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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. Quantify the Pain Why Now? Justify the Gain Why You?

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. interactive white paper Concur Value Marketing Pisello Alinean

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. Tuesday, September 28, 2010 Do White Papers Still Engage? Do White Papers Still Rule?

Value Selling & Marketing with the iPad?

The ROI Guy

Forrester) The “Inability to communicate value messages” remains the number one inhibitor to achieving quota (SiriusDecisions) With the iPad and the right interactive applications however, we might be able to overcome these issues. An Alinean powered Interactive White Paper, developing and delivering a completely personalized PDF white paper to an engaged buyer via the iPad.

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. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. according to Forrester. Updated Alinean Social Media ROI Calculator - New.

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. It’s the summer hit equivalent of Justin Timberlake’s “ Can’t Stop the Feeling.”.

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Thursday, December 09, 2010 Seeing ROI in the Cloud? Do White Papers Still Engage?

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. The new Realized ROI toolkit is available at: https://roianalyst.alinean.com/ent_02/AutoLogin.do?d=897224256317007750

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. Winning the Social Media Popularity Contest Seeing ROI in the Cloud?

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. Myth #4:   Social Media Doesn’t Have a Clear ROI. Myth #1: Social Media is Only for B2C Companies. adult.

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. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. Winning the Social Media Popularity Contest Seeing ROI in the Cloud?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. You Write case studies, eBooks, white papers, etc. Cambridege, MA – [link]. link].

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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). ClickZ, Fortune 500 B2B Adoption of Marketing Tools study , Feb 2013). Kapost, Content Marketing ROI , Jun 2012). Not at all.

Stats 44

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. Good argument that B2B marketing needs ROI. Updated Alinean Social Media ROI Calculator - New.

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). ClickZ, Fortune 500 B2B Adoption of Marketing Tools study , Feb 2013). Kapost, Content Marketing ROI , Jun 2012). Not at all.

Stats 54

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

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.

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

B2B 1

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

B2B 1

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. Death of a Salesman? Death of a Salesman?

Demand Generation 101: 7 Tactics For Generating High Quality Leads

Act-On

Content can include anything from blog posts, press releases, case studies, eBooks, white papers, infographics, videos, emails, and so much more. And according to Forrester’s B2B Social Technographics , fully 100% of business decision-makers use social media for work purposes. Demand generation, aka “demand gen,” isn’t just about leads. The players. The methods.

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. Updated Alinean Social Media ROI Calculator - New. Do White Papers Still Engage?

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. Next as a criteria, with Frugalnomics in full effect, cost of the solution is a close second, followed by return on investment (ROI). Winning the Social Media Popularity Contest Seeing ROI in the Cloud?

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 latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.