The ROI Guy

FEBRUARY 12, 2010

A recent research report on content marketing highlighted why marketing via feature / function / price is extinct, and why connecting personally with skeptical and frugal buyers is more important than ever. For the third straight year, marketers are planning to spend significantly more on their content marketing efforts in 2010.

Buyer 40

Buyer Marketing Survey Comparison 40

The Sales Hunter

FEBRUARY 28, 2012

Purchasing Departments and Buyers. Anyone who wants to be good at something needs to be willing to study their craft. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer.

System 160

System Motivation Training Hiring 160

Zoominfo

OCTOBER 21, 2018

In a 2010 blog post, ZoomInfo discussed the emergence of video as an effective vehicle for B2B marketing communications. B2B Vlogging: As we discussed in a previous post, B2B blogging is an effective way to drive organic traffic to your website, engage potential buyers, and generate high-quality leads for your sales team.

Webinar Metrics 157

Webinar Metrics Video Strategy Marketing 157

The Sales Hunter

JANUARY 30, 2012

Purchasing Departments and Buyers. I studied the local marketplace. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter. Tags: buyer. FREE Resources.

Motivation 155

Motivation Real Estate Hiring Construction 155

Hubspot Sales

DECEMBER 13, 2022

The 2008 recession accelerated their inability to adapt to changing consumer demand -- and by 2010, they filed for bankruptcy. In fact, a recent PYMNTS study found that 67% of B2B buyers report having switched to purchasing from vendors that offer a “more consumer-like” experience. I know that shift can feel daunting.

Hubspot 84

Hubspot B2C Consumer B2B 84

SBI Growth

OCTOBER 28, 2012

Does your content reflect what your buyers and prospects are interested in, or just talk about your product and services? Does your content guide your buyers through the sales funnel at their own pace? In a 2010 study, SiriusDecisions found that 80% of leads a sales rep deems “unqualified” end up buying within (24) months.

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Buyers feel the pressure and know they can anticipate an end-of-quarter and end-of-year push. Plus, we become flagrant discounters.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The Pipeline

JULY 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Technology no doubt brings levels of efficiency that will make selling different and impact the interaction between sellers and buyers. August 2011.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

OCTOBER 5, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009. May 2009.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

The ROI Guy

FEBRUARY 15, 2011

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. According to Gartner, this requires CIOs re-imagine IT and lead it through a process of “creative destruction.

Study 53

Study Strategy Marketing Lead Rank 53

SBI Growth

AUGUST 12, 2012

John is the Economic Buyer of our product. Flips the product from the “Sales” perspective to the “Buyer” perspective. Many times, these are the Economic Buyer (guy who signs the check), User Buyer (guy who uses the product on the front line), and Technical Buyer (guy who evaluates your solution against the status quo and competition).

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Does this represent a change in buyer behavior? That has to include 2008-2010 when the economy was really in the tank.

Travel 251

Travel Decision Maker Insurance Insurance 251

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

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

APRIL 7, 2011

According to IDC’s annual “Tech Marketing Barometer Study”, marketing budgets are recovering with strength in 2011, with an expected 8% annual increase over 2010 levels. growth in 2010, it’s unclear whether this increase will provide enough fuel to drive all of the campaign requirements and requests.

Marketing 71

Marketing Social Media Webinar Metrics Media 71

Sales Hacker

SEPTEMBER 11, 2020

Here are just a few of the risks you’ll run into: Pivots: According to a study by EPFL University, 73% of startups must pivot to another market over time as their initial market did not provide the fertile ground for the product or service the founders had hoped for. Unlike big corporations, startups have smaller buyer teams.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

A Sales Guy

NOVEMBER 8, 2012

He’s noticed a change in how his buyers are buying. A 2010 study showed that mastery orientation related to good GPA attainment, where performance orientation did not. David is on his third book this month. He can’t put his finger on it, but he senses there is a change and he’s determined to identify it.

Motivation 112

Motivation Quota Study Intent 112

Gong.io

JULY 13, 2022

If your buyers are “frazzled,” you might be a good fit for the SNAP selling methodology — a framework that lays out a strategy for selling to today’s busy and overwhelmed buyers. SNAP Selling is a sales framework that helps sales reps bring value to today’s overwhelmed and frazzled buyers. What is the SNAP Selling methodology?

