The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on&#.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 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

JUNE 24, 2014

According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. About Alinean Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value marketing and selling tools.

B2B Sales 40

B2B Sales Lead Scoring Lead Ranking Marketing Proposals 40

The ROI Guy

MARCH 30, 2011

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have."

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 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. Commodity sales professionals are being disinter-mediated.

Forrester 40

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

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 40

ROI Marketing Budget Work Management Budget Programs 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

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. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. percent of revenue on marketing.

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. Content Marketing and the Forgotten Sales Professi.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Sword and the Script | B2B

DECEMBER 28, 2022

Communicators found their influence grew with executives, even as the functions they performed evolved in 2022; PR and marketing alike battled to win trust amid clutter, noise and skepticism. Every year I read and write about dozens of reports on B2B marketing and PR. Just 27% said most vendors are honest most of the time.

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PR Trust Marketing Stats B2B Marketing 80

Sword and the Script | B2B

JULY 19, 2022

Buyers of B2B software want published pricing: according to a study by McKinsey, 68% want prices published online without negotiation (and other useful B2B marketing statistics). Regular readers know I frequently dive into surveys and studies about B2B marketing, sales and PR. The cost of B2B marketing content.

Statistics 59

Statistics Marketing Report B2B Marketing B2B 59

Pam Didner

JANUARY 20, 2021

As a marketing professional, successfully supporting sales takes tact, experience, perseverance, conviction and imagination. . I learned that lesson early in my corporate career at Intel during my first encounter with sales. . What are the Elements of Sales Enablement. How to Build a Sales Enablement Strategy.

Enterprise Management 138

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 138

B2B Digital Marketer

OCTOBER 19, 2020

In this episode of the B2B Digital Marketer Podcast, Raza Imam shares how you can publish your own book using content that you may have already published! Raza Imam is an entrepreneur, author, speaker, and coach with a passion for digital marketing and personal development. 15:53 – What’s overrated in B2B digital marketing.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Sales Qualified Leads 52

Rollworks

JUNE 3, 2018

Account-based marketing (ABM) is the latest strategy to improve your marketing ROI. According to ITSMA, 85% of marketers surveyed said that they believe account-based marketing outperforms other marketing efforts. Account-based marketing is a highly-targeted approach. Let’s help you fix that.

Account Based Marketing 40

Account Based Marketing Work Management Top of Funnel Marketing AI 40

Ambal's Amusings

AUGUST 27, 2009

B2B marketers are producing, managing, and distributing marketing content to reach prospects and turn them into customers. Recommended Resources from B2B Marketing Experts. Forrester Blog for Interactive Marketing Professionals. Forrester Blog for Interactive Marketing Professionals. Get Content.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

SnapApp

JUNE 6, 2017

It's been a dramatic last 10 years for B2B sales teams. B2B sales cycles have changed. Salespeople and buyers have a new relationship with one another, and it has directly impacted the sales process. . What is a sales process? . So the B2B sales process often looked a bit like this: Prospecting.

B2B Sales 89

B2B Sales Process Top of Funnel Work Management 89

The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

The ROI Guy

SEPTEMBER 10, 2010

Smart vendors need to anticipate these frugal budget trends, and help organizations figure out how to do-more-with-less. The trend of all buyers is towards Frugalnomics, a requirement that investments deliver quantified bottom-line impact, with pressure on vendors to prove and improve the value of their solutions.

Budget Programs 40

Budget Programs Marketing Budget Work Management Marketing Management 40

TrustRadius Marketing

NOVEMBER 2, 2022

Recognizing the best software products based on their customer satisfaction, performance via reviews, and market size fit. Lucidchart is utilized in over 180 countries by more than 25 million users, from sales managers mapping out target organizations to IT directors visualizing their network infrastructure. 2022 BEST SOFTWARE LIST.

Enterprise Management 98

Enterprise Management Digital Asset Management Work Management Marketing Management 98

TrustRadius Marketing

NOVEMBER 2, 2022

Recognizing the best software products based on their customer satisfaction, performance via reviews, and mid-sized market fit. We took that list and broke it down to winners For Mid-sized Market by the reviewer’s business size. We took that list and broke it down to winners For Mid-sized Market by the reviewer’s business size.

Enterprise Management 52

Enterprise Management Digital Asset Management Work Management Marketing Management 52