Trending Sources

New from Forrester: Building a Predictable Lead-To-Revenue System

Vidyard

Forrester Report: Understanding the Performance Levers in Your Lead-to-Revenue System. Forrester suggests that it is, in fact, feasible to accurately predict the outcome of your marketing efforts if you take an analytical approach to understanding the key performance drivers.

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

For example: Engaging earlier is a requirement, with 74% of deals going to the provider setting the buying agenda (according to Forrester), but most partners are notorious at engaging late in the sales cycle, and merely responding to solution requests and RFPs.

The ROI of Influencer Marketing

Marketing Action

A Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. Recommend them for speaking engagements or other opportunities that will help them meet a particular goal of their own.

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Where is ROI Best Applied in the Sales Process?

The ROI Guy

On average, 76% of deals are now won or lost early in the decision making process – going to the solution provider who helps your Prospect uncover and prioritize the issue and set the buying agenda, while only 24% are won / lost during the later competitive bake-off phase.

CMOs fail to go beyond brand awareness on LinkedIn

Biznology

Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. Forrester reports that 99% of leads don’t convert, and LinkedIn says 87% of leads don’t convert.

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

So it was common for those brands to see a huge surge in traffic for a short burst of time, but after the excitement faded, so did the engagement and ROI. Tap into the beauty of data to boost cross-channel ROI.

Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. The post Radius Product Innovation Solves Top Marketer Challenge: Proving ROI appeared first on Radius.

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Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. The post Radius Product Innovation Solves Top Marketer Challenge: Proving ROI appeared first on Radius.

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39 More (of the) Best Social Media Guides, Tips and Insights of 2011

Webbiquity

Is it really possible to measure social media ROI —and if so, how? Forrester: 5 Stages Of Social Media Growth by MediaPost Online Media Daily. Social Media Monitoring and ROI Measurement. 10 Measures of Social Media ROI for Your Brand by SocialTimes.

Value Summit Keynote - The Importance of Getting Value Selling Right

The ROI Guy

Last week we were incredibly proud to help launch the Value Summit (#VSRSummit) in Dallas, a first of its kind gathering of over 160 of the best value consultants and sales enablement leads.

Pump Up Your Video Marketing ROI

Content Standard

Using B2C platforms like YouTube and Vimeo is great for quick access to a large audience, but it doesn’t necessarily translate into video marketing ROI. Many OVP’s have built workflow management implicitly into their offering to help you keep it under control.

Research Proves the Early Bird Catch the Worm?

The ROI Guy

At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. The solution provider who engages earlier, helping the buyer “turn a vision into a clear path to value”, wins a whopping 74% of the deals.

It’s Time For CMOs To Tap Into The Power Of Personalization

Buzz Marketing for Technology

According to Forrester Research , U.S. A study by Forrester Research found that 45 percent of people on social networks have interacted with a brand through social media over the previous three months. But these metrics aren’t tied in any way to ROI and sales.

6 Things to Keep in Mind When Replatforming

Buzz Marketing for Technology

Here’s a checklist of six things to help ensure a smoother process. According to Forrester Research, 39% of surveyed companies see a drop in conversion rates after replatforming, while 44% note slower load times once a new platform goes live. Posted in Business Intelligence Testing.

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well does your current content marketing help answer these key value-focused decision maker questions in a compelling and quantified way? #2

Are your Sales and Marketing Investments Productive?

The ROI Guy

This new tool takes research of Forrester’s Sales Enablement expert Scott Santucci and is designed to help executives determine how worthwhile their sales and marketing investments are at driving growth.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial business cases / ROI that CFOs demand?

Sales Enablement’s Dirty Big Secret

The ROI Guy

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. High cost + low yield = Low ROI.

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Return on Sales Enablement: The Adoption Challenge

The ROI Guy

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful.

The ROI of Website Redesigns per Forrester

WebMarketCentral

Forrester Research makes a collection of its past webcasts on various online marketing topics freely available (registration required). I recently checked out one of their presentations from about a year ago titled "The ROI of Web Site Redesigns Made Simple" by Harley Manning and Jeffrey North. Forrester's key findings from their website redesign research: By Forrester's standards, 97% of business websites fail to earn a passing grade for usability.

So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”

The ROI Guy

Forced to “do more with less”, these buyers need more consultative advice and help from vendors. This is clearly evidenced in a study by Forrester, presented at their annual Sales Enablement Forum, where buyers easily categorized salespeople, with some unflattering feedback.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial business cases / ROI that CFOs demand?

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way?

Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

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.

Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement.

How Social Media Helps Marketing, PR, And Sales Become Better Friends

B2B Marketing Insider

The alignment problem is what drove me into here… BtoB Magazine recently reported on a Forrester survey that proves the point that this is huge challenge: only 8% of B2B companies say they have tight alignment between sales and marketing. Social media can help us all get along (better).

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Business Blogging ROI in 3 Steps: Keep It Simple

Writtent

Measuring the ROI of your business blogging can be difficult at times because of all the factors that come into play. This is what ROI stands for: Return on Investment… not Return on Influence or Return on Interaction or any other distraction. ROI = (300 – 250)/250 = 20%.

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Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there. If we look at amore complex B2C sale, say real estate, maybe this can help us understand how B2B may be impacted over the next few years.

The Three E's of Boosting Sales Productivity

The ROI Guy

2) A Failure to Advance: As a result of not being able to provide valuable insight or differentiate the value of their solutions to buyers, up to 80% of marketing leads don''t advance , and only 7% of sales reps get a 2nd meeting , this according to research by Forrester.

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities.

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). I nternet and Social Media Research Works Both Ways Buyers will engage earlier with sales reps who can help them overcome challenges and drive competitive advantage.

How can you CLOSE the Value Gap?

The ROI Guy

They want to know exactly how you can help them solve their particular challenges, and the bottom-line impact you can deliver. The good news, a simple conversation guide can be used to guide the evolution, and immediately help you improve your value articulation and sales effectiveness – helping you to CLOSE the Value Gap. Quantify specific customer benefits, tallying specific KPI impacts, financial business benefits and ROI.

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

It is not often we see so many thought leaders and pundits confluence around such significant observations: • At Forrester , sales enablement analyst Scott Santucci indicates that “We are in the middle of a major transformation in the B2B sales model, driven by customer’s enterprise-wide strategic procurement initiatives to buy only what they need at the lowest possible price”. Path - How will it be purchased and how can you help facilitate the decision cycle?

Why You Should Rethink the Purpose of Your Marketing Analytics

Content Standard

For the marketing team, it’s often anything that doesn’t seem to offer up-front ROI in the eyes of team leadership. In a survey about how analytics improve the bottom line, Forrester Research defined some useful language and research that marketers can use in these conversations.

Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

And the leads you thought were such great sales opportunities will stall unless you can help convince the prospect that the issue is a priority and that your solution represents a unique competitive advantage.

Why Scaling Account-Based Marketing is So Important

Lattice

ABM processes help focus the marketing and sales efforts of any company, and push towards creating that kind of personalized engagement that will drive increased ROI for the business.

Social Business Q&A: 10 Questions with Augie Ray

Modern Marketing

When my career began to take a new shape, it was his reports (when he was an analyst at Forrester Research) and writing on “ Experience: The Blog ” that, unbeknownst to him, helped me clarify what I wanted to do, why I wanted to do it, and how I wanted to do it. In 2010, the challenge was to get companies to stop obsessing about ROI and begin to embrace social as a necessary communication and reputation management tactics.