The ROI Guy

JANUARY 25, 2011

However, solving this problem will be difficult for most teams, as sales remains inwardly focused on the traditional funnel based selling process, rather than having a keen understanding of how customers make decisions and actually buy - the buying lifecycle.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MAY 6, 2010

These new customer campaigns include tools to use early in the buying process – to help diagnose and assess customer issues, such as assessment tools for cloud computing, collaboration and virtualized desktops. Powered by Blogger.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

DECEMBER 6, 2010

At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. The Death of a Salesman? The invitation often coming after key decisions have already been made. Powered by Blogger.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

OCTOBER 22, 2010

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Buyers clearly want a solution that represents a high value, and will help drive bottom-line impact to the business – helping to drive revenue, reduce costs, streamline business processes or improve productivity.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision. Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

NOVEMBER 8, 2006

Productivity benefits where there is not a direct automation or elimination of a process step or task 3. ► May (2) ► April (4) ► 2005 (38) ► December (38) Twitter Updates Facebook Badge Followers Visistat Simple template. Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

DECEMBER 14, 2005

As well, personal productivity applications such as word processing, e-mail and messaging could be considered commodities. IT solutions are indeed evolving from basic infrastructure, through business process optimization and information management. Network servers, storage and printers have moved towards commoditization as well.

ROI 40

ROI Work Management Marketing Management Budget Programs 40