Vidyard

NOVEMBER 6, 2018

This year’s edition of the Video in Business Awards recognizes 12 marketing and sales teams using video in creative ways to deliver some pretty incredible results. Runners-Up: Forrester, LeadIQ. the sales development team at Punch! No problem! Winner: Punch! Honorable Mentions: KPA, Pipefy. The results have been massive.

Video Marketing 51

Video Marketing Sales Cycle Work Management Marketing Proposals 51

Seismic

DECEMBER 20, 2022

The global telecom market has experienced unprecedented growth and change over the last few decades. In such a saturated and evolving marketplace, telecom providers are realizing that they need to expand and improve upon their current go-to-market (GTM) strategies. We firmly believe that the answer lies with sales enablement.

Marketing Analytics Tools 40

Marketing Analytics Tools Marketing Management Ad Building Business 40

Integrated B2B

FEBRUARY 3, 2020

While applauding these achievements, however, we also can’t help wondering how much stronger results companies similar to these could achieve if they adopted 10X sales and marketing practices! More systematic in their approach to key markets and accounts? Lack of focus on sales enablement despite proven ROI benefits. ·

Account Based Marketing 52

Account Based Marketing Work Management Marketing Management ABM 52

NuSpark Consulting

FEBRUARY 5, 2017

As account-based marketing (ABM) gains momentum, companies clearly see the value of identifying high-value prospects and targeting them with customized content. In the B2B marketing environment, successful ABM is the gold standard companies aim for. Evaluating new market opportunities. ” What to Look for in a Vendor.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth?

Gartner 40

Gartner Forecasting Planning Marketing Proposals 40

Golden Spiral

APRIL 11, 2019

Sales is hard and getting harder all the time. The B2B market is flooded with competition. The number of decision makers in the buying process is increasing; they all want different things, they’re getting younger, and your marketing strategy must cover all the bases. Forrester’s Customer Personalities. Deal closed!

Buyer Personas 59

Buyer Personas Studies Ideal Customer Profiles Sales Cycle 59

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. And its not just your direct sales reps that have the issue.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

JANUARY 16, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Golden Spiral

APRIL 11, 2019

Sales is hard and getting harder all the time. The B2B market is flooded with competition. The number of decision makers in the buying process is increasing; they all want different things, they’re getting younger, and your marketing strategy must cover all the bases. Forrester’s Customer Personalities. Deal closed!

Buyer Personas 48

Buyer Personas Studies Ideal Customer Profiles Sales Cycle 48

Hinge Marketing

FEBRUARY 2, 2016

For AEC firms with government contracts, is your AEC marketing—strategy and implementation—up to the challenge? Good marketing and business development professionals will tell you that it’s about being relevant and demonstrating how an agency’s problems can be solved by firm expertise. Is the firm visible?

Work Management 48

Work Management Marketing Management Demand Paid Search Agency 48

The ROI Guy

JULY 15, 2015

If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. YoY decline from 2014 levels.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

SEPTEMBER 22, 2014

What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. and “Why do so now?” , way before “Why your solution?”.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

JANUARY 13, 2010

Forrester however thinks these estimates are low and is indicating that 6.6% growth for US tech market, and 8.2% growth for global tech market should be expected. In sentiment, Forrester indicates that formal IT budgets do not point the way to the upward revision in growth estimates.

Budget Programs 40

Budget Programs Spending Lead Scoring Lead Ranking 40

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

The ROI Guy

JANUARY 8, 2013

As a result, IT Sales and Marketing will again be tasked to deliver incremental revenue regardless of challenging market conditions and despite the historically low spending growth. According to Forrester, less than 12% of sales engagements are focused on customer value. Click here to learn more.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

APRIL 8, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Terminus

OCTOBER 26, 2018

Leads are the high-fructose corn syrup of the B2B marketing and sales world. HubSpot found that 61% of marketers say generating traffic and leads is their top challenge. 99% of the leads you create will never become customers, according to Forrester Research. It’s similar to receiving a request for proposal (RFP).

RFP 20

RFP Sales Qualified Leads Leads Lead 20

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on&#.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

JULY 9, 2013

As such, it is important to recognize that growth will in the near term remain historically low, below the 6% average annual IT spending increases of the last decade, but that your sales and marketing strategy can be adjusted to drive competitive success. Click here to learn more.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JUNE 24, 2014

According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. About Alinean Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value marketing and selling tools.

B2B Sales 40

B2B Sales Lead Scoring Lead Ranking Marketing Proposals 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

AUGUST 13, 2013

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. Although most of the sales and marketing executives may recognize the issue, change will not be easy.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

The ROI Guy

MARCH 30, 2011

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." And this is not just a temporary change.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

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&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

Industrial Marketing Today

AUGUST 3, 2010

However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers. I have written about this problem in my previous post, “The Disconnect Between B2B Content Marketing and Customer Engagement.”

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

APRIL 12, 2013

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. Transformations, such as those you are trying to accomplish via the new sales tools, are never achieved when people don’t understand why the change is necessary.

Tools 40

Tools Work Management Paid Search Agency Advertising Benchmark 40

The ROI Guy

NOVEMBER 8, 2006

The hard benefits are also called direct benefits as they are typically directly tied to the impact of implementing the proposed solution – a first order, cause and effect. Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing 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. Content Marketing and the Forgotten Sales Professi. Is Marketing Too Busy?

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. percent of revenue on marketing.

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

Sword and the Script | B2B

JULY 19, 2022

Buyers of B2B software want published pricing: according to a study by McKinsey, 68% want prices published online without negotiation (and other useful B2B marketing statistics). Regular readers know I frequently dive into surveys and studies about B2B marketing, sales and PR. The cost of B2B marketing content.

Statistics 59

Statistics Marketing Report B2B Marketing B2B 59