The ROI Guy

NOVEMBER 10, 2014

According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% This is good news, and is the first time in three years that Gartner is revising its growth predictions up versus down mid-year. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value.

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The ROI Guy

MARCH 1, 2016

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. And its not just your direct sales reps that have the issue.

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Martech

NOVEMBER 11, 2022

Retail storefronts, ecommerce companies and even online streaming platforms such as Netflix all accomplish their sales via B2C transactions. B2B sales cycles tend to be longer (companies making software purchases, for example, will do extensive due diligence before investing in a product). Processing. Processing.

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Digital Asset Management Work Management Marketing Management Digital Experience Platform 113

The ROI Guy

JULY 15, 2015

Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% This latest estimate from Gartner is a further downward revision of the overly optimistic forecast published to kickoff the New Year, where Gartner was anticipating a 2.4% YoY decline from 2014 levels.

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The ROI Guy

JANUARY 16, 2014

According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts.

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Madison Logic

NOVEMBER 30, 2023

We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers. Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider. Interested in learning more?

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Demand Brand Identity Branding Work Management 52

The ROI Guy

APRIL 8, 2014

According to Gartner, worldwide IT spending is on pace to reach $3.8 Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% trillion in 2014, a 3.2% for the year.

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Madison Logic

JANUARY 18, 2023

Research from Gartner shows that meaningful personalization boosts the chances that a customer will make a high-quality purchase by 9%. A more independent process: Most of the time spent by a B2B buying committee is away from solution providers. Build content for your audience using data, not intuition .

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Account Based Marketing ABM Work Management Marketing Management 52

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sure enough, Gartner has had to once again lower expectations , cutting in half their earlier growth estimates, now predicting only a 2% rise. Sometimes you don’t want to be right, and this is one of those times.

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LeanData

FEBRUARY 10, 2022

And, of course, you’re likely repeating that entire marketing process across other similar accounts. Second, prospects in the target segment needed a compelling reason to buy LeanData solutions, suffering from broken processes causing unacceptable losses and/or risks to the organization. Each named account gets the royal treatment.

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Ideal Customer Profiles Account Based Marketing Demand Generation ABM 97

The ROI Guy

AUGUST 13, 2013

Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.” According to a new research report, IT buyers have dramatically changed.

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The ROI Guy

JANUARY 8, 2013

Gartner highlights that “business uncertainty is nearing resolution”, and that this is one of the key reasons for increasing their spending outlook. But is Gartner being overly optimistic? First, Gartner’s latest outlook mirrors similar rosy predictions from analysts at the beginning of the past three years.

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Conversica

SEPTEMBER 6, 2018

Today’s sales are about marketing as much as they are selling. Buyers have already finished most of their decision-making process before they engage with your sales team. According to Gartner, customers are already 57% through the purchase process before they approach a supplier. Length of the Sales Cycle.

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Lead Ranking Marketing Qualified Leads Top of Funnel MQL 65

Martech

JANUARY 25, 2022

Process scaling. Corporations invest in sophisticated CRM, or customer relationship management, programs to effectively oversee their relationship with their customers at every point during the buying process,” says Marc Ostrofsky , entrepreneur and bestselling author of “Get Rich Click.”. Automated data entry. Customer segmentation.

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TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. This data also helps clearly define attributes of the audiences with intent to move further along the buying process faster. Intent data focus on prospects’ overall decision-making processes rather than the final result. .

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Intent Data Top of Funnel Intent Work Management 52

Hinge Marketing

JUNE 12, 2019

It is that consistency that Wooden became famous for and it is why you should be interested in sales enablement. What is B2B Sales Enablement? According to Gartner , “Sales enablement is the activities, systems, processes, and information that support and promote knowledge-based sales interactions with client and prospects.

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Top of Funnel Planning Enterprise Management Webinar Metrics 91

Albacross

NOVEMBER 4, 2021

Source: Forrester , 2021). In this article, we will cover every aspect of intent data and guide you through the process of how to use it to give the insights needed for the revenue team to accelerate the growth. Buyers are usually 57% down the buying journey when they reach out to the sales reps. Source: Gartner, 2020).

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Marketing Insider Group

AUGUST 11, 2015

Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey. My interpretation of these results starts with an understanding that the B2B buying experience has fundamentally changed. To combat this, marketers have made it clear that knowledge is power.

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Walker Sands

AUGUST 8, 2022

Your CRM likely houses information on everything from your most commonly closed industries, average sales cycle length, frequent reasons for lost opportunities and more. to targeted survey respondents will result in more directly relevant buyer journey intel than broad industry market reports, like those from Gartner, Forrester or IDC.

