Pointclear

AUGUST 11, 2015

Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. James Lenskold’s book Marketing ROI will give you the simple formulas. Your duties are: Establish the Brand. Generate Demand.

ROI 100

ROI Social Media GoldMine Lead Generation 100

The ROI Guy

JULY 8, 2015

Over the past 3 months, many of you loved the ongoing battle between several of the research firms and their debate over the future of B2B sales.

Real Estate 67

Real Estate B2B Research Marketing 67

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? In 2015, 43.6 It’s the same problem over and over again for B2B sales.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

The ROI Guy

MAY 14, 2015

Alinean releases new book: The Frugalnomics Survival Guide On Tuesday we announced the release of a new B2B sales and marketing best practices book by CEO / founder Tom Pisello: The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More.

B2B 58

B2B Marketing Discount Sales Enablement 58

Showpad

SEPTEMBER 28, 2017

As sales and marketing technology develops at disruptive speed, B2B marketing agencies need to step up their game to stay relevant and empower their clients. Today’s B2B buyers are more empowered and more demanding than ever. Why should B2B marketing agencies care about sales enablement? ” – Hubspot, 2015.

Top of Funnel 40

Top of Funnel Ideal Customer Profile Sales Enablement B2B 40

DiscoverOrg Sales

OCTOBER 23, 2016

Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack. Doing that, rather than spending time on the deflated tires of cold-calling or cold-emailing, is a driving force behind the effectiveness (aka ROI) of prospecting efforts.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. As the technology stack continues to grow and becomes unwieldy, we can expect increased efforts to restrict platforms used to those with proven ROI. Given these forces, here’s what we anticipate. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. Many of them base decisions on data and ROI while not being skilled at tracking it. What a stupid realization given that we are solving this exact issue for 2,000+ customers.

Data 181

Data Engineering Call-back Forecasting 181

The ROI Guy

AUGUST 12, 2015

It’s no wonder that 91% of buyers prefer content that is visual and interactive, this according to Demand Gen Report’s 2015 Content Preferences survey. This means producing compelling content that can personalize itself based on discovery, improving relevance and communicating unique insights.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Corporate Visions

NOVEMBER 7, 2019

One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Over the last decade, the B2B buying process has only become more complex. In 2015, an average of 5.4 A Better Approach to B2B Buyer Personas. The post Are Buyer Personas Sabotaging Your Sales? Here’s why. And it gets worse.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The ROI Guy

JANUARY 4, 2016

link] 4) Three Challenges that will impact your 2016 IT Sales and Marketing Plans [link] 5) What do Myth Busters, B2B Sales Reps and Real Estate Agents have in Common? [link] 2) End Death by PowerPoint and a 1,000 White Paper Cuts [link] 3) TCO is so 1990s. Why TCS is the new TCO.

Real Estate 45

Real Estate B2B Marketing ROI 45

Customer Centric Selling

DECEMBER 31, 2014

For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B buying decisions are made : Product/offering research and evaluation. Cost vs. benefit or ROI analyses to justify potential expenditures.

Research 92

Research Buyer Buying Cycle Vendor 92

SugarCRM

FEBRUARY 3, 2020

In 2015, we found that about 24% were not using marketing automation, which had dropped to 18% in 2016. Please rate these activities for their relative ROI expected for your business in 2019. The post Just Two Percent of B2B Marketers use Marketing Automation to its Full Capacity, Survey Finds appeared first on SugarCRM.

Survey 26

Survey Lead Rank Lead Scoring Marketing 26

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 is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog. Drive Alignment.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

The ROI Guy

FEBRUARY 5, 2015

But there are a couple of barriers that are clearly in the way to achieving the revenue growth goals and overcoming these challenges in 2015. In fact, 29% of sales execs indicated this as THE challenge to overcome in 2015, making it the highest priority. This is a challenge for a number of reasons.

Motivation 92

Motivation Proposal Quota Survey 92

The ROI Guy

JANUARY 11, 2017

Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value? SiriusDecisions Decoding the Decision Dynamic - MHI Global Sales Enablement Optimization Study 2015 Key Trends Analysis, CSOInsights, a division of MHI Global The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Allego

MAY 11, 2018

factor increase in platform usage between 2015 and 2017, in addition to repeated recognition by industry analysts as leaders in the emerging space of sales learning and coaching technology. Mary led her presentation with statistics that established one thing in particular: modern B2B buyers act more like consumers than ever.

