The ROI Guy

OCTOBER 26, 2012

IDC surveyed just over 200 organizations in the annual 2012 Buyer Experience Study, indicating that Financial Justification /ROI is by far the most important content for C-Level / Financial Executives and LOB stakeholders. Can your sales professionals credibly quantify your buyer’s pain, justify proposed gains and prove you are not the same?

Marketing 65

Marketing Decision Maker ROI Proposal 65

Score More Sales

FEBRUARY 13, 2013

Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if Check out our Social ROI calculator. if the link is not here, it will be added when ready). Contact us if you have questions.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

Score More Sales

JUNE 17, 2013

ROI Calculators. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. customer success stories.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

SBI Growth

SEPTEMBER 13, 2012

Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. Your B2B buyers are individuals and you must know what they are trying to achieve, what goals drive their behavior, how they buy, and why they make decisions. The goal is to earn their trust and confidence.

Marketing 282

Marketing Demographics Buyer Social Media 282

The ROI Guy

OCTOBER 12, 2012

Many executives are evaluating how tablets can be used to drive a much-needed boost in selling effectiveness for 2013. Click here for a Free eBook , delivering the research and best practice advice you need to develop a winning mobile-powered selling strategy for 2013.

eBook 68

eBook Research Revenue Strategy 68

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. Increase Opportunities.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? By a wide margin, SiriusDecisions indicates that Marketing would rather spend the incremental 10% on their bread-and-butter, Demand Creation (35%), followed by Brand (17%). Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

SBI Growth

NOVEMBER 23, 2012

It’s about creating a strong start in 2013. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. Buyer’s value your insights during the sale: “53% of B2B customer loyalty is a product of how you sell. How do I help create better Content Marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. 31 Must-Have Sales Tools in 2013. Success stories and ROI case studies. Thursday, December 13th at 10:00 am Pacific.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

The ROI Guy

DECEMBER 23, 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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Face-to-face Survey 40

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. Increase Opportunities.

Inside Sales 135

Inside Sales Licensing Lead Rank Lead Scoring 135

The ROI Guy

JUNE 16, 2010

Rapid 12% annual growth led by Social Media, Lead-Gen Micro-Sites and Online Marketing Services B2B online marketing continues to grow, with research firm AMR predicting an annual compound growth rate of 12% into 2013.

B2B 40

B2B Lead Gen Social Media Marketing 40

John Barrows

AUGUST 26, 2019

Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive team through their IPO and eventual exit to Salesforce back in 2013. Reviews are exploding into B2B and changing the way that we buy. And when we lead with logic, we lead with ROI. It’s amazing. And we only use logic to back it up.

Lead Rank 97

Lead Rank Sales Qualified Lead GoldMine Negotiation 97

The ROI Guy

JULY 30, 2013

The importance of content marketing has increased dramatically, this according to a recent survey by the DemandGen Report that found 68% of B2B prospects rely more on content to make key purchase decisions than they did a year ago. Source: 2013 B2B Content Survey:Trust Is A Make-Or-Break Issue For Today’s Buyers. Why Change?

Report 81

Report Lead Rank Lead Scoring B2B 81

The ROI Guy

JANUARY 7, 2014

Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. New research from IDC indicates that the number of B2B decision makers involved in a typical purchase decision has risen by 43%. How well prepared are you to meet your 2014 sales and marketing goals?

Research 65

Research Decision Maker Intent Sales Cycle 65

SBI Growth

JANUARY 18, 2013

During the interview, I was surprised to hear the biggest HR challenge for 2013. This B2B technology provider already has world-class sales talent. The sales force is tentative - 2013 will be a repeat of 2012. Download the Sales Channel ROI Calculator here. 2014 and Beyond. Enter your own assumptions.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

SBI Growth

AUGUST 22, 2012

You can reach me here to discuss how you can improve it heading into 2013. Marketing leaders who want a personalized executive briefing on transforming click metrics to ROI insights through web analytics. I’m offering 3 free assessments of your current Demand Generation web analytics tracking program.

ROI 306

ROI Omniture Data Demand Generation 306

The ROI Guy

DECEMBER 4, 2013

Research indicates that there are now over 8 people involved in the average B2B purchase decision. On average, the buying teams have expanded by an additional person in each of the past two years, a 43% increase compared to three years ago according to the latest 2013 IDC Buyer’s Experience Survey.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Score More Sales

DECEMBER 26, 2013

It can help you in 12 ways – here is the quick overview, and you can hire us to help you implement it to create an ROI like you wouldn’t believe. The Weekly Sales Dashboard is an overview document – it gives you a single visual for all that you are doing. Get at it, and good selling! Expand Your Pipeline. Close More Deals.

