The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Lead Ranking Lead Scoring Enterprise Management 40

Adobe Experience Cloud Blog

OCTOBER 21, 2016

This change has created a new reality for business buyers and manufacturers alike who are both becoming digitally savvy. The Sales and Marketing Blind Spot. As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. The result? What’s the way forward?

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

Vidyard

JUNE 15, 2020

Identify the Teams That Will Drive Adoption Start out by listing the primary roles who will use video, such as sales reps and their managers, as well as secondary roles who will need to be involved. Identify One or Two Initial Use Cases for Sales Videos Video is versatile, but don’t overwhelm your team.

Planning 65

Planning Video Marketing Effectiveness Case Studies 65

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.

Cost 40

Cost Marketing Proposals Budget Programs B2B Sales 40

The ROI Guy

OCTOBER 21, 2011

Captures rich customer intelligence for superior lead nurturing and accelerated sales cycles Alinean introduced Interactive Content Connectors at the Eloqua Experience event, helping integrate Alinean-value sales / marketing tools with CRM / Marketing Automation solutions, including salesforce.com, Eloqua and more.

Marketing Automation Services 40

Marketing Automation Services Interactive Marketing Marketing Automation CRM 40

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. The scales are well in favor of the solution providers who make the investment now in Financial Justification / ROI.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

Start learning +200 points Module Sales Pipeline Basics What are the stages of a sales pipeline? Each of these stages helps you identify next best steps based on where prospects are on the road to a sale. Proposal This stage is when you make an official sales offer.

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

The ROI Guy

AUGUST 13, 2013

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. According to a new research report, IT buyers have dramatically changed.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

Mereo

MARCH 30, 2023

When accepted, adopted and incorporated into sales enablement programs, sales leaders start generating more-interesting questions and conversations that can lead to deeper outcomes. And by asking the tool key questions, your executive leadership can uncover important actions and adjustments to make in your go-to-market approach.

Work Management 41

Work Management Marketing Management Software Conversion 41

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 18, 2013

Michael Gerard, VP of IDC ‘s CMO and Sales Advisory Practice indicates in a recent presentation that it now takes more than 650 targets just to get one deal, and each deal is taking longer to close than before, some 19 months for the marketing and sales cycle to complete. This is a good news / bad news story from IDC.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40

The ROI Guy

MAY 7, 2015

As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. If you have not, no wonder your proposal is not getting the budget allocation or priority it deserves. Three times was the charm.”

Work Management 40

Work Management Marketing Management Allocation Marketing Proposals 40

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. Let us examine each of these IDC trends in detail and what they mean to 2011 strategies and budgets.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

SEPTEMBER 22, 2014

What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. and “Why do so now?” , way before “Why your solution?”.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Peer-to-peer 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Fight Frugalnomics with Outcome Selling?

Forrester 40

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

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key.

Lead Ranking 40

Lead Ranking Lead Scoring Product Work Management 40

Lusha

NOVEMBER 18, 2024

A sales strategy is a complete plan that outlines how your business will: Approach the market Target customers Close deals Think of it as a playbook for your sales team. A good sales strategy has several key parts: Target market identification: Who are your ideal customers? What do they need?

Sales Management 40

Sales Management Template Ideal Customer Profiles Top of Funnel 40

Salesforce Marketing Cloud

JANUARY 11, 2024

Because businesses typically require chains of approval, closing a B2B sales deal usually involves detailed touchpoints, presentations, product demos, and negotiations with decision-makers, leading to a long sales cycle. Common traits of B2B sales High-cost and/or recurring contract pricing. Needs assessment.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

The ROI Guy

JULY 19, 2012

Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. Buyers need to clearly know what’s in it for them specifically. Decisions are a combination of Logic + Emotion.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

MAY 4, 2011

Content marketing represents a significant investment, consuming over 26% of total marketing budgets annually, according to surveys of 1,100 marketers by the Content Marketing Institute. Junta42 and MarketingProfs surveyed over 1,100 North American B2B marketers from diverse industries and a wide range of company sizes.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40

The ROI Guy

JANUARY 3, 2012

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. Transformations, such as those you are trying to accomplish via the new sales tools, are never achieved when people don’t understand why the change is necessary.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40