Pointclear

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Zoominfo

MAY 30, 2018

Accelerate lead nurturing and sales cycles: Understanding a prospect’s status in the buying cycle helps both content marketers and sales reps do their jobs more efficiently. Considering only a small percentage of content assets generate results, many companies fail to achieve their desired content marketing ROI.

Analytics 167

Analytics Lead Rank Hiring ROI 167

SBI

FEBRUARY 27, 2018

Ian: Today’s B2B buyers trust the opinions and advice of their peers above that of any salesperson or marketer. They trust the authentic testimony of someone who’s “been there, done that, and thrived,” which is why more companies are incorporating customer advocacy into every stage of the buying cycle. Peer Success Stories.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

The ROI Guy

DECEMBER 6, 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. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. when a prospect is open to engage or buy).

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

The ROI Guy

JUNE 4, 2019

Yet, if everyday consumer purchases require nothing more than a functioning thumb, why is the B2B buying journey so broken? Unfortunately, 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. The buying journey is not only slowed, but often stalled.

Sales Enablement 40

Sales Enablement Buying Cycle ROI Cancellation 40

The Spiff Blog

AUGUST 22, 2023

Recommended reading : A 3-Step Framework for More Informed B2B Software Buying 2. Identify the ROI of resource-heavy GTM campaigns and initiatives. RevOps plays a key role in determining the ROI of sales compensation programs. Optimize your buying cycle from lead to close.

Strategy 74

Strategy Compensation Commission ROI 74

The ROI Guy

JANUARY 25, 2011

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.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

Gong.io

APRIL 2, 2021

PS: We analyzed 100,000+ outbound, connected cold calls to show you what top reps do to get to the next stage in the buying cycle. What could be a more persuasive email pitch than the promise of a solid ROI? Except here’s the problem—using ROI language in sales prospecting emails doesn’t work. Counterintuitive?

Meeting 124

Meeting Prospecting Cold Calling ROI 124

SBI

DECEMBER 4, 2018

Buying team identification – Knowing exactly who, inside a target account, is involved in an active buying cycle so you don’t waste time chasing the wrong people. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION? John: Our clients see ROI on many levels.

Intent Data 139

Intent Data Intent Data Enterprise 139

Highspot

SEPTEMBER 22, 2022

B2B organizations are putting pressure on their enablement and product marketing teams to drive true impact – not just keep busy with day-to-day activities. Announcing Engagement Genomics.

Buyer 52

Buyer SalesForce Lead Rank ROI 52

SBI

JANUARY 21, 2020

And the other big tip is not to overlook the role of Inside Sales, particularly when it comes to B2B Marketing. This is often an overlooked aspect where there is such a flurry of activity to close an initial deal, but if the buying cycle timing isn’t absolutely correct it may take a year or two to close.

Sales Qualified Lead 112

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 112

The ROI Guy

NOVEMBER 4, 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. We call this the “Internet fueled buying cycle.&#

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.

Decision Maker 45

Decision Maker Buying Cycle B2B Buyer 45

The ROI Guy

JANUARY 17, 2011

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. Good argument that B2B marketing needs ROI.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Customer Centric Selling

DECEMBER 31, 2014

Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. Cost vs. benefit or ROI analyses to justify potential expenditures. The sequence in which these 2 activities occur goes a long way toward determining how likely it is that buying cycles end in buying decisions.

Research 92

Research Buyer Buying Cycle Vendor 92

The ROI Guy

DECEMBER 23, 2010

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. the quantified return on investment (ROI) from social marketing efforts.

Social Media 58

Social Media ROI Media Webinar Metrics 58

The ROI Guy

AUGUST 24, 2010

Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

DiscoverOrg Sales

MARCH 8, 2017

The low-cost initial investment will help deliver an astronomical ROI. Where are your leads in the buying cycle? Data that good delivers a return on investment even higher than the bargain lists – our customers are seeing results like 60x ROI in a year , $2.7m Hidden costs just keep popping up.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

Sales and Marketing Management

SEPTEMBER 23, 2019

As the technology stack continues to grow and becomes unwieldy, we can expect increased efforts to restrict platforms used to those with proven ROI. Second, buying teams are becoming larger and more diverse. As a result, buying teams are finding it harder to reach a consensus and buying decision.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

The Pipeline

SEPTEMBER 17, 2019

According to Demand Gen Report’s 2018 B2B Buyers Survey Report. Buying cycles are longer, 61% report longer cycles than last year, 90% saw an increase or no decrease in the period. 44% Now have formal buying groups or buying committees in place to review potential purchases.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

SBI

FEBRUARY 4, 2020

We, as consumers, simply won’t spend time with—or buy from—companies that don’t offer a pleasant experience on mobile or in-store. This same mindset is now emerging for B2B. The first is that companies must offer more consistent messaging that’s aligned across teams and stages of the buying cycle.

ROI 117

ROI B2C Consumer Buying Cycle 117

SBI

JANUARY 21, 2020

And the other big tip is not to overlook the role of Inside Sales, particularly when it comes to B2B Marketing. This is often an overlooked aspect where there is such a flurry of activity to close an initial deal, but if the buying cycle timing isn’t absolutely correct it may take a year or two to close.

Sales Qualified Lead 65

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 65

Score More Sales

MAY 16, 2012

Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)? Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. Do You Have a Sales Funnel? You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

The ROI Guy

OCTