The ROI Guy

DECEMBER 23, 2010

Thursday, December 23, 2010 CIO Priorities for 2011 Indicate Continued Frugalnomics Focus According to a survey from the National Association of State Chief Information Officers (NASCIO), there has not been much to cheer about this holiday season as a public sector CIO. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Enterprise Management Marketing Budget Budget Programs 40

The ROI Guy

MAY 4, 2011

Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. The CSO Insights Sales Management survey for 2011 examined responses from sales executives at 850 firms.

Marketing Proposals 40

Marketing Proposals Terms and Conditions Marketing Management Sample 40

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. Rising dramatically for 2011 is the quantification of conversion and revenue as a result of social media efforts.

ROI 40

ROI Social Media Budget Programs Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Heinz Marketing

APRIL 24, 2019

All of Matt’s tips are still applicable but there’s probably some sprucing up to do given the post was written in 2011. You might be thinking, she’s a marketer, she doesn’t know anything about sales. and new lead disposition sequences. and new lead disposition sequences.

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Outreach Practices Best Practices Cold Calling 78

The Point

MARCH 12, 2012

Here are some highlights from the original report: “The chances of reaching a new sales lead drop over 10x if you wait longer than the first hour of shown interest, and the odds of qualifying that lead decrease 6x after the first 60 minutes”. The odds of contacting a lead if called within five minutes versus even 30 minutes are 100x greater.

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The Point

OCTOBER 26, 2010

lengthening sales cycles during a down economy and the desire to support sales reps who are reluctant to dedicate their valuable time to nurturing buyers throughout that process. Here are a couple of other factors that often figure prominently: Desire for Marketing Efficiency.

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Marketing Automation Services Work Management Marketing Management Marketing Budget 100

markempa

AUGUST 19, 2012

“Social media is like the John Stockton of Marketing: It’s the almighty assist to the sale,” she explains. The sales cycle in most B2B companies is 90 days to two years, and you have to consider all of the marketing that goes on in between there. MarketingSherpa 2011 Social Marketing Benchmark Report.

Social Media 120

Social Media Social Marketing B2B Marketing SME 120

The ROI Guy

APRIL 25, 2012

2011 growth levels. If you tally the impact of each, you find that the impact of Frugalnomics - the “do nothing buyer” , lengthening sales cycle and increased discounting - is costing you millions each month. The good news is that IT spending is still growing, at a rate of 2.5%

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SWZD

JULY 9, 2019

Founded in 2011 and headquartered in San Francisco, CA, LiveRamp offers an identity resolution platform, used by marketers and their partners, that connects people, data, and devices across the digital and physical world, allowing consumers to easily and safely engage with these brands and products. About LiveRamp.

Ideal Customer Profiles 54

Ideal Customer Profiles B2B Thought Leadership Thought Leadership Advertising Agencies 54

Hubspot

OCTOBER 13, 2016

We'll walk you through how to do that in the example below, which features a list of customers along with their company size and sales cycle length. For context, the two tables (average vs. median) look at the typical sales cycle length for each company size. Ready to see how it works? When to Use Median to Analyze Data.

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Sales Cycle Pricing Price Custom Publishing 28

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

NOVEMBER 29, 2012

And improving sales effectiveness could not come soon enough, as CSOs indicate that between 36% to 47% of sales professionals are still failing to meet quota, goals even though the economy shows signs of improving, and sales cycles continue to lengthen, especially with new customer acquisitions.

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Effectiveness Sales Cycle Buyer Personas Acquisitions 40

Online Marketing Institute

AUGUST 14, 2011

This entry was posted on Friday, August 12th, 2011 at 5:08 am and is filed under Altimeter , Social Media Measurement. Esp with high consideration set products and long sales cycle, it makes it difficult to track. Esp with high consideration set products and long sales cycle, it makes it difficult to track.

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Analytics Top of Funnel Research Webinar Metrics 40

Directive Agency

NOVEMBER 20, 2018

In different industries, top-down selling can lead to more massive contracts, quicker sales cycles, etc. When selling bottom-up, most reps waste a lot of time on the wrong individuals leading to a much longer sales cycle, smaller contract sizes, and a lot more frustration.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Marketing Qualified Leads 40

Directive Agency

NOVEMBER 20, 2018

In different industries, top-down selling can lead to more massive contracts, quicker sales cycles, etc. When selling bottom-up, most reps waste a lot of time on the wrong individuals leading to a much longer sales cycle, smaller contract sizes, and a lot more frustration.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Marketing Qualified Leads 40

Marketing Insider Group

MAY 5, 2011

In my B2B Marketing predictions for 2011 , I said that this would be one issue that finally made it onto the radar screen for marketing executives. Your time frame should be at least 3 or 6 months greater than your typical sales cycle. This is called the “last click&# problem of Marketing Attribution. Boy, was I wrong!

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The ROI Guy

JANUARY 10, 2011

Monday, January 10, 2011 Let the Good Times Roll? The 2011 Trends Looking forward, TechTargets recent 2011 IT Priorities Survey (2,300 respondents) points to a continued increase in IT spending to 2.8% over 2010 levels, anemic growth rates compared to the 5-7% annual growth that could be expected in a good year.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

Adobe Experience Cloud Blog

FEBRUARY 25, 2011

In the stampede to corral leads, B2B marketing efforts can lose momentum as soon as the prospects have moved into their sales cycle. Once you’ve got them in, how do you establish a lead management cycle that nurtures the leads you worked so hard to get? by Maria Pergolino Does your drip marketing leak?

