The ROI Guy

APRIL 26, 2013

Making matters worse, 40% more stakeholders are involved the purchase, with procurement and finance playing more prominent roles, adding to the complexity and duration of the buyer’s journey (IDC). Personalized, provocative and insightful content your prospects need to help facilitate the decision making process. and “Why Now?”.

Best Practices 40

Best Practices Paper Advertising Benchmark Budget Programs 40

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you get the much needed sales tool adoption to occur in 20012. Is there a way to get sales to overcome this status-quo bias?

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 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. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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

Sales Management 70

Sales Management Top of Funnel Google Lead Scoring 70

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

Ambal's Amusings

SEPTEMBER 10, 2009

Over the past decade, she has created and managed nearly 500 customer stories for dozens of companies, including Level 3, USA.NET, Jobfox, Qwest, Great-West Healthcare, Vocus and Verio. Buyers need details, and especially results. It covers the complete process of creating a story from start to finish to usage.

Case Studies 100

Case Studies Case Study Studies Work Management 100

Sana Commerce

OCTOBER 4, 2021

In the face of B2B sales’ digital transformation, should your sales strategy follow suit? Lessons learned from the digital transformation of B2B sales. especially for B2B sales teams. Today: 96% of B2B sales teams have fully or partially shifted to remote, digitally-enabled selling. It’s a common misconception.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

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. Commodity sales professionals are being disinter-mediated. Fight Frugalnomics with Outcome Selling?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 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

NetLine

NOVEMBER 30, 2023

Intent data is an essential part of sales enablement. But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? After that, make sure you ask your sales team. Gong.io) that analyze interactions with buyers.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

B2B Digital Marketer

OCTOBER 5, 2020

My story kind of begins and I’m going to date myself right here, Jim, but I got into technology sales back in 1990. I found myself as the national account manager for a large storage company with a $21 million quota. And there was licensing and things like that, that we were managing. And so I kind of grew up in that.

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

Hubspot

JANUARY 14, 2015

Not all current marketing executives knew they wanted to go into marketing -- in fact, many of them started in sales, consulting, human resources, entertainment, software engineering, government, and a myriad of other fields. First Job: Sales Planner at L90. "My 1) Aaron Goldman , CMO at Kenshoo. Follow @AaronGoldman. Follow @jbigay.

Work Management 28

Work Management Paid Content Marketing Management Paid Search Agency 28

ClickZ

DECEMBER 22, 2020

While marketing leaders hold the reins of CDP ownership, more and more CDPs ignore critical sales and service solutions during implementation and data sharing. The silos created present challenges in achieving personalization and customer experience (CX) outside of marketing. A narrow focus into marketing operations.

Enterprise Management 102

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 102

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. This relationship was not always about the sale.

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

accelerate agency

APRIL 11, 2023

Essentially, Software as a Service (SaaS) is a solution model that provides users with externally managed, owned, and delivered software. For example, SaaS products can range from cloud-based Customer Relationship Management solutions (CRM) like Salesforce to ecommerce hosting like Shopify. What is SaaS? Who fits the SaaS model?

Enterprise Management 52

Enterprise Management Paid Search Agency Work Management Marketing Management 52

Sales Engine

NOVEMBER 3, 2017

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 presentation were all devised for a simple overarching purpose: to get Sales in the door. This relationship was not always about the sale.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

MARCH 13, 2017

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 presentation were all devised for a simple overarching purpose: to get Sales in the door. This relationship was not always about the sale.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Content4Demand

SEPTEMBER 29, 2020

What tools would help you as you adjust your strategies and tactics? Choose a format like an E-book or white paper to present your findings. Marketing surveys make terrific sources for a slew of additional assets that can be used anywhere along the buyer’s journey. B2B buyer behavior has changed this year.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

ClearVoice

JUNE 21, 2023

B2B content tends to offer facts on the reliability and cost-effectiveness of a product or service in order to help B2B buyers commit to a sale. It’s important to realize B2B buyers are still people driven by an emotional need to do well at their job.

Content 52

Content Marketing & Strategy B2B Work Management 52

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. 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

SEPTEMBER 28, 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. Tuesday, September 28, 2010 Do White Papers Still Engage?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Webbiquity

NOVEMBER 19, 2013

Buyers were different, sales cycles were different, messaging was different, and media was different. Tell stories; inspire prospective buyers with tales of what your current customers have achieved. In complex B2B sales, group decisions are the norm. Services are a major component of sales.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100

Webbiquity

NOVEMBER 19, 2013

Buyers were different, sales cycles were different, messaging was different, and media was different. Tell stories; inspire prospective buyers with tales of what your current customers have achieved. In complex B2B sales, group decisions are the norm. Services are a major component of sales.

Work Management 100

Work Management Marketing Management Marketing Automation Services B2B Marketing 100