The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

Score More Sales

AUGUST 6, 2012

Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. You can download the study here.

Data 197

Data CRM Survey Study 197

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. To better manage spending and risk, finance is playing a more active role in most purchase decisions, this according to a recent study by CFO Magazine. corporate executives.

ROI 79

ROI Vendor Survey Proposal 79

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. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Selling Essentials RapidLearning Center

JUNE 15, 2022

And yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making presentations. A study by marketing professors at three universities — North Alabama, Memphis and Mississippi — confirms these findings. Journal of Business & Industrial Marketing, 27(2), 78-88.

Buyer 59

Buyer Journal Survey Research 59

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. At this critical stage, defining the vision for the project, most buyers are researching options on their own, and not involving sales in the process. Serious budget constraints make even high ROI projects hard to get approved.

Case Study 70

Case Study Comparison Decision Maker ROI 70

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Pointclear

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. The study found that 53% of web users listen to internet services. Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”.

Aprimo 199

Aprimo Aprimo Marketo PointClear 199

SBI Growth

JANUARY 7, 2014

Your market and buyers are changing rapidly. Market Growth – The role of inside sales has grown steadily over the past 5 years. A 2012 Pacific Crest SaaS survey shows most growth is coming from inside sales. Your market is shifting. Marketing is working harder (ie spending more) to compete for your buyer’s attention.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Partners in Excellence

SEPTEMBER 17, 2020

Companies are making progress in diversity, if one looks at the Boards of the Fortune 500, the number with greater than 40% diversity has grown from 69 in 2012 to 145 at the end of 2018. Study after study shows more diverse organizations perform significantly better than those that aren’t. And diverse companies at 2.3

Hiring 118

Hiring Government Face-to-face Survey 118

The Pipeline

SEPTEMBER 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Better : “In this role, you will work within the tight-knit marketing team on a daily basis to create engaging content. That goes for the entry-level marketing coordinator or the senior-level manager.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. I met Trish Bertuzzi in 2010.

How To 284

How To B2B Intent Inside Sales 284

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. It’s not on Enablement.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Chances are good they know what solutions are on the market — and have likely done an enormous amount of research on you and your competitors by the time you reach them. Absolutely not.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Today's marketing is driven off the written word. In a content driven world, if your marketing team cannot write well, you will not be successful.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Partners in Excellence

AUGUST 18, 2014

Sometimes that seems a perfect description of the relationship between marketing and sales. Marketing spends it’s time trying to create demand—any kind of demand. But in this story, sometimes it seems marketing and sales are oblivious to each other. But there were some things that marketing did we sales guys liked.

Marketing 92

Marketing SAP B2B Survey 92

The ROI Guy

JANUARY 6, 2012

The New Year’s cheer didn’t last long for IT, as Gartner was quick to lower its global technology spending forecast, barely a week into 2012. Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% growth forecasts. predictions.

Case Study 72

Case Study Marketing Comparison Forecasting 72

Smooth Sale

DECEMBER 23, 2021

Nicole Garrison is an expert writer of articles, case studies, and marketing, sales, and business development research. ” And there’s plenty of research that I could use to support the title and the two concepts – relationships (including trust) and the use of technology (i.e., Nicole Garrison, Content Writer.

Hiring 78

Hiring Social Media Follow-up Research 78

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

CRM 82

CRM Strategy Customer Epiphany 82

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Better : “In this role, you will work within the tight-knit marketing team on a daily basis to create engaging content. That goes for the entry-level marketing coordinator or the senior-level manager.

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. 5 Social Selling Don’ts. Staying in Touch.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Score More Sales

JUNE 5, 2013

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight. She mentions PeopleBrowser research shows that within a niche, we are just THREE degrees apart. .” Cultivate Fields of Creativity.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Look for hacks and restructure your processes to streamline your research. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. and Forbes.

Journal 171

Journal Influencer Case Study Sports 171

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). You get on the project and do an online research.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Increase Sales

MAY 21, 2013

Yet job satisfaction continues to allude many individuals as evidenced Manpower study in 2012. ” In examining the study by Manpower, two thirds of those surveyed had negative feelings about their jobs. .” If you do not enjoy your job, how can you be believable or credible?

Sales Leadership 134

Sales Leadership Small Business Small Business Face-to-face 134

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing. Their sales and marketing efforts are at odds. Heavy Hitter Sales Blog. Recent Posts.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

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. As a result, several analyst firms have dropped their spending outlooks, and are predicting tight IT budgets for the New Year. But the news is NOT all bad.

Case Study 69

Case Study Marketing Proposal Hiring 69

Vendor Neutral

AUGUST 25, 2021

While working for years at OpenTable on mobile payments, inventory management optimization and digital marketing products, she's always kept a focus on sales. Since 2012, his team at Membrain.com has collaborated with thought leaders and studied research to identify the success factors behind successful sales organizations.

Buyer 52

Buyer How To Webinar Metrics Journal 52

The ROI Guy

MAY 25, 2012

Quick on the heels of a similar study , Gartner reports that CFOs are large, and in charge of technology investments, continuing to increase their control over IT decision making over the past 12 months. Our advice: to engage CFOs sales and marketing needs to clearly quantify: 1. The high cost of “doing nothing” 2.

Report 82

Report Survey Influencer Study 82

The ROI Guy

DECEMBER 10, 2011

Marketers continue to invest a substantial portion of their marketing budget on content, with new research from the Content Marketing Institute and MarketingProfs indicating that content currently consumes 26% of marketing budgets on average. And the challenges don’t end there. Why the proposed solution?

Decision Maker 71

Decision Maker Case Study Buying Cycle Social Media 71

The Pipeline

JANUARY 16, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. When Sales Met Marketing. CNi Rapid Research. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214