The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

The ROI Guy

JULY 23, 2015

The original recording can be accessed at: [link] There has been some controversial research from several top analysts on the Death of the B2B Sales Rep. Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep.

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

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Harte Hanks ROI Marketing Social Media 45

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? But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media 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. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Hubspot Sales

JULY 15, 2020

According to research conducted by Revenue Grid , before the pandemic only 57 percent of sales reps reported that they expected to fall short on their sales quotas at the end of 2019, with that figure ballooning to a whopping 84 percent by second quarter 2020. It’s a tough question and doesn’t have a single right answer. Image Source.

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Pipeline B2B Ideal Customer Profile Sales Qualified Lead 131

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Score More Sales

SEPTEMBER 22, 2011

You were doing “research”. You were working on marketing materials. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . © Score More Sales 2001 - 2012.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

OCTOBER 20, 2011

The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again, and selling /marketing /brand building will be changing even more. Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Hubspot Sales

AUGUST 14, 2018

A study by Claude Steele and Joshua Aronson found that African-American students performed more poorly on the GRE Verbal exam when they were told the test was a measurement of their intellectual abilities, a phenomenon the researchers termed “stereotype threat.”. The manner in which choices are presented to us also affects how we view them.

How To 97

How To Study Consumer Groups 97

Score More Sales

DECEMBER 13, 2011

Community is where you are online, where your market niche is, or your geographic area – depending on the business that you are in. By having this team in place it can totally keep you from using another option to growing business — calling on “cold” contacts, with an aggressive prospecting strategy.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152

Score More Sales

JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Are you aware of the research capabilities just in Twitter, for example?

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

JUNE 13, 2011

Find ways to support your goals – if you need new business, for example – get in front of the calendar and actually block out planning hours and prospecting hours. I still phone my customers to ensure that they are satisfied with their products and services that they purchase from Parsons Marketing.

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

Score More Sales

DECEMBER 16, 2011

This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and up-selling opportunities to target marketing strategies to competitive positioning tactics” – source: Destination CRM . So what is next for CRM?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

Sales Hacker Training

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. It’s all about understanding when people are in market versus in funnel. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09].

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Hiring Top of Funnel Scale Banking 119

John Barrows

JUNE 20, 2018

Whether it’s an actual phone call or Zoom meeting, at some point you will need to jump on the phone with your prospects. Looking at what’s novel being what is nobody else doing, there is no better time to get on the phone with your prospects. Maybe I’m biased, a lot of that comes down to product marketing.

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Cold Calling Call-back Google Data 86

Hubspot Sales

MAY 22, 2018

In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot more. Analyze your market's conditions. Keep it short.

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Top of Funnel How To Hiring Buyer Persona 145

LeadFuze

AUGUST 5, 2021

How to Make Sales and Marketing Meetings More Effective and Impactful. Leah Bell is the Content Marketing Specialist for SalesLoft. While you’re there, you can also benefit from the other organized topics from marketing to productivity and more. . Sell) and marketing (Where Marketers Go to Grow) blogs on the site.

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Top of Funnel Hiring Lead Rank Retail 98

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.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

SEPTEMBER 28, 2010

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? Tuesday, September 28, 2010 Do White Papers Still Engage? They do if they are Interactive!

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ROI Social Media Vendor Buyer 49

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.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 9, 2010

From our research we know that two economic downturns in the past decade have permanently changed how B2B solutions are bought and sold, forcing all stakeholders to focus on quantified bottom-line impacts. The other path is being set by trailblazers who recognize that the economy is resetting itself and new go-to-market models are emerging."

ROI 40

ROI Sales Enablement Lead Rank Social Media 40