brands to see a huge surge in traffic for a short burst of time, but after the excitement faded, so did the engagement and ROI. Tap into the beauty of data to boost cross-channel ROI. According to a new Forrester Research global eCommerce report, e-commerce revenues are going to continue to grow in 2014 as customers’ online buying habits evolve.

39 More (of the) Best Social Media Guides, Tips and Insights of 2011

Webbiquity

Is it really possible to measure social media ROI —and if so, how? Chris Tompkins supplies 10 methods to help “promote your social media profiles OUTSIDE of logging in to Facebook, LinkedIn and Twitter,” such as adding your social media profiles to company email signatures, business cards, advertising and all marketing collateral. Forget Social Media ROI by ClickZ.

Research Proves the Early Bird Catch the Worm?

The ROI Guy

At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. The solution provider who engages earlier, helping the buyer “turn a vision into a clear path to value”, wins a whopping 74% of the deals. More and more of the decision making process is conducted without the assistance of your Sales Reps.

Do the Math to Calculate the ROI of Business Blogs

Blue Focus Marketing

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.  “You can always take it down,” according to Kardon.  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.

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Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. 4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT. According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%). trillion in 2014, a 3.2%

6 Things to Keep in Mind When Replatforming

Buzz Marketing for Technology

Here’s a checklist of six things to help ensure a smoother process. According to Forrester Research, 39% of surveyed companies see a drop in conversion rates after replatforming, while 44% note slower load times once a new platform goes live. Business Intelligence Testing demandware ecommerce Fit for Commerce Forrester Research hybris Multivariate Testing replatforming ROI

It’s Time For CMOs To Tap Into The Power Of Personalization

Buzz Marketing for Technology

According to  Forrester Research , U.S. The identity of your customers, their demographic profiles, what types of information they value as well as when and where they are making purchases are all insights that can help you reach the  right  audience at the  right  time with the  right  content – whether it’s in the form of emails, product recommendations or social promotions.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. So how well do you deliver the financial business cases / ROI that CFOs demand?

Are your Sales and Marketing Investments Productive?

The ROI Guy

This new tool takes research of Forrester’s Sales Enablement expert Scott Santucci and is designed to help executives determine how worthwhile their sales and marketing investments are at driving growth. Register at [link] to gain access to this Calculator, and a suite of additional free ROI calculators for Sales, Marketing, Mobility and IT.

Return on Sales Enablement: The Adoption Challenge

The ROI Guy

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. Worse, less than 10% of sales reps are identified by buyers as focused on what matters to them most – value and outcomes – with 58% disengaging as a result (Forrester / Qvidian).

Sales Enablement’s Dirty Big Secret

The ROI Guy

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. In order to get these buyers to advance you have to help them answer key concerns: a. High cost + low yield = Low ROI. Not necessarily.

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Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value. increase compared to 2014. Why Your Solutions?

So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”

The ROI Guy

Forced to “do more with less”, these buyers need more consultative advice and help from vendors. This is clearly evidenced in a study by Forrester, presented at their annual Sales Enablement Forum, where buyers easily categorized salespeople, with some unflattering feedback. Frugalnomics is in full effect, with buyers more empowered, skeptical and frugal than ever before. Not so fast.

The ROI of Website Redesigns per Forrester

WebMarketCentral

Forrester Research makes a collection of its past webcasts on various online marketing topics freely available (registration required). recently checked out one of their presentations from about a year ago titled "The ROI of Web Site Redesigns Made Simple" by Harley Manning and Jeffrey North. Forrester's key findings from their website redesign research: By Forrester's standards, 97% of business websites fail to earn a passing grade for usability. It's almost impossible not to get positive ROI from a competent website redesign project.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. 4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way?

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

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. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. Content is King?

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there. I can still hear the collective gasp and quite a level of uneasiness from the crowd at this reveal. If we look at amore complex B2C sale, say real estate, maybe this can help us understand how B2B may be impacted over the next few years. Herwijnen. Indeed.

