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Where is ROI Best Applied in the Sales Process?

The ROI Guy

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. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval.

Case Study: Concur Travel Management and Expense System Interactive White Paper

The ROI Guy

Concur needed a way to communicate the current cost of travel and expense management to prospects, and the potential savings and ROI of automation. The more personalized and relevant interactive white paper is leveraged in marketing campaigns to drive better lead generation and quality.

Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn

Biznology

Recent studies show that account-based marketing approaches generate a higher ROI. For example: An Alterra Group study shows that 97% of marketers reported that account-based marketing approaches had the highest ROI.

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

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.

B2B 4

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.

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Tom Pisello: The ROI Guy: Net Present Value (NPV) Savings Defined

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.

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.

Tom Pisello: The ROI Guy: Forrester announces Sales Enablement.

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.

Tom Pisello: The ROI Guy: The IT Hierarchy of Needs: Categorizing.

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.

Tom Pisello: The ROI Guy: Updated Alinean Social Media ROI.

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.

Tom Pisello: The ROI Guy: Marketing Hierarchy of Needs: Achieving.

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. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011.

Tom Pisello: The ROI Guy: Seeing ROI in the Cloud?

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.

Tom Pisello: The ROI Guy: The End of Marketing as We Know It.

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. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

Advanced Retargeting: Nurturing Your Audience Across Digital Channels

Act-On

For instance, you may want to produce an eBook for users, a short demo video for the influencers, and a ROI case study for the decision makers. Companies that excel at this, West said, generate 50 percent more sales ready leads at 33 percent lower cost , according to Forrester Research.

Tom Pisello: The ROI Guy: VMware launches Realized ROI toolkit.

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.

Tom Pisello: The ROI Guy: Social Media ROI a Requirement for 2011

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.

Tom Pisello: The ROI Guy: Leaders indicate Growing Investment in.

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.

Tom Pisello: The ROI Guy: Measure to Manage - Driving Sales.

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.

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

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.

Tom Pisello: The ROI Guy: VMware launches new version of ROI / TCO.

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.

Tom Pisello: The ROI Guy: Let the Good Times Roll? IT Spending on.

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.

Tom Pisello: The ROI Guy: IT Budgets into 2011 - Robbing Peter to.

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.

Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

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.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

ForresterForrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place.

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

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.

Tom Pisello: The ROI Guy: Alinean Powers Eight More B2B Assessment.

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.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

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. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

87 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Case studies (69%).

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Tom Pisello: The ROI Guy: Hard and Soft ROI - The differences and.

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.

5 Myths of Social Media Marketing

Marketing Action

Have you tied your social media efforts to a positive ROI? B2B social media has gotten a bad rap in the marketing community, with many marketers claiming a low ROI and seeing a lack of interest from prospects. Not so, says that Forrester report.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Analysts such as Forrester and Gartner are highlighting “consumerization” of business as a key trend for the next several years, and B2B marketing is one area that will face the ‘consumerization” change, making content marketing and interactive decision support tools more important than ever before.

70 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Case studies (69%).

Stats 56

Winning the Social Media Popularity Contest

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. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

Tom Pisello: The ROI Guy: The Business Value of Server Virtualization

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.

Tom Pisello: The ROI Guy: VDI can save you big! Don't count the.

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. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

Tom Pisello: The ROI Guy: TCA Champ - Oracle or Microsoft SQL Server?

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.

Tom Pisello: The ROI Guy: Is Return on Customer (ROC) a good.

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.