The ROI Guy

JANUARY 9, 2012

Frugalnomics Requires New B2B Sales and Marketing Strategies Over the past several years we have seen the impact of Frugalnomics on B2B sales and marketing, making it more difficult to connect, engage and sell to more overloaded, skeptical and frugal buyers.

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Cost Marketing Proposals Budget Programs B2B Sales 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. For most buyers it’s easier to do-nothing, than to change.

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Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

For example, the typical B2B prospect receives an average of 20.3 email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. Prospect driven buying cycles mean that buyers research solutions on their own, and do their own due diligence, engaging sales much later in the sales cycle.

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Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 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. At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1.

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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. Is this digital spending allocation aligning with buyer needs?

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WebMarketCentral

SEPTEMBER 29, 2009

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. Most sales people still don't. There is a crying need for this.

Marketing Automation Services 20

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Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Only 42% of content marketers actually talk with customers to understand their needs.

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Sales Engine

AUGUST 23, 2016

For decades, the B2B marketer has been a manager of projects. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. The buyer has WAY more control than they used to. I think that a lot of us who grew up in sales thought that we were awesome at prospecting.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Only 42% of content marketers actually talk with customers to understand their needs.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

Hubspot

DECEMBER 18, 2023

Setting targeted Google Alerts for sales can give you invaluable insights into your niche. Instead of guessing when eager buyers need products or services like yours, you'll get a notification straight to your inbox. You can then present your offering as a solution to their needs. Personalize sales letters. “In

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Sales Engine

MAY 12, 2016

Once upon a time, branding was an indispensable part of a company’s success in B2B sales. Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. It may or may not influence a sale.

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Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

OCTOBER 8, 2015

For decades, the B2B marketer has been a manager of projects. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. The buyer has WAY more control than they used to. I think that a lot of us who grew up in sales thought that we were awesome at prospecting.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

PureB2B

MAY 30, 2022

If your sales reps are missing vital information that your prospects care about, they won't be able to communicate effectively. Here are some of the key benefits of having good sales enablement practices. Ensure Sales Communications are Personalized. Personalisation is everything in B2B sales. Sales productivity.

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Sales Management Top of Funnel Sales Qualified Leads Work Management 62

Oktopost

OCTOBER 7, 2019

This is especially true in B2B sales, where the cycle is longer, and there are more people you need to convince. In a B2B context, this would mean winning over the team that’s going to actually use your product — so they can convince the buyers in their organization that your product is the best possible option.

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Albacross

AUGUST 21, 2018

However, not until recently has sales specialization become so widespread. Sales Research (or Data Enrichment Specialists) roles are still uncommon. However, both titles play an essential role in a modern, successful B2B sales process. What is a Modern B2B Sales Process? Sales cycles have grown longer.

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The ROI Guy

APRIL 21, 2010

Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands.

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Martech

APRIL 15, 2022

The B2B buyer journey is evolving rapidly as it becomes more digitized, less predictable, and more complex. The challenge for B2B marketers is to support what is now largely a self-guided journey involving numerous personas on accounts and increasingly expanding buying teams. Key points covered include: What is B2B marketing?

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Webbiquity

NOVEMBER 19, 2013

B2B marketing has traditionally been viewed (correctly) as much different from the promotion of consumer products. Buyers were different, sales cycles were different, messaging was different, and media was different. Much of the study focused on online commerce, where changes in b2b offerings indeed make sense.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100

Webbiquity

NOVEMBER 19, 2013

B2B marketing has traditionally been viewed (correctly) as much different from the promotion of consumer products. Buyers were different, sales cycles were different, messaging was different, and media was different. Much of the study focused on online commerce, where changes in b2b offerings indeed make sense.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100