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 >>

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. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. Updated Alinean Social Media ROI Calculator - New. Gartner CIO Study Highlights Need for Outcome-Base. MORE >>

And the perception is becoming reality, as: 30% of sales professionals are now using iPads and other tablets in their sales activities (CSO Insights) with 47% of 8,500 sales professionals worldwide reported accelerated sales cycle as the tablets’ greatest advantage (Huthwaite), 23% of buyers are using tablets for research on purchases, according to an upcoming DemandGen Report research study, and as a result, "The desktop computer is becoming nearly obsolete as a primary research channel". The traditional pitch and marketing vehicles just don't work as well as they used to. 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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Advice > ROI tools from Alinean can quickly and credibly help quantify opportunities, estimate benefits of proposed solutions, prove ROI and demonstrate quick payback, essential to prioritizing proposed projects and justifying the sale. Good argument that B2B marketing needs ROI. 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. MORE >>