The ROI Guy

SEPTEMBER 21, 2016

You are putting together your content marketing roadmap, figuring out what content you need to best engage and motivate prospect’s through the buyer’s journey. Across the buyer’s journey you need less of the right personalized value-focused content, to motivate buyers from “do nothing” to “yes”. It’s clear.

Buyer's Journey 40

Buyer's Journey Peer-to-peer Features Advertising Benchmark 40

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. They need information that helps them understand what to ask, do, understand, and evaluate. I agree with Gartner that this is a huge opportunity for marketers to help buyers by creating content that assists them with job completion.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

SnapApp

OCTOBER 25, 2016

How can I make sure that each stage of the funnel is informative and exactly what our buyers need to see? Why don’t we take a walk through the funnel and learn three ways to optimize each stage of the buyer’s journey? Why don’t we take a walk through the funnel and learn three ways to optimize each stage of the buyer’s journey?

Peer-to-peer 48

Peer-to-peer Top of Funnel Advertising Benchmark Marketing Funnels 48

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

The ROI Guy

JULY 9, 2018

Each year CSO Insights produces their Buyer Preferences survey, a tally of how buyers are evolving, and how well Sales is able to connect, engage and close in light of a changing environment. Fewer than 1/3rd ( 30% ) of buyers engage with salespeople to clarify their needs, at the critical early phases of the buyer’s journey.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

SEPTEMBER 22, 2014

With all the choices available to buyers, it is important to communicate how your solution is unique. The buyer doesn’t really care about your solution and how different you perceive it to be until they recognize they have a serious enough challenge to address, and that the challenge is a top priority.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Peer-to-peer 40

The ROI Guy

JULY 19, 2012

The research uses fMRI ( functional magnetic resonance imaging ) machines and brain sensor devices (EEG & MEG) to monitor the human brain, peering “inside” to see how the brain responds when exposed to marketing content and sales presentations, and what happens when making specific purchase decisions. You have two options 1.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits. First, the demand for financial justification has never been higher.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

MARCH 15, 2011

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. the value referring to the specific "know how" your clients need to achieve an outcome.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

MAY 4, 2011

As content continues to proliferate, relevancy to buyers is often lost in the mix, as buyers become overwhelmed by the sheer volume that needs to be weeded through. Making content more relevant to buyers can have a substantial impact, improving effectiveness and driving a tangible ROI to the business.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40

The ROI Guy

JANUARY 17, 2011

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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 4, 2010

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. In this blog post, I present a few of the key research metrics and advice.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Hubspot

JANUARY 19, 2016

Case studies are important to the medtech buyer persona because before they make a purchase, they have to know that the solution or device being promoted has been safely and successfully used by others. For the medtech buyer, the review of the case study is an important investigative stage that does more than just tell a story.

Case Studies 28

Case Studies Case Study Buyer Personas Studies 28

SalesIntel

OCTOBER 17, 2024

Her work highlighted the critical need for caregivers to prioritise self-care amid the caregiving crisis. A lot has changed since those early days, but my strategy remains the same— canvas a territory, develop an ideal customer profile, knock on doors, understand my buyer, develop relationships, and close business.

Enterprise Management 64

Enterprise Management Marketing Analytics Tools Demand Generation Agencies Work Management 64

The ROI Guy

AUGUST 20, 2010

Although a lot of attention is being paid by B2B marketers to Social Media and Blogs as a way to connect with and engage prospective buyers, research by IDG and MarketingSherpa indicate that more traditional promotional and research oriented content marketing is more effective. States Eric Tsai,Web Strategist / Marketing Coach.

Social Media 40

Social Media Peer-to-peer Social Marketing Content Marketing 40