Pointclear

JULY 19, 2012

There are groups that are driving ROI from social media. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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

Serious budget constraints make even high ROI projects hard to get approved. Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. The Bottom-Line Buyers continue to be challenged by the economy in 2012, making it more difficult to make investments and drive change.

Case Study 70

Case Study Comparison Decision Maker ROI 70

Steven Rosen

AUGUST 12, 2012

Sharper decision-making and use of resources by both sales managers and salespeople will generate greater ROI. Join 19 well-respected sales innovators, authors and trainers from across North America, Sales Summer School delivers ideas and actions that you can take immediately to improve your sales results for year-end 2012 and beyond.

Webinar Metrics 264

Webinar Metrics Segment ROI Maximizer 264

Score More Sales

FEBRUARY 13, 2013

Check out our Social ROI calculator. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

The ROI Guy

JANUARY 12, 2012

So what was tops in 2012? We wrote over 100 articles on Frugalnomics and B2B Selling and Marketing. Here's the roundup of your favorite articles: Optimize Content Marketing by Facilitating the Buyer’s Journey Who do B2B Buyers Trust?

B2B 63

B2B Buyer Marketing Sales 63

The ROI Guy

APRIL 6, 2012

Are you ready to grab your share of the dwindling 2012 IT Budget? The predictions for solid growth might have gotten ahead of themselves once again, as Gartner cuts their IT spending growth predictions by 1/3rd for the remainder of 2012. expansion for the year. expansion for the year.

Forecasting 78

Forecasting Real Estate Social Media Enterprise 78

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

SBI Growth

NOVEMBER 23, 2012

(Source – CEB, The New High Performer Playbook, Arlington VA, 2012). When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. MarketingSherpa, 2012). The Challenger Sale, 2012). By the time you talk to the Buyer, they formed their opinions.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The ROI Guy

APRIL 25, 2012

The quarter also saw the return of Alinean’s founder Tom Pisello, the ROI Guy , as he re-engaged in day-to-day leadership, and assumed the role of CEO.

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

Pointclear

AUGUST 14, 2012

Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012). However, in 2011 and 2012 the percent of our efforts focused on inbound dropped to 22% and 11% respectively.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

The ROI Guy

DECEMBER 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. Thursday, December 09, 2010 Seeing ROI in the Cloud?

ROI 40

ROI Social Media Media B2B 40

Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years. Customers with high CLV are critical as the cost to acquire a customer will likely exceed a customer’s initial purchase.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Score More Sales

MAY 8, 2013

Do research and learn how you can show the ROI of the concept you are thinking about. Without Undercover Boss, how can YOU make a difference? Don’t wait for an intervention. It does take effort, and your idea may not be appreciated at first. Be so much of a standout that leadership will ask you how you do it. You can make a difference.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

Zoominfo

FEBRUARY 25, 2018

On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. Not measuring ROI. If you’re not measuring ROI, all that hard work goes to waste. Platforms like Hootsuite and Sprout Social allow marketers to schedule posts days, weeks, and even months in advance. Take the American Rifleman for example.

Social Media 147

Social Media Media B2B Marketing 147

The ROI Guy

NOVEMBER 23, 2011

debt downgrades, and budget conflicts all conspired to put a damper on the year and set a pessimistic stage for 2012. Read this compelling Content Marketing Institute article to learn how the continued economic troubles drive our content marketing & sales enablement predictions for 2012: [link].

Buyer 49

Buyer Sales Enablement Marketing Sales 49

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

Understanding the Sales Force

SEPTEMBER 26, 2012

One particular call causes the salesperson to become so excited that she devotes the rest of this week to developing an appropriate solution, value proposition, ROI, proposal and presentation. c) Copyright 2012 Dave Kurlan The most promising of the existing opportunities seem to get most of the salesperson's attention.

Sales Management 192

Sales Management Proposal ROI Pipeline 192

The ROI Guy

NOVEMBER 14, 2011

How can you align your IT sales and marketing strategy with these downward revisions to achieve sales and marketing success in 2012? Forrester, originally estimating worldwide IT budget increases north of 7% at the start of the year, have now revised their predictions downward, as have many other analysts.

Revenue 45

Revenue Marketing Strategy Sales 45

Score More Sales

NOVEMBER 22, 2013

In the midmarket, there are big hurdles, with lack of a cohesive social media plan being a big one (65% of respondents said this), better understanding of ROI from these efforts needed, and many competing priorities and initiatives going on. IBM State of Marketing Study 2012. Creating Engaging Customer Experiences. Same as always?

