The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". and “Are Personas Dead?”. With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. Are ROI Calculators Dead?

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman?

Peer-to-peer 40

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

The ROI Guy

DECEMBER 6, 2010

During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% this year, an increase from 3.1%

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. White Papers are Influence Kings, But Need Persona. However, it is getting harder to connect and engage effectively with these overloaded, skeptical and frugal executives.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 4, 2010

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. However, many vendors would say that sales opportunities are not moving forward the way many would like.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

DealSignal

MAY 31, 2023

While every organization differs, benchmarking indicates that marketing typically contributes to 25-30% of qualified pipeline. Break them up by persona and measure which cadences, cadence steps, and messaging tracks drive the most conversions with each audience. Free Guide: Questions to Ask B2B Data Vendors Evaluating B2B data vendors?

Ideal Customer Profiles 52

Ideal Customer Profiles Sales Qualified Leads Work Management Marketing Management 52

The ROI Guy

FEBRUARY 4, 2009

White Papers are Influence Kings, But Need Persona. In these analyses, Microsoft indicates that consolidation ratios / performance are on par between competitive solutions, meaning that you cannot get more consolidation with one solution versus another. ► January (10) Is The End of the Social Media Story Already Writt.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Marketing Insider Group

JANUARY 9, 2024

one step at a time We’ve all heard the saying, “Don’t propose marriage on a first date” by asking your prospects ten questions in your first communication or touch. Nurturing is the perfect opportunity to date your prospects and gather data gradually…before proposing marriage. Gather data about your buyer….one

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

Ambal's Amusings

AUGUST 27, 2009

B2B Lead Generation Benchmark Study 2009. Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. Or ask whether your salespeople can meet with their decision team to present customized proposals or quotations. B2B Lead Generation Benchmark Study 2009.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. This gives the sales team plenty of time to ensure all services are going well and planning ahead for their new proposal.” These learnings can then be applied to your personas and top-of-funnel marketing activity.

CRM 70

CRM Sales Management Work Management Marketing Management 70

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40