Scale 231

Scale Hiring Ideal Customer Profile Sales Methodology 231

SBI

DECEMBER 27, 2018

The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail to facilitate positive engagement: live interactions. For some of you in B2B sales, this may come as a surprise. Continue reading.

SAP 94

SAP Trade Show ROI Margin 94

The ROI Guy

APRIL 12, 2013

So how do you achieve sales tool adoption in 2013? Status-Quo Bias Adoption Sales Enablement IDC SiriusDecisions Pisello b2b selling Alinean Sales Tools Sales Benchmark Index' With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Score More Sales

DECEMBER 7, 2012

Recently there was a report published on converting B2B sales leads into deals that we blogged about. Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers? The study was researched by Leads360.

Leads360 225

Leads360 Closing Inbound Outbound 225

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. In 2013, after spending 2 days at a workshop with Seth Godin, Tom Morkes decided to turn his collection of my notes, sketches, and ruminations into a pdf to give away to his (tiny) 166-subscriber audience. Calculate the ROI for a freemium option. 99 cents pricing.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

OCTOBER 5, 2012

The events, conducted in conjunction with leading research firm IDC, are designed to provide you with exclusive research, best practices and mobile tools to reshape your 2013 value selling capability and effectiveness. Enabling sales to evolve from product to value selling has been a challenge,” says Randy Perry.

Lead Rank 45

Lead Rank Lead Scoring Case Study Margin 45

MEDDIC

APRIL 1, 2020

Some of you know that I am a pioneer in virtual meetings with a Virtual Events platform built in 2007, and Business Hangouts that I founded in 2013 and sold in 2016 after reaching almost 2M users on Google Apps Marketplace. VILT offers you a higher ROI compared to face-to-face. The cost of a VILT is much less than face-to-face.

Face-to-face 69

Face-to-face Travel Exercises Enterprise 69

Cience

FEBRUARY 5, 2019

Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams. It’s the return of ROI—the pendulum swing from growth at any cost to profitable growth is accelerating. More organizations are now looking into ROI. The Bridge Group SDR report provided several interesting stats.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Anita Nielsen. Jen Ferguson.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. In 2013, after spending 2 days at a workshop with Seth Godin, Tom Morkes decided to turn his collection of my notes, sketches, and ruminations into a pdf to give away to his (tiny) 166-subscriber audience. Calculate the ROI for a freemium option. 99 cents pricing.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

SBI

SEPTEMBER 5, 2019

From 2013 to 2018, dedicated sales enablement initiatives increased by 39.9%, highlighting companies’ desires to equip sales teams with tools to meet the changing needs of customers. The acquisition brings a sophisticated yet flexible sales enablement solution to any company, of any size and expands Mediafly’s global footprint. Industry News.

Sales Enablement 14

Sales Enablement SAP Lead Rank Enterprise 14

MEDDIC

OCTOBER 19, 2021

Some of the things were just checking things that I had to do, like translate this, translate the deal into ROI for them and what it’s going to be worth for them in terms of real dollars. I’ve got a great story that illustrates this from back when I was at Badgermaps, the only salesperson , this is by 2012 2013.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

OnePageCRM

MARCH 21, 2017

Research from The Bridge Group of 355 leading B2B sales teams revealed that “ sales development reps who make 12 contact attempts (instead of the average 8) perform 16% better!”. Your CRM will deliver a ROI of $8.71 As you may know, email marketing is one of the most high-ROI activities you can do). for every dollar spent.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

Research from The Bridge Group of 355 leading B2B sales teams revealed that “ sales development reps who make 12 contact attempts (instead of the average 8) perform 16% better!”. Your CRM will deliver a ROI of $8.71 As you may know, email marketing is one of the most high-ROI activities you can do). for every dollar spent.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Pointclear

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. Click to start video at this point — I ask Bob about the changes in marketing and sales he expects to see in 2013. Among the trends he sees in sales organizations in 2013: Greater adoption of social media. and another 10% in Canada. and another 10% in Canada.

Sales Process 165

Sales Process Social Media Hiring Sales Qualified Lead 165

Sales Hacker

NOVEMBER 10, 2020

QuotaPath is a little bit bucking the trend for me, in that I built the product and engineering team first and wanted to make sure that the end-user saw value in the product, imagine that, before going and building up a bad-ass B2B sales team. But in April of 2013, we were less than a month away from running out of money.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74