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

MAY 8, 2013

Do research and learn how you can show the ROI of the concept you are thinking about. Without Undercover Boss, how can YOU make a difference? Don’t wait for an intervention. It does take effort, and your idea may not be appreciated at first. Be so much of a standout that leadership will ask you how yo do it. You can make a difference.

Inside Sales 135

Inside Sales Licensing Lead Rank Lead Scoring 135

No More Cold Calling

MAY 31, 2012

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Reprinting of this article is welcomed as long as the following is included: Mark Hunter, “The Sales Hunter,” www.TheSalesHunter.com, © 2012. Your customers will tell you why.

Customer 258

Customer Referrals ROI Twitter 258

The ROI Guy

OCTOBER 22, 2011

Each year over 8,000 CIOs and IT Leaders gather in Orlando for Gartner’s Symposium and IT Expo to discuss the latest research from Gartner analysts, and the sessions are never short on predictions, insight and even controversy, all helping to shape the top IT priorities and investments for 2012 and beyond. Trillion in 2012 - [link].

Meeting 77

Meeting Consumer Lead Rank Lead Scoring 77

Score More Sales

MAY 16, 2012

Make a case for what you need, and help build the ROI for it, outside of the normal work day. Share Analyzing Sales Opportunities in Your Pipeline originally appeared on Score More Sales on May 16, 2012. There is a lot of selling that can go on even without great tools – so no excuses in place of getting your job done.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Gong.io

OCTOBER 18, 2021

As you share the story, be sure to talk numbers (ROI), but don’t let it be your primary focus. For example: Notice how we present numbers (and arguably, ROI) on the actual slide. Here is another example of a “backdrop” slide we use at Gong: This story is not really about ROI … though it does have concrete numbers and data. .

Examples 71

Examples ROI Buyer Call-back 71

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Measurement, metrics and ROI. Advice to CMO for 2012: Focus on Sales Enablement Efficiencies. Click to start video at this point — In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement.

Marketing 247

Marketing Outbound Inbound Vendor 247

The ROI Guy

FEBRUARY 5, 2013

Perhaps as a result of the poor ROI, the Gartner study indicates that enterprise IT budgets have been flat to negative ever since the dot-com bust of 2002. Failing to deliver on ROI promises is taking its toll on CIO credibility, and making it harder for IT to grab its fair share of future budgets.

ROI 72

ROI Enterprise Enterprise Survey 72

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. For IT stakeholders, Financial Justification / ROI is important, but is slightly eclipsed by Product Features, Product Demos or Proof of Concept and Product / Service Reviews and Test Results.

Marketing 65

Marketing Decision Maker ROI Proposal 65

The ROI Guy

JUNE 13, 2012

A special sold-out workshop session kicked off the IDC / IDG Cloud Leadership Forum, the Cloud Economics 2012 Workshop , discussing the latest findings when it comes to cloud costs.

ROI 71

ROI Tools Analysis 71

A Sales Guy

MARCH 26, 2013

The most compelling insight from the report is that in 2012, 72.6% In 2012, 72.6% In 2012, 72.6% Sales leaders want to know where the Return-on-Investment (ROI) is if their sales people spend time on social media sites. of sales people using social media out performed their peers not using social media.

Social Selling 115

Social Selling Report Revenue Social Media 115

The Pipeline

JANUARY 27, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. At this point you can decide if you can help them understand your pricing, where their will see an ROI , and make full use of all the impactful thing you uncovered during the Discovery stage. Your email address will not be shared.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

MAY 3, 2012

Correctly emphasize the ROI value of qualified leads over their cost. Citing findings from the Lenskold Group Lead Generation Marketing ROI Research Study, lead generation marketers were asked how much profits would be improved with 10% more budget, and 44% reported they didn’t know. It incorrectly emphasizes cost over ROI value.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

The ROI Guy

NOVEMBER 14, 2012

Deliver financial justification including ROI and payback analysis for CFOs and financial approval. Sources: More technology spending in the hands of the business instead of IT Christina Torode, Executive Editor , 07 Nov 2012 [link] G artner Says Big Data Creates Big Jobs: 4.4

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

NOVEMBER 1, 2012

percent increase from 2012 projected spending of $3.6 This growth projection bests the 3% growth rate of 2012, but we think it may be optimistic in light of worldwide economic conditions, and stands a good change of being adjusted downwards as have the two prior years’ early predictions. trillion in 2013, a 3.8

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

The ROI Guy

MAY 17, 2012

The survey indicated the priority business impact elements similarly for finance and IT, as clearly defined improvements in business results, payback / ROI, impact on customer experience and impact on business growth. Advice: Business case justification remains a vital element of your customers’ decision making process.

Decision Maker 75

Decision Maker ROI Survey Analysis 75