The ROI Guy

APRIL 3, 2014

By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. If you wait for your customer to do it – the deal likely stalls, as IDC reports that 65% of buyers don’t have the knowledge, research or tools needed to translate your proposal into value impact.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Marketing Proposals 40

SalesIntel

FEBRUARY 1, 2022

You can use Gartner or Forrester industry statistics to determine which subsections of your market meet your aims and offers – and how big those subsections are – as part of this plan. When there are mixed pricing structures (for example, a software section shifting from license to SaaS pricing), the study becomes more complicated.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

SalesIntel

FEBRUARY 1, 2022

You can use Gartner or Forrester industry statistics to determine which subsections of your market meet your aims and offers – and how big those subsections are – as part of this plan. When there are mixed pricing structures (for example, a software section shifting from license to SaaS pricing), the study becomes more complicated.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

The ROI Guy

FEBRUARY 10, 2015

If you’ve taken a marketing course over the past few decades you were likely schooled on the 4-Ps: Product, Place, Promotion and Price. Price - The amount a customer pays for the product/ service with pricing set based on the perceived value, competitive comparisons and price elasticity.

Relevance 40

Relevance Forrester Elasticity Peer-to-peer 40

The ROI Guy

MAY 1, 2014

2) A Failure to Advance: As a result of not being able to provide valuable insight or differentiate the value of their solutions to buyers, up to 80% of marketing leads don''t advance , and only 7% of sales reps get a 2nd meeting , this according to research by Forrester.

Product 40

Product Marketing Proposals Forrester Training 40

NuSpark Consulting

FEBRUARY 5, 2017

According to a 2015 report from Forrester Research, 83 percent of companies who tried using predictive analytics for insights had positive outcomes. Once you identify the requirements, take the time needed to get detailed proposals based on your specific situation. These included: Ability to reach the right buyers. Review Options.

Account Based Marketing 100

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

Exo B2B

MARCH 8, 2018

People talk about them and companies are ready to pay the big price to benefit from their audience and their credibility, and get their help in building a strategy. She is a speaker and principal analyste for Forrester and specialises in B2B marketing. So, with much enthusiasm, we skimmed through blogs, B2C and B2B marketing sites.

Advertising Agencies 105

Advertising Agencies B2B Thought Leadership Blogger Marketing & Strategy 105

SpotMe Blog

JUNE 13, 2023

Pricing and Value While budget is always a consideration, don’t choose a pharmaceutical meeting planning company based solely on the lowest bid. Get detailed proposals from different companies to compare what is included in the fees. Get detailed proposals from different companies to compare what is included in the fees.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Paid Search Agency 52

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. At this later stage of engagement, it’s usually a Bakeoff between vendor offerings– a vicious shootout on features, function and especially price.

Lead Ranking 40

Lead Ranking Marketing Management Forrester Lead Scoring 40

The ROI Guy

MARCH 1, 2016

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. So how do you end up in the Winner’s Circle? - This past year reported by 71% of respondents.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). More discounting , because your conversations are all about the solution, features and price.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Peer-to-peer 40

The ROI Guy

JANUARY 13, 2010

Forrester however thinks these estimates are low and is indicating that 6.6% In sentiment, Forrester indicates that formal IT budgets do not point the way to the upward revision in growth estimates. All major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth.

Budget Programs 40

Budget Programs Spending Lead Ranking Lead Scoring 40

The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. The research shows that 81% expect your sales reps to deliver a credible business case in order to win the deal.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

NOVEMBER 12, 2009

According to the latest Enterprise IT Services Survey by Forrester Research, buyers of IT services are taking a variety of measures to get more value for the money spent on IT services. Services organizations have traditionally underinvested in the research and tools to make it easy to include an ROI analysis as part of the services proposal.

Enterprise Management 40

Enterprise Management Work Management Marketing Management ROI 40

The ROI Guy

MARCH 20, 2013

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. Prove Your Not the Same Quantify the Pain Too often, your sales professionals dive into the value of your proposed solution before the Prospect even understands that they have an issue worth addressing.

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

FEBRUARY 21, 2012

There is a new breed of buyer who is more skeptical and frugal than ever before, indicating that price is the key factor in over 64% of decisions (U of Dayton). As well, these buyers are now firmly in control of the purchase cycle, inviting sales later than ever, when the process is already 65% complete (Forrester).

Cost 40

Cost Forrester Pricing Price 40

The ROI Guy

MARCH 30, 2011

Marketing guru Geoffrey Moore , who’s Crossing the Chasm remains the guidebook for many technology marketers, indicates that buyers are forced to do-more-with-less, leaving less than 15% in discretionary funds to fund new projects, and with less money to go around, subjecting proposals to higher levels of review in buying organizations. •

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

JANUARY 5, 2011

Advice> Sales professionals need to be armed with interactive business case tools to assess the cost of doing nothing, quantify the benefits of proposed solutions for each stakeholder, and tally the return on investment (ROI). to buy only what they need at the lowest possible price.” April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

The ROI Guy

JUNE 3, 2010

In a recent blog post, Scott Santucci, a Forrester analyst who serves Technology Sales Enablement Professionals, highlights how B2B solution providers are investing heaviliy in tools to connect more personaly with buyers, but with a decided lack of process and coordination, these investments are not reaping the promised rewards.

