The ROI Guy

OCTOBER 26, 2015

decline in IT spending for 2015 [link] 4) TCO is so 1990. Why TCS is the new TCO! link] 5) Three Challenges that will Impact Your 2016 IT Sales and Marketing Plans [link].

B2B 68

B2B Marketing Sales 68

The ROI Guy

JANUARY 26, 2015

As you launch 2015 kick-offs and budget for training / enablement investments, there are three key metrics you should consider when shaping your 2015 Sales Enablement strategy: 1) More Stakeholders: IDC reports a significant 43% increase in number of buyers involved in each B2B purchase over the past three years, growing to more than 8 decision makers (..)

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

The ROI Guy

APRIL 7, 2015

Three Big Takeaways from SiriusDecisions Sales Leadership Exchange Top 5 Content Marketing Trends You Need to Know for 2015 Get the book! Can Your Sales Reps Handle these Four Key Buying Objections? The Buyer’s Journey or Hide and Seek?

Trends 63

Trends Sales Leadership Buyer Objections 63

Sales and Marketing Management

JUNE 26, 2015

Issue Date: 2015-06-26. This guide is designed to help you understand the essentials of customer-focused identity and how it helps you engage with your customers, bolster ROI and expand your business. Author: Daniel Raskin, Vice President of Strategy, ForgeRock. read more

Customer 120

Customer Revenue ROI Closing 120

Sales and Marketing Management

MAY 20, 2015

Issue Date: 2015-05-20. The folks at Campaigner Email Marketing have developed five “a-ca-mazing” tips for marketers to keep their email in tune and hit a high note with both customers and ROI. Author: Campaigner Email Marketing. Fat Amy, Beca and Lilly – the Bellas – have made a capella the talk of the town.

Email Marketing 120

Email Marketing Marketing ROI Campaigns 120

Pointclear

FEBRUARY 12, 2015

On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Marketing ROI PowerViews Social Media' Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. What’s going on?

Social Media 100

Social Media Media ROI Revenue 100

Vendor Neutral

JULY 30, 2021

He's well known from his videos, blog, and newsletter as “the ROI Guy.” At Gartner, Tom served as Managing VP and was instrumental in Gartner’s software becoming the industry standard for TCO and ROI assessment. Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Pointclear

AUGUST 11, 2015

Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). James Lenskold’s book Marketing ROI will give you the simple formulas. Paper: ROI for Marketing: Balancing Accountability with Long-Term Needs by Robert S.

ROI 100

ROI Social Media GoldMine Lead Generation 100

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. YoY decline from 2014. increase compared to 2014. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

The ROI Guy

NOVEMBER 16, 2016

From CSO Insights, we learn that taking your ROI selling skills from “good” to “great” can improve win rates from 37% to 51%. And, according to IDC, those who apply business value / ROI to deals discount much less, elevating deal sizes by 20% compared to deals where business value / ROI was not used.

Closing 77

Closing ROI Survey Discount 77

Crunchbase

AUGUST 27, 2020

These professionals may not usually be part of your cycle, so ensure your teams are prepared to speak to them and understand the ROI and financial aspects of your solution. One unique addition to the buying conversation has been CFOs, with as much as a 91 percent increase in involvement since March.

Cancellation 108

Cancellation Face-to-face Pivotal Cold Calling 108

The ROI Guy

JANUARY 15, 2015

The research indicates that without the training and tools (ROI / TCO calculators with specific benchmarks and metrics) your sales reps and channel partners are not providing the business case / financial justification needed to justify a higher price.

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

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

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

MARCH 1, 2016

YoY increase from 2015. Economically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). So how well do you deliver the financial business cases / ROI that CFOs demand? 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

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

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

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

The ROI Guy

JULY 11, 2017

In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators. So how can you best address these changing buyer trends and add more value to each and every prospect engagement?

B2B 66

B2B ROI Buyer Competition 66

Hubspot Sales

MAY 5, 2020

The ROI of your service. Editor's note: This post was originally published in December 2015 and has been updated for comprehensiveness. It’s important to enter each sales meeting with a learning goal in mind. Here are a few examples: A full understanding of your product’s functions. How your product compares to a competitor's product.

Education 80

Education Buyer ROI Survey 80

Zoominfo

NOVEMBER 1, 2022

By using data and analytics, he and the team identified shifts in programs and spending to maximize profitable revenue and ROI. “We We’ve done 15 acquisitions since 2015,” Schuck said. We recently went through this process at ZoomInfo when Law came on board as the new CMO. Schuck said.

