The ROI Guy

APRIL 5, 2018

So as a sales and marketing professional, what impact should these findings have on your strategy and efforts? Here providing peer comparisons and benchmarks can illuminate which issues are the highest priority. You need to proactively engage earlier, and higher to ignite the buying journey.

Budget Programs 45

Budget Programs Allocation Software Buy 45

The ROI Guy

JULY 9, 2018

Schenk says, “We see it in our study, and also in other studies that are out in the market: Being relevant, valuable in differentiating in every buyer interaction is THE challenge. The right commercial insights and unique benchmark / peer comparisons are shown to fuel conversations.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. YoY increase from 2015. 2) Central IT is Irrelevant? Why Your Solutions?–

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

JULY 15, 2015

If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. YoY decline from 2014 levels. Why Your Solutions?

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth? Why Your Solutions?

Gartner 40

Gartner Forecasting Planning Marketing Proposals 40

The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

Enterprise Management 40

Enterprise Management Peer-to-peer Work Management Marketing Management 40

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JULY 9, 2013

As such, it is important to recognize that growth will in the near term remain historically low, below the 6% average annual IT spending increases of the last decade, but that your sales and marketing strategy can be adjusted to drive competitive success.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

APRIL 8, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way? Click here to learn more. #2

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 16, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. So how well does your current content marketing help answer these key decision making questions for your buyers in a compelling and quantified way? Click here to learn more. #2

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Demand Generation Agencies Marketing Proposals Buying Cycle 40

The ROI Guy

MARCH 9, 2011

Based on the lifecycle of your particular B2B company and product lines, you may find yourself in one of three distinctive categories that SiriusDecisions created to help define how to best market and sell your solutions. To reach today’s more frugal / skeptical buyer, communicating the value of proposed solutions is critical.

Work Management 40

Work Management Marketing Management Demand Comparison 40

The ROI Guy

AUGUST 9, 2010

According to recent survey results, 90% of B2B marketers are actively involved in producing custom content , and are investing some 25% of marketing budgets to custom content creation and promotion. The personalized benchmark can help the buyer understand where they are, and what opportunities you may be able to help the buyer address.

Urgency Marketing 40

Urgency Marketing Marketing Budget Peer-to-peer Content Marketing 40

The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. Serious budget constraints make even high ROI projects hard to get approved.

Marketing Management 40

Marketing Management Process Peer-to-peer Case Studies 40

The ROI Guy

JANUARY 8, 2013

As a result, IT Sales and Marketing will again be tasked to deliver incremental revenue regardless of challenging market conditions and despite the historically low spending growth. Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

JANUARY 6, 2012

More control is in the hands of finance, requiring more economic justification on each proposal. Deliver Solution Guides and Comparisons – helping customers properly consider various solution considerations, options and competitive differentiators. Serious budget constraints make even high ROI projects hard to get approved.

Work Management 40

Work Management Marketing Management Gartner Forecasting 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. But up-front purchase price isn’t everything.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

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. Emotionally the chance for loss is weighed higher than logic would dictate, and most avoid the risk and choose the sure bet.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

SEPTEMBER 29, 2010

As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skeptical and frugal buyers. The company said that percentage has dropped even more in its current fiscal year, which ends Sept. That was pretty much it.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

JUNE 3, 2010

In an age of information overload, over 30% higher than years past, the research indicates that buyers are trying to find ways to cut through the noise and get help to solve their specific problems / personalized advice and references that proposed solutions will deliver true value. Vendor Brightspot?

Peer-to-peer 40

Peer-to-peer B to B Vendors Marketing Proposals 40

KoMarketing Associates

MAY 1, 2018

As detailed in news coverage last year, a report from Simply Measured discovered that 61 percent of brand and agency marketers were struggling to determine the ROI of their social media initiatives. Fast forward almost 10 months later and challenges are similar despite the rapid adoption of marketing technology to aid in these efforts.

Social Media 155

Social Media ROI Media Marketing & Strategy 155

The ROI Guy

MARCH 15, 2011

Skeptical Buyers: Inundated with more carpet-bombing marketing campaigns than ever before, buyers are suffering from information overload, making it difficult, if not impossible, to use legacy strategies to break through the noise to connect and engage with decision makers, and moreover, gain their trust.

Forrester 40

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

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

FEBRUARY 2, 2011

This includes more CFO involvement in key decision making, including helping to set business strategy, deciding where to invest capital and even looking at product mix and go-to-market strategies. now finds herself at marketing meetings. Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y.,

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

APRIL 12, 2013

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. Transformations, such as those you are trying to accomplish via the new sales tools, are never achieved when people don’t understand why the change is necessary.

Tools 40

Tools Work Management Paid Search Agency Advertising Benchmark 40

The ROI Guy

DECEMBER 6, 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. of respondents), and peers (28.7%), especially early in the lifecycle.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

BenchmarkONE

JULY 14, 2021

Sales and Marketing Performance Metrics. Sales and marketing performance metrics help determine if your outcomes align with your small business goals. You track the metrics and select ranges (some sort of benchmark) that signify ideal performance. Marketing Performance Metrics. Fit Rate = Proposals / Sales Conversations.

Top of Funnel 78

Top of Funnel Planning Marketing Proposals Lead Ranking 78

The ROI Guy

FEBRUARY 4, 2009

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. Your Sales & Marketing Ready to Do Business with F.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Conductor

JUNE 7, 2022

Like many overused marketing terms and cliches, a “goal” can become an overbearing or meaningless word or purposeless objective. In particular, marketing leadership often overlook SEO goals if they assume organic is a cost-free acquisition channel that will automatically work for them behind the scenes. Measurable.

Enterprise Management 102

Enterprise Management SEO Top of Funnel Business 102

Convince & Convert

SEPTEMBER 21, 2010

Social Media is “Viral Marketing&# False, in the same way that a square is also a rectangle, but a rectangle isn’t a square. You’re engaged in an advertising and marketing campaign that uses the Web as its distribution platform. You have to create content, be part of many communities, and proceed incrementally.

Social Media 151

Social Media Media Webinar Metrics Paid Search Agency 151

The ROI Guy

JULY 8, 2014

For IT solution providers who may be using these forecasts and were expecting a turnaround in 2014 spending levels, another slower than expected year has significant implications for your organizations'' sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JUNE 22, 2010

Alinean Advice : When a salesperson or team meets with a prospect, they need to be prepared to speak to the opportunities of each stakeholder, and communicate the unique value of the proposed solution to each as well. Executives are looking for industry insight, benchmarks, competitive comparisons, and best practice advice.

Peer-to-peer 40

Peer-to-peer Work Management Lead Ranking Marketing Management 40

The ROI Guy

JUNE 29, 2011

A common debate in B2B marketing is how to create and deliver the right content at the right time to help improve the connection and engagement with prospects and their buying decisions.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 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. Marketo's Modern B2B Marketing.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

MAY 4, 2011

Content marketing represents a significant investment, consuming over 26% of total marketing budgets annually, according to surveys of 1,100 marketers by the Content Marketing Institute. Junta42 and MarketingProfs surveyed over 1,100 North American B2B marketers from diverse industries and a wide range of company sizes.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40