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 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

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

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Cross-Selling 91

Cross-Selling Allocation Work Management Peer-to-peer 91

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. You have two options 1. Receive a sure $800 that I am offering you 2. So why do most select the sure bet?

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 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.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 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

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. At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1. Fight Frugalnomics with Outcome Selling?

Forrester 40

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

Zoominfo

JUNE 1, 2020

They are especially critical when markets tend to be competitive or emerging, which means more responsibility is placed on reps to make a strong case to buy. Well-run discovery calls give you the insights you need to drive urgency and prove ROI. Want to demystify the art of discovery? 6 Steps for the Perfect Discovery Call 1.

Work Management 130

Work Management Lead Ranking Cold Calling Marketing Management 130

Content Marketing Institute

NOVEMBER 22, 2017

Marketers seeking to learn through recent books suffer from an embarrassment of riches. A search of Amazon.com for “marketing books” returns 324,225 titles. Narrow the search to “content marketing books” and 2,736 options appear. Content marketing success requires making the right decisions over and over.

Creativity 108

Creativity Product Planning Content Marketing 108

Outreach

MARCH 3, 2021

What is SaaS Sales? SaaS means software-as-a-service, so SaaS sales is simply the process of selling web-based software to clients. This continuous cycle of improvement results in a more advanced and customizable product; one that is continuously evolving. It is accessible anywhere and anytime.

Lead Ranking 98

Lead Ranking Enterprise Management Work Management Marketing Management 98

Adobe Experience Cloud Blog

JANUARY 10, 2018

Any marketing and sales professional knows that most buyers don’t make a purchase decision right away. The problem is: Many marketers create webinars that deliver little value. In this blog, I will outline the formula that successful brands use to turn leads into sales with webinars. What would we enjoy teaching?

Webinar Metrics 134

Webinar Metrics Paid Content Lead Scoring Lead Ranking 134