The ROI Guy

OCTOBER 5, 2010

With the Internet, B2B buyers have access to more information than ever. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

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Company B2B Buying Cycle Ideal Customer Profile 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.

ROI 40

ROI B2B Social Media Buying Cycle 40

Gong.io

JULY 13, 2022

It’s the same situation for B2B purchases. So how do you work with these types of prospects? SNAP Selling provides a framework that sales reps can follow when selling to frazzled prospects (and of course, unfrazzled ones, too). Be i N valuable: Prospects have more options than ever. “Frazzled Customer Syndrome”.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Igniting Sales Transformation

JULY 18, 2018

The importance of building and maintaining strong business relationships with prospects and customers is talked about often, and from my perspective this is an area of opportunity for salespeople, given how competitive it can be in selling today. She has also worked at Oracle as well as Hewlett-Packard. www.konposit.com.

Microsoft 48

Microsoft Customer Hiring Oracle 48

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. For example, the typical B2B prospect receives an average of 20.3 For example, the typical B2B prospect receives an average of 20.3

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

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.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Pointclear

SEPTEMBER 20, 2012

Play back to 2011 or 2010, and I think there’s been this ‘we thought things were going to be a little better after we got out of the deepest part of the downturn.’ He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer.

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Inbound Quota Outbound Video 145

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. New marketing channels. Social media integration. Making sense of all the data now available.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Delicious Sales

MAY 2, 2012

Prospecting (4539). Channels (799). B2B (1578). 2010 (1988). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Topics Major Topics. Sales (12918). Marketing (6398).

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Lead Rank Leads360 Lead Scoring Top of Funnel 99

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

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

OCTOBER 22, 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. Posted by Tom Pisello at 10:33 AM Email This BlogThis!

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

OCTOBER 11, 2010

This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels. For example, an IDC survey of technology marketers revealed that 2010 revenue grew at a healthy 5.8% world-wide, and that this greatly exceeded the 3.7%

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Anthony Cole Training

APRIL 14, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The reality is that there is always time to prospect. Identify the ideal prospecting time.

Hiring 144

Hiring Ideal Customer Profile Webinar Metrics eBook 144

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Watch this video of Steve Jobs announcing the iPad price on stage in 2010. Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. If you’re selling a thousand dollar B2B server,99 looks trivial.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Watch this video of Steve Jobs announcing the iPad price on stage in 2010. Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. If you’re selling a thousand dollar B2B server,99 looks trivial.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Hyper-Connected Selling

JANUARY 9, 2018

Prospects and clients are stuck thinking of salespeople as single-minded hustlers, whose only job is to harass them by calling or emailing over and over until they can weasel into a sales call and then use their killer “close” to get the business. The sales profession has a problem. That’s not the problem.

Hiring 64

Hiring Decision Maker Lead Rank Lead Scoring 64

The ROI Guy

SEPTEMBER 28, 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. Tuesday, September 28, 2010 Do White Papers Still Engage?

ROI 49

ROI Social Media Vendor Buyer 49