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Pointclear

SEPTEMBER 27, 2012

and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”. Social Media: The Rise of the Social Buyer in the Complex Sale. The social buyer is real and tends to be younger.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Xvoyant

FEBRUARY 25, 2020

Buyers have changed. In a study conducted by Keenan , thousands of salespeople were asked how often they received coaching and how effective it was. Here’s where this study gets interesting: it asked the leaders of these same salespeople how good these managers were at coaching. The Modern Sales Environment. The Coaching Gap.

Coaching 79

Coaching Sales Coaching Face-to-face Quota 79

HeavyHitter Sales

OCTOBER 15, 2010

End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Posted by: Sales Training | October 20, 2010 at 12:11 PM. » August 2011. A personal connection must be forged.

Penetration 138

Penetration Study Decision Maker Software 138

Hubspot Sales

AUGUST 25, 2018

In 2010 -- a mere eight years ago -- 44% of respondents reported an average sales tenure of more than three years. Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. That might not sound too bad -- but when you consider average SDR ramp time is currently 3.2

Hiring 111

Hiring Churn Survey Promotion 111

The ROI Guy

OCTOBER 26, 2012

For the typical IT decision, the average number of stakeholders has risen steadily from five per average decision in 2010, to over 7 in 2012. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study · SiriusDecision SiriusIndex 2011-2012. And the increase shows no signs of abating. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

The ROI Guy

APRIL 22, 2010

released its second annual Microsoft SMB/Partner Insight Report and the study shows that although SMBs remain concerned about the business climate, most will increase technology spending in 2010, highlighting the role of IT as a strategic business tool in this crucial sector of the global economy. Microsoft Corp.

Microsoft 40

Microsoft ROI Face-to-face Small Business 40

The ROI Guy

JUNE 3, 2010

Recent reports from IDC and Gartner confirm earlier predictions that 2010 will see a rise in IT spending. spending increase in 2010 compared to 2009, with the largest increases in the government / public sector. Good overview in this article regarding the recovery and where investments are being made for 2010: [link].

Campaigns 40

Campaigns Government Marketing Forecasting 40

The ROI Guy

JULY 11, 2011

The study reveals that CFOs have more influence than many would expect - authorizing 26% of all IT investments. IT solution providers know that to be successful they must “fight” frugalnomics with content to help facilitate the ever more complex buyer’s journey. Gartner on Demand webinar "Exploring CFO Priorities for 2011."

Marketing 89

Marketing ROI Proposal Survey 89

The ROI Guy

JUNE 3, 2010

A SiriusDecisions survey recently examined which b-to-b sources are trusted most by buyers during the buying lifecycle, and the results indicate not surprisingly that Industry Analysts and Peers are the most influential and trusted sources of information. of buyers who cited them as a trusted source in 2006 to 8.1%

Industry 56

Industry Vendor Scale Survey 56

The ROI Guy

JANUARY 10, 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. Monday, January 10, 2011 Let the Good Times Roll?

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

NOVEMBER 14, 2011

IT solution providers are quickly reacting to the pessimistic forecasts with a sales and marketing strategy rethink – trying to appeal to today’s more stressed and frugal buyer. Hiring demands are increasing at the same time, from a low of only 20% planning staff additions in the latter half of 2010, to 31% currently planning staff additions.

Case Study 69

Case Study Marketing Proposal Hiring 69

Customer Centric Selling

MARCH 20, 2013

A recent study by Marketing Leadership Research concluded that buyers on average are 57% of the way through buying cycles before contacting vendors. It would appear vendors and researchers have no visibility to measure how many buyer-initiated evaluations fall under their own weight.

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

The ROI Guy

JUNE 22, 2010

These interactive white papers ask a few simple profile and opportunity questions, and then intelligently combine qualitative content such as relevant situational analysis, case studies and next steps with personalized quantitative savings and value assessment– all to create completely relevant and compelling content for the buyer.

Case Study 40

Case Study Marketing Buying Cycle 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

Sales Evangelist

OCTOBER 1, 2019

It has been operating for 15 years and invested in Dale Carnegie Training in 2010. You may be trying to deal with a level of preoccupation by the buyer. Getting better in evaluation We do a lot of sales assessment and we do predictive index studies on people to see where they’re weak and to know where to start on their training.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

The ROI Guy

OCTOBER 5, 2010

With the Internet, B2B buyers have access to more information than ever. As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. Buyers are clearly in control, and marketers are scrambling to address this power shift.

Company 40

Company B2B Buying Cycle Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The ROI Guy

MAY 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. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40