The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

SBI Growth

AUGUST 31, 2012

To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). The concept of research-based buyer personas gives companies the knowledge and insight to make informed decisions. Check out her annual 2012 Internet Trends presentation - it is a gem.

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Demand Generation.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

AUGUST 8, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. Demand Generation. B2B Lead Generation Blog. December 2011.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. December 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

DECEMBER 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Demand Generation. B2B Lead Generation Blog. CNi Rapid Research. December 2011.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

JULY 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Demand Generation.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267