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 more independent the content, the more credible it is.

Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

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. Updated Alinean Social Media ROI Calculator - New. Over 200% ROI from a Value Selling Program Sound I.

How Social Media Helps Marketing, PR, And Sales Become Better Friends

B2B Marketing Insider

The alignment problem is what drove me into here… BtoB Magazine recently reported on a Forrester survey that proves the point that this is huge challenge: only 8% of B2B companies say they have tight alignment between sales and marketing. Just While that should help address the timing differences, I think there is more to it. Social media can help us all get along (better).

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The Three E's of Boosting Sales Productivity

The ROI Guy

The Bottom-Line The benefits of these three sales enablement initiatives is compelling, helping to boost quota attainment by 10-15%, shorten new sales rep ramp up time by 17% (4 weeks) , and improving sales win rates and deal size by over 20%. The current strategies of revenue growth via hiring more sales reps and throwing a ton of training and content at them are less than productive.

Business Blogging ROI in 3 Steps: Keep It Simple

Writtent

Measuring the ROI of your business blogging can be difficult at times because of all the factors that come into play. This is what ROI stands for: Return on Investment… not Return on Influence or Return on Interaction or any other distraction. So, a way to approach ROI on business blogging is to estimate the value of the traffic you get. ROI = (1500 – 250)/250= 500%.

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

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). nternet and Social Media Research Works Both Ways Buyers will engage earlier with sales reps who can help them overcome challenges and drive competitive advantage. But nowadays, you have to go even further than mining publicly available about your prospects.

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities. Source: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., April 2009).

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How can you CLOSE the Value Gap?

The ROI Guy

They want to know exactly how you can help them solve their particular challenges, and the bottom-line impact you can deliver. And you are not alone in your observations : A meager 10% of buyers report that sales reps are value-focused , with most still using a less than effective product pitch approach (Forrester) Solution provider executives report that the #1 issue for revenue growth shortfalls, is not a lack of adequate sales training, product mix or social selling skills, but the inability for sales to articulate value (SiriusDecisions). Today, it’s all about the Benjamins.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

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. An empowered buyer means that the role of sales will dramatically be impacted, requiring sales enablement and marketing to help redefine and drive a new breed of value selling professional. They do if they are.

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

It is not often we see so many thought leaders and pundits confluence around such significant observations: • At Forrester , sales enablement analyst Scott Santucci indicates that “We are in the middle of a major transformation in the B2B sales model, driven by customer’s enterprise-wide strategic procurement initiatives to buy only what they need at the lowest possible price”. B2B buyers are now relying on industry analysts, peers and trusted 3rd party publications, but not on vendors, to help them facilitate important purchase decisions. 3. How to Fight Frugalnomics?

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. They seek solutions that can help them “do more with less,&# deliver fast payback, provide high ROI and realize superior value versus other solutions. How Do You Get Started in Content Marketing?

Sales Enablement and The Economic-Buyer

Tom Pisello

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. Tools that prove lower cost of ownership and superior value vs. price can help reduce discounting, counter low-price providers, and drive competitive wins. And this trend is not expected to end, even as the recovery takes hold. April 2009.

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? Why Now? Why You?

Tom Pisello: The ROI Guy: Basic Content Marketing Trumps Social.

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. Today’s buyers are looking for advice from vendors on what opportunities exist and what issues to solve – they need help identifying the problems to solve, not just what solutions to consider.

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

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. Let us examine one of the most important tools to engage buyers, white papers, and new best practices to help evolve this traditional medium into an effective selling machine. They do if they are Interactive!

Social Business Q&A: 10 Questions with Augie Ray

It's All About Revenue

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.

Tom Pisello: The ROI Guy: Frugalnomics in Full Effect: Forrester.

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. Forrester Research: More Optimistic, But Less So Forrester Research has updated its U.S. Forresters global estimate of 2010 IT spending has also been revised downward to 7% from 7.8%. uptick.