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Top of Funnel Buyer's Journey ROI B2B Marketing 52

Metadata

APRIL 21, 2021

This type of content usually has titles like “The 5 Things to Look for When Evaluating XYZ Platforms” or might be an industry report such as the Gartner Magic Quadrant or Forrester Wave. But they are way more likely to convert through your pipeline into paying customers. If your CPL could be $40 or $60, which would you pick?

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Cost per Lead CPL Linkedin Marketing Qualified Leads 98

Terminus

MAY 8, 2020

Numbers a CRO Will Love: According to a commissioned study conducted by Forrester Consulting on the Total Economic Impact of Terminus, a sample set of Terminus customers reported 60% more meetings scheduled by SDRs. Also Known As: Pipeline velocity, deal velocity, time to close, or simply just time spent in the sales cycle.

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

Madison Logic

OCTOBER 11, 2022

Look at the graphic below from Gartner: most of the time spent by a B2B buying committee is away from solution providers. As this prospect moves from research to inquiry about a specific solution, the sales team can understand the key points and messaging they need to close the deal. . Sales and Sales Enablement .

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Intent Data Intent Marketing Budget Buyer Intent 52

SnapApp

JANUARY 15, 2019

And it’s an expensive, time-consuming process to figure out that the assumptions you’ve been working under aren’t true. Most marketers do know that most of the modern buyer’s journey now happens before anyone talks to the sales team. And yet, we’re still structuring our sales funnels like we can control what these buyers do.

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Demand Generation Agencies Demand Generation Top of Funnel Webinar Metrics 99

Business Brainz

JULY 11, 2021

We, at Business Brainz like to define “insight” as nuggets of high-value information gathered from highly relevant sources, processed and interpreted by human intelligence. With the help of insight, marketers can create industry-specific contents that are relevant at every stage of the buying process. Sales and marketing alignment.

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Account Based Marketing ABM Budget Programs Ideal Customer Profiles 52

Ambal's Amusings

JANUARY 21, 2010

If your company’s sales cycle is 9 months and you run 3-month campaigns—switching focus along with a change in quarter—you’re leaving most of your prospects hanging. Marketing cannot help sales if they don't understand the specific criteria for sales' success and the obstacles faced across the sales cycle.

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Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Terminus

OCTOBER 26, 2018

99% of the leads you create will never become customers, according to Forrester Research. Leads Are Generated Too Late in the Sales Process. By the time you generate a lead that’s actually interested in your solution, their company has already gone through most of the research process. Sales Doesn’t Really Want Leads.

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RFP Sales Qualified Leads Leads Lead 20

Hubspot

NOVEMBER 18, 2011

Source: Gartner Research) Tweet This! The average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying process. Source: Forrester Research) Tweet This! Source: Forrester Research) Tweet This! Source: Forrester Research) Tweet This!

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Stats Marketing Automation Services Marketing Automation Automation 28

The ROI Guy

JANUARY 25, 2011

Buyer Facilitation versus Selling The majority of B2B sales teams have faced an elongated sales cycle over the past few years. But the problem is not “why sales cycles are getting longer&# , its why buyers are taking longer to make decisions.

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Directive Agency

FEBRUARY 22, 2019

Database marketing is a methodical approach to the gathering and processing of consumer data that is stored and maintained in a company’s database. After giving the platform a few days to fully process the data, you can begin incorporating these databases as targeting parameters in your campaigns. Forrester Wave Reports.

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Database Marketing PPC Work Management Marketing Management 45

The ROI Guy

MAY 6, 2010

. “Leading B2B solution providers recognize that old sales and marketing techniques must evolve to meet these new economic buyer demands, and as a result, they are recognizing the need to connect and sell to economic buyers with Alinean -developed assessment, ROI and TCO demand-generation and sales enablement tools.&#

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The ROI Guy

OCTOBER 22, 2010

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Buyers clearly want a solution that represents a high value, and will help drive bottom-line impact to the business – helping to drive revenue, reduce costs, streamline business processes or improve productivity.

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Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Savvy B2B marketers will recognize the “consumerization&# of B2B and in 2011 proactively increase content marketing investments to deliver the right content and interactive decision support tools at the appropriate right step in the buying cycle. Tom then served Gartner as a Managing VP. The Death of a Salesman?

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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. Death of a Salesman?

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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. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

NOVEMBER 8, 2006

Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Productivity benefits where there is not a direct automation or elimination of a process step or task 3. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

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ROI Marketing Budget Budget Programs Work Management 40

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Tune and refine the buying process. You’ll see shorter buying cycle times. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content.

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ROI B2B Marketing Paid Search Agency Planning 100

The ROI Guy

JULY 8, 2014

According to Gartner, worldwide IT spending was expected to reach $3.8 Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. for the year.

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