Adaptive Business Services

DECEMBER 14, 2022

It was 2006 and I was ready to embark on the next phase of my career. I was going to operate as a quasi-independent sales contractor in the electric sign industry. No benefits. I had spent the majority of my life as a B2B manager and owner, dating back to 1977, and now I was ready for a little fun. Leave me alone if I don’t”.

Networking 14

Networking Epiphany Groups Lead Rank 14

The ROI Guy

FEBRUARY 14, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

DECEMBER 9, 2010

But are these savings and benefits for real and translate to your particular environment? Presenting to a group of IT managers in the UK, Dr Richard Berglin of Dot Net Solutions, outlined the ROI of cloud solutions, the specific areas in which savings can be made, and the flexibility benefits of a cloud solution infrastructure.

ROI 40

ROI Social Media Media B2B 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%. On average, IT firms invest 3.6

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

JANUARY 20, 2011

which adds graphics capability, better registration control and several other key features, which can now be integrated and used with any new tools, or in any of over 1,000+ current sales and marketing tool campaigns. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

DECEMBER 23, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Hard and Soft ROI - The differences and quantification Hard and soft ROI usually refers more specifically to various benefits which can be included and used in an ROI analysis. Some examples of direct (hard) benefits are: 1. Soft benefits are less easy to quantify and rely on in a business case.

ROI 40

ROI Social Media Benefit Oracle 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.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

JULY 15, 2009

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media Media B2B 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.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

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. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The ROI Guy

JANUARY 10, 2011

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. The news is good for worn down IT managers and IT sales professionals and marketers.

ROI 40

ROI Social Media Decision Maker Survey 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 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Microsoft Media 40

The ROI Guy

OCTOBER 22, 2010

Survey participants indicated that although prevalent, promotional e-mails, direct mail, sales representatives and general advertising were less effective at raising awareness of new solutions. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

Sales Hacker

NOVEMBER 3, 2020

If you missed episode 133, check it out here: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan. Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you’ve got to check out Loopio. Welcome to the Sales Hacker Podcast. We’re on iTunes.

Scale 69

Scale Call-back Hiring Company 69

The ROI Guy

FEBRUARY 4, 2009

Then calculate the potenital additional benefits of the management features and see if the virtual management TCO advantages make up for the cost savings. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Microsoft 40

Microsoft ROI Licensing Social Media 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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 TCA Champ - Oracle or Microsoft SQL Server? As well, the costs for hardware platforms, software licensing, management utilities and business resilience should be tallied, since these typically consume 40% or more of any database project’s cost. Your Sales & Marketing Ready to Do Business with F.

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

The ROI Guy

SEPTEMBER 4, 2007

This can yield significant cost savings and benefits including: 1. Drive a 670%+ Return on Investment (ROI) Examining server virtualization projects in general we find that the benefits are significant: 1. Delivers significantly higher availability and agility up-side benefits than projected up-front. Reducing business risks 5.

ROI 40

ROI Social Media Comparison Networking 40

The ROI Guy

NOVEMBER 8, 2006

For an organization considering RFID projects that might require significant up-front investment, how can these general early adopter guidelines and case studies be used to ensure that individual programs generate positive business benefits and a tangible ROI? How Does RFID Drive Tangible Benefits? How Are The Benefits Realized?

ROI 40

ROI Retail Distribution Scale 40

The ROI Guy

DECEMBER 14, 2005

Projects in this category include supply chain management, human capital management, ERP, sales force and marketing automation and other business process automation projects. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

The ROI Guy

JULY 22, 2010

When it comes to unified communications, however, these decision makers often know little about the technology and its benefits. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

The ROI Guy

AUGUST 5, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

AUGUST 4, 2010

Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1. Moreover, the executive assessments continually led to multiple projects / product sales at decidedly higher deal sizes.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

SEPTEMBER 9, 2010

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. • Where is sales enablement heading, and how do you get started?

ROI 40

ROI Sales Enablement Lead Rank Social Media 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.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 10, 2010

For those selling services, the road is tougher, and will require sensitivity to price, extreme value, and benefits of the services to far exceed the costs, as organizations will be looking to reduce services contracts overall for needed infrastructure investments. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 17, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Ideal Customer Profile B2B 40

The ROI Guy

SEPTEMBER 28, 2010

Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions.

ROI 49

ROI Social Media Vendor Buyer 49

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Is Return on Customer (ROC) a good business value metric? Most CRM ROI oriented business cases focus too much on the near term, counting only direct “hard&# benefits and ignoring the more important soft benefits that relate to customer satisfaction, retention and lifetime value optimization.

ROI 40

ROI Ideal Customer Profile Social Media Customer 40

The ROI Guy

AUGUST 5, 2010

In formula form, ROI is represented as: ROI = cumulative net benefits / total costs The ROI calculation uses the cumulative investment costs over the analysis period, and compares this with the total savings and other tangible benefits over the same period. Every $1 invested will yield a $2.43 in net returns.

ROI 40

ROI Social Media Analysis Comparison 40

The ROI Guy

AUGUST 5, 2010

The Net Present Value (NPV) benefit is a calculation that measures the net benefit of a project in today’s dollar terms, taking into account that over time money today is more valuable than money in the future (discounted time value of money). From this investment, the company expects to save $200,000 each year.

ROI 45

ROI Social Media Discount Analysis 45