Hiring 100

Hiring Intent Data Intent Scale 100

No More Cold Calling

OCTOBER 30, 2016

In 2015, 43.6 According to Michael Nick of ROI for Sales, the key is asking tough questions during the discovery process. However, a few critical sales challenges remain. Year after year, “the inability to generate qualified leads” tops CSO Insights’ list of B2B sales challenges. And the problem is only getting worse.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

OpenSymmetry

MAY 23, 2016

According to Gartner research’s 2016 Sales Performance Management Magic Quadrant , the entire industry grew 10% in 2015, reaching a valuation of $715 million just in software sales with an estimated growth to $1.54bn by 2019. The total market including all consulting and managed services is estimated to be worth $2.7bn.

Territories 40

Territories Vendor Incentives Incentive 40

The ROI Guy

JANUARY 4, 2016

As we look forward to a great 2016, what lessons can we learn from the past year? Here's a round-up of the top five most popular articles from the Alinean team, all with significant guidance for the New Year: 1) Death of a Salesman? Forrester says Yes (at least 1 in 5 at risk)!

Real Estate 45

Real Estate B2B Marketing ROI 45

Hubspot Sales

JULY 13, 2023

Expensive Pricing Of salespeople, 22% think that AI is expensive , while 28% of sales leaders reported AI tools had returned a negative ROI, according to a HubSpot study. It’s for companies that are invested in optimizing operations and see improved ROIs. As for the US, there is no federal privacy law yet.

Data 78

Data Hiring Guidelines Lead Rank 78

The ROI Guy

NOVEMBER 14, 2012

Deliver financial justification including ROI and payback analysis for CFOs and financial approval. Million IT Jobs Globally to Support Big Data By 2015 - Analysts Discuss Key Issues Facing the IT Industry During Gartner Symposium/ITxpo 2012, October 21-25, in Orlando - [link].

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

JANUARY 11, 2017

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. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

The ROI Guy

JUNE 11, 2015

Agents are much better today at explaining the risk adjusted ROI, helping to ease the emotional strain and providing financial justification. And rising in importance, an economic focus on ROI and the business case.

Real Estate 89

Real Estate B2B Buyer Travel 89

The ROI Guy

MAY 7, 2015

And once this is clear, have you demonstrated that your solution provides a superior ROI and faster payback than the competing solutions? In most cases, these appeared to be good opportunities, with many interactions and touch points. So why did these deals fail to evolve to “Yes”?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

SBI

JUNE 21, 2015

BuzzBoard ENGAGE gathers information that pinpoints your prospect’s opportunity for improvement, shows them how they compare to their competitors, and outlines the ROI of your solution. Once you discover the best prospects, you’ll need to engage them with insight that shows you bring real value to the table.

Ideal Customer Profile 50

Ideal Customer Profile Advertising Advertising ROI 50

Customer Centric Selling

DECEMBER 31, 2014

Cost vs. benefit or ROI analyses to justify potential expenditures. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! For complex B2B offerings, research is done mostly by non-Key Players wanting to learn about offerings without sellers influencing their requirements.

Research 92

Research Buyer Buying Cycle Vendor 92

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

NOVEMBER 5, 2015

However, as we wrap up 2015, we have noticed a clear and present trend – B2B sales and their vital support groups are being reorganized at an alarming rate. Clearly, B2B execs are frustrated with the lack of sales growth and the fact that a mere 58% of reps are expected to make quota (CSO Insights 2015).

Trends 80

Trends B2B Decision Maker Forecasting 80

Corporate Visions

NOVEMBER 7, 2019

In 2015, an average of 5.4 Starting with the marketing executive, you identify their key performance indicators, such as: Increasing lead generation volume Expanding marketing-sourced contributions to pipeline Improving quality and conversion of leads to close business Ensuring ROI of marketing investments. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

The ROI Guy

SEPTEMBER 22, 2015

A predicted anemic increase in IT spending at the beginning of 2015 has now been replaced with a 5.5% In 2015, the trend for business unit control has accelerated, with business leaders and their reports for the first time in history in control of the majority of IT decision-making. Decline in IT Spending for 2015 - [link].

Decision Maker 74

Decision Maker Marketing Proposal Channels 74