Conversion 40

Conversion ROI Forrester Marketing Proposals 40

The ROI Guy

APRIL 15, 2014

And research from Forrester indicates that the late engagement could have serious impacts on win rates? In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. Second you have to prove the value of your proposed solutions. First you need to ignite the buying journey.

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

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

SEPTEMBER 3, 2010

As defined by Forrester, "Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the ROI of the selling system.”

Allocation 40

Allocation Budget Programs Forrester Bundling 40

The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. Serious budget constraints make even high ROI projects hard to get approved.

Marketing Management 40

Marketing Management Process Peer-to-peer Case Studies 40

The ROI Guy

JANUARY 6, 2012

More control is in the hands of finance, requiring more economic justification on each proposal. However, it is during this early phase that buyer’s indicate establishing strong provider preferences, with Forrester indicating that 65% of vendors who create the buying vision during these early phases of the journey getting the deal.

Work Management 40

Work Management Marketing Management Gartner Forecasting 40

The ROI Guy

AUGUST 17, 2011

This presents a substantial challenge for sales and marketing to prove that “doing nothing” has a cost, and that the proposed return on investment is worth the change risk. Frugalnomics is in full effect, with buyers more empowered, skeptical and frugal than ever before.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Marketing Proposals 40

Martech Advisor

DECEMBER 16, 2019

After three weeks of research, David Ogilvy proposed the iconic headline that simply read, “ At 60 miles an hour the loudest noise in the new Rolls-Royce comes from the electric clock. I-want-to-buy: The buyer has made their decision and intends to evaluate various brand or price alternatives. Do What David Ogilvy Would.

Marketing Automation Services 68

Marketing Automation Services Enterprise Management Customer Satisfaction Work Management 68

The ROI Guy

NOVEMBER 29, 2010

Content and tools that help buyers assess the economic impact of implementing the proposed solutions, or the cost of “doing nothing”, are essential. The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now”. Death of a Salesman?

Peer-to-peer 40

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

Industrial Marketing Today

AUGUST 3, 2010

Defining B2B Customer Engagement Forrester Research has proposed a definition of customer engagement that makes a lot of sense to me. The good news is that you can use a free tool like Google Analytics to get a very good handle on your customer engagement. The trick is to learn how to use all its power.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). But up-front purchase price isn’t everything. Frugalnomics in Full Effect: Forrester and Gartner.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Hubspot

FEBRUARY 8, 2023

Forrester also predicts that the market for AI-powered platforms will grow to $37 billion by 2025. Take responding to RFPs (Request for Proposals) as an example. However, crafting and submitting effective responses can be extremely time-consuming, considering that these proposals require a lot of data. Intelligent data updates.

Marketing AI 78

Marketing AI RFP Work Management Marketing Management 78

Paul Gillin

DECEMBER 1, 2010

Forrester Research now predicts that smart phones will be the dominant Internet access device in the US within three years. Rather, the plunging price of flat-panel displays will make PCs more of a dashboard for a user’s business and entertainment needs. It’s the only way to get prospects to pay attention. <strong>2.

Web 2.0 50

Web 2.0 Internet Marketing Mobile Marketing Marketing Proposals 50

The ROI Guy

FEBRUARY 4, 2009

What we did do is model the licensing and implementation cost advantage claims independently, comparing typical environments and using list price for all competitive licenses and Open pricing for Microsoft (available to most organizations). Do these features yield cost savings that make the purchase price savings moot?

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Accelerate Slow Sales Cycles with More Sales Enabl.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Buzz Marketing for Technology

JUNE 27, 2008

To drive KM at Russell Reynolds, the company circulates a document every afternoon throughout its 32 offices worldwide that shows all outstanding proposals and projects. The Hiring Manager Interviews: David Price Knows Exactly What He Wants and Needs from Candidates for His IT Department. By Lauren Gibbons Paul.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

Sword and the Script | B2B

DECEMBER 28, 2022

B2B prospects want published pricing. Buyers of B2B software want published pricing. According to a study by McKinsey, 68% want prices published online without negotiation. Yet, B2B software companies are resistant to publishing pricing online because they feel it removes leverage. He wrote, “So 9.5 Start there at first.

PR 75

PR Trust Marketing Stats B2B Marketing 75

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). B2B prospects want published pricing. Buyers of B2B software want published pricing. The reality is buyers will just go elsewhere.

Statistics 59

Statistics Marketing Report B2B Marketing B2B 59

Hubspot

APRIL 3, 2012

We were embarrassed into controlling our discretionary spending, conducting more due diligence, and being more price-conscious. Salespeople are being invited into the buying process much later, are expected to present and propose, and then wind up chasing the business. The result? The result? 5) Stay organized with a CRM.

Ideal Customer Profiles 28

Ideal Customer Profiles Salesforce.com Enterprise Management Marketing Proposals 28