Hotels 54

Hotels Commence Conference Consumer 54

SBI

AUGUST 22, 2019

The Conversation Intelligence leader also enhanced features by unveiling the first tool to tie ROI to sales enablement efforts. Founded in 2015, Chorus.ai’s Conversation Intelligence Platform identifies and helps teams replicate the performance of top-performing reps by analyzing their sales meetings. About Chorus.ai. Industry News.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. Traditional sales strategies, such as outbound B2B sales, have become less effective because of this shift. B2B Enterprises and Social Selling. There are observed benefits from adopting social selling strategies, particularly for B2B enterprises.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Hubspot Sales

NOVEMBER 30, 2020

I learned this fundamental truth in 2015 while working with an upmarket customer at a publicly traded company with my early-stage startup. How are you thinking about ROI and what would make this product worth that price point?". You cannot be a partner if you don’t care about the other party. Does your product offer a free trial?

Ideal Customer Profile 96

Ideal Customer Profile Hiring Marketing Quota 96

SBI

JUNE 3, 2015

It’s written by Tom Pisello who is the CEO and Founder of Alinean and is known through his popular blog as “the ROI Guy.” Alinean, as a company, is a client of Smart Selling Tools and their solution is one of our Top Sales Tools of 2015. I like and believe in what Alinean offers. Here’s the thing though.

Lead Rank 50

Lead Rank Lead Scoring Discount ROI 50

No More Cold Calling

JUNE 29, 2023

In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. Your B2B Lead Generation Sucks … 5 Reasons Why Are you looking for your B2B sales leads in all the wrong places? How do most companies ramp up their B2B lead generation strategies?

Referrals 177

Referrals Channels Cold Calling Scale 177

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. Alinean b2b selling Buyers Journey Jim Ninivaggi objections Pisello Sales Enablement SiriusDecisions Value Messaging Value Selling Why Change?

Objections 87

Objections Real Estate Face-to-face Buyer 87

SugarCRM

JANUARY 13, 2016

There’s a lot of moving parts within that process, and it typically isn’t a clean, linear journey, especially in the B2B world. According to The Chief Marketing Technologist’s 2015 Marketing Technology Landscape , the marketing technology field is now brimming with 1,876 vendors. Measuring effectiveness and ROI.

Marketing 20

Marketing Social Media Lead Rank Lead Scoring 20

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. All the same guiding principles apply to social selling so it's been my personal mandate as of late, to advance social selling into something elevated that I've dubbed Advanced Strategic B2B Social Selling. Hughes 2015 What's not to love about that?!

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. CIENCE marketing managers are among that 68%.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Vengreso

MARCH 22, 2022

However, investing in the right sales training has a 353% ROI. We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

However, investing in the right sales training has a 353% ROI. We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Sales and Marketing Management

NOVEMBER 9, 2017

If you’re a B2B marketer like me, it’s probably as close as we’ll ever get to putting on a rock ’n’ roll tour, as we wheel our display cases into the venue and prepare to meet what we hope will be an enthusiastic crowd. (“We Chris Wirthwein is a writer, marketer and CEO of the B2B agency 5MetaCom , now entering its 40th year in business.

Survey 174

Survey Pivotal Follow-up B2B 174

LeadFuze

FEBRUARY 19, 2019

But it’s increasingly clear to me—and to many B2B professionals —that inbound marketing alone isn’t enough. The methodology is too reliant on automation and casts too wide of a net for the niche targeting needs of most B2B businesses. . The concept didn’t receive widespread attention, though, until at least 2015.

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

The ROI Guy

JANUARY 7, 2015

The research is in and it shows some significant changes are in store for Marketing in 2015 – trends you need to be aware of to succeed: Trend 1: More Leads = Same Revenue? The Bottom-Line In 2015 your prospects are more difficult to reach, engage and motivate than ever before.

Trends 74

Trends Marketing Campaigns Lead Rank 74

The ROI Guy

MAY 19, 2015

Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs. Improving the productivity of your salespeople should always be part of a growth strategy,” said Jim.

Marketing 73

Marketing B2B Proposal Call-back 73

Zoominfo

MARCH 1, 2018

As they progress through their career, you’ll see your ROI increase steadily year-over-year. LGBT Families: In 2015, Supreme Court legalized same-sex marriage in all 50 states. Though not necessarily high-earners now, Millennials are the easiest way to create sustainable growth for your business. Cultural sensitivity.

Marketing 140

Marketing Buyer Persona Small Business Small Business 140

The ROI Guy

JANUARY 28, 2016

Prospects are receiving 32% more vendor communications than just 2 years ago (SiriusDecisions), and with less time than ever, 2015 saw a 21% decline in content marketing effectiveness (Content Marketing Institute). Interactive Content delivers results like this when it focuses on value (vs.

Lead Rank 45

Lead Rank Lead Scoring ROI Lead Gen 45

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. Christin Myers.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

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. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74