The Pipeline

APRIL 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. The key is that buyers don’t care which side is communicating with them, they care about what’s in it for them as they work toward solving business problems.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MARCH 28, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. Demand Generation.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The ROI Guy

SEPTEMBER 17, 2010

With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. As a result, buyers now suffer from Information Overload.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

SEPTEMBER 21, 2010

More new channels than ever, buyer Information Overload, Frugalnomics driven by two recessions in the past decade, Internet fueled buying decisions. IDC reveals in a recent survey that, buyers are not satisfied with the value sales professionals are delivering to engagements.

Marketing 40

Marketing Sales Enablement Face-to-face Survey 40

Delicious Sales

MAY 2, 2012

Demand Generation (181). Buyer (2086). Information (3395). 2010 (1988). Inside Sales (849). Channels (799). Advertising (694). Selling Skills (528). Incentives (379). Outside Sales (81). Customer (6670). Opportunity (3675). Closing (3085). Conversion (2818). Positioning (2599). Social Media (2543). Revenue (1783).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

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. For most buyers it’s easier to do-nothing, than to change.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

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

The ROI Guy

SEPTEMBER 16, 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. April 2009 Sales Enablement: Measuring its Impact.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 17, 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. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Social Media Ideal Customer Profile B2B 40

The ROI Guy

SEPTEMBER 9, 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. • What does your CEO expect from your selling and marketing efforts?

ROI 40

ROI Sales Enablement Lead Rank Social Media 40