The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). Up to 58% of a typical pipeline is stalled at “Do Nothing” as a result.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 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. 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.

Peer-to-peer 40

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

The ROI Guy

MARCH 15, 2011

Skeptical Buyers: Inundated with more carpet-bombing marketing campaigns than ever before, buyers are suffering from information overload, making it difficult, if not impossible, to use legacy strategies to break through the noise to connect and engage with decision makers, and moreover, gain their trust.

Forrester 40

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

Madison Logic

MARCH 13, 2024

According to Forrester research, millennial buyers aged 25-44 are increasingly shifting into purchase decision-making roles and are expected to make up three-fourths of business buying teams in 2024. As a result of this shift, marketers and sellers can no longer rely on what has always worked to reach them.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

Ambal's Amusings

AUGUST 27, 2010

"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. In short, effective content for either technical or business buyers needs to address issues that keep them awake at night, in the language they use. Blog Webbiquity Twitter TomPick.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

SEPTEMBER 17, 2010

With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands. At the middle stage, buyers need to understand product features and savings / benefits that can be derived.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 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. Is this digital spending allocation aligning with buyer needs? We call this the “Internet fueled buying cycle.&# Content may indeed be king.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 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. For most buyers it’s easier to do-nothing, than to change. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Sales Engine

AUGUST 23, 2016

Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Martech

APRIL 15, 2022

This is because buyers seek expertise when dealing with other businesses, while consumers typically seek the best deals and most exciting products. So your marketing needs to be more personalized than it might otherwise be when targeting B2C customers. Types of B2B marketing. There are many different B2B marketing strategies.

Marketing AI 116

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 116

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. This results in a slower buying process and the continual carpet bombing of buyer inboxes with the same static, mass-distributed whitepapers that every vendor sends out.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40