In a recent poll by the TSIA o f firms using social media – 68% of companies don’t know or can’t measure the ROI of social media. This is why they find it hard to see results that make for a strong ROI. Not only that but a recent Forrester study showed that customers actually prefer a better customer experience compared to everyday low prices, and moreover great customer experiences drive positive word of mouth (WOM). Related posts: It pays to provide Support with Social Media In a recent Forrester Report on “Customer Experience Pays Off. Tweet This! Digg this! MORE >>

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. High cost + low yield = Low ROI. That’s $135 large a year folks on the hidden cost of sales ! Why Now? MORE >>