Work Management 48

Work Management Leads Lead Marketing Qualified Leads 48

Industrial Marketing Today

MAY 22, 2012

I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. According to a survey conducted in 2011 by BtoB and Rainmarker Systems, while only 35% of B2B marketers are involved with selling directly online, 58% of those companies have an increasing commitment to the channel.

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Advertising Channels Cable BtoB Distribution 60

The ROI Guy

FEBRUARY 14, 2011

Value-based sales enablement initiatives and tools are the key to arm sales professionals with the consultative insight needed to connect with stakeholders earlier in the sales cycle, prove bottom-line impact and quantify superior competitive value," says Tom Pisello, Chairman and Founder of Alinean.

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Allocation Research Practices Forrester 40

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. Provocation-Based Selling: Loosening the Status-Qu.

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Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

FEBRUARY 15, 2011

Tuesday, February 15, 2011 Updated Alinean Social Media ROI Calculator - New Graphics and Refined Research Weve just updated the Alinean Social Media ROI Calculator with some hot new graphics, and refined value quantification research and analytics. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

LeanData

APRIL 21, 2016

The sales cycles are longer. The 2011 book, “The Challenger Sale: Taking Control of the Customer Conversation,” authored by Matthew Dixon and Brent Adamson , has become a modern sales playbook. It’s about trying to get them to speak to each other about the pains our product solves.”. The products are more complex.

Conversion 53

Conversion Work Management Paid Search Agency Marketing Management 53

The ROI Guy

JANUARY 20, 2011

Thursday, January 20, 2011 New TCO Calculator: EMC SMB Virtual Solutions Advisor EMC wanted a quick way for small / medium business IT executives and buyers to quantify how virtualized data center solutions could help drive capital cost savings, operations and application management savings and improved resiliency.

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SMB ROI Marketing Budget Work Management 40

The ROI Guy

OCTOBER 26, 2012

As the numbers of stakeholders have increased, attendees indicated a proportionate increase in selling complexity, with significantly more sales time needed per deal, more stalled deals and longer sales cycles. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study · SiriusDecision SiriusIndex 2011-2012.

Marketing Proposals 40

Marketing Proposals Sales Cycle Marketing & Strategy ROI 40

Hubspot

JULY 15, 2011

Because of the longer B2B sales cycle, marketers must diligently fill the sales pipeline and continuously support sales by keeping prospects engaged with the brand during the sales cycle through the use of multiple touchpoints, like email or campaign nurturing programs.

B2B Marketing 28

B2B Marketing B2B Paid Search Agency Sales Cycle 28

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Marketing Insider Group

NOVEMBER 4, 2010

Because of these two things, in order to win a B2B sale you first have to build trust, demonstrate how reliable your product is, and show how it is suitable for the particular business you’re speaking with. This all means the B2B sales cycle is often very lengthy. Augmented Reality For B2B Marketing in 2011?"

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Landing Pages Top of Funnel Paid Search Agency Work Management 100

Marketing Insider Group

NOVEMBER 4, 2010

Because of these two things, in order to win a B2B sale you first have to build trust, demonstrate how reliable your product is, and show how it is suitable for the particular business you’re speaking with. This all means the B2B sales cycle is often very lengthy. Augmented Reality For B2B Marketing in 2011?"

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Hubspot

JANUARY 24, 2011

According to MarketingSherpa's 2011 Email Marketing Benchmark Report , the effectiveness of email list growth tactics break down according to channel sales (B2B & B2C) and marketing processes. I think that this stance will change dramatically during 2011. Figuring out how much information you need is the first step.

Email Marketing 28

Email Marketing Paid Search Agency Inbound Marketing Sales Cycle 28

MLT Creative

FEBRUARY 6, 2012

B2B deal cycles shorten as deal sizes shrink. The business-to-business sales cycle is shortening in concert with shrinking deal sizes, according to a MarketingSherpa study. More than a third of deal cycles lasted one to three months in 2011, while cycles of less than a month made up 15% of all deals.

Tactics 40

Tactics B2B Marketing B2B Paid Search Agency 40

The ROI Guy

MAY 6, 2010

Several of these new Alinean -powered tools will also be used later in the sales cycle, once a customer has a specific solution in mind, in order to justify the solution to executives and assure value versus competitive offerings, positive ROI and quick payback. CIO Priorities for 2011 Indicate Continued Frugaln.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

JANUARY 9, 2012

This latest survey of over 600 senior executives worldwide, published by Doremus and the Financial Times in December 2011 , confirms that Frugalnomics, a business focus on reducing costs and the bottom-line, is increasing for the New Year. Source: Decision Dynamics Report (Doremus and the Financial Times) –December 2011.

Cost 40

Cost Marketing Proposals Budget Programs B2B Sales 40

The ROI Guy

DECEMBER 9, 2010

Estimate the Benefits of Windows 7 Professional Social Media ROI a Requirement for 2011 Alinean Research Reveals Best Practices to Fight F. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ▼ 2010 (118) ▼ December (5) Social Media Hierarchy of Needs - Best Practices f.

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

Industrial Marketing Today

SEPTEMBER 1, 2011

E-mail marketing to a house list continues to be the top marketing channel for many industrial companies and manufacturers according to Trends in Industrial Marketing 2011 from GlobalSpec. A good way to do this is to match it with your sales cycle. The longer the cycle, the less frequently you will have to do this.

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Relevance List Brokers Opt-out Marketing Analytics Tools 60

Adobe Experience Cloud Blog

MARCH 3, 2011

But, for effective lead nurturing, marketing and sales must agree on the process of lead qualification. To be sure both are on the same page, ask these questions about closed leads: How long were their sales cycles? When during their buying cycles did they enter the marketing funnel?

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Sales Qualified Leads Lead Scoring Lead Ranking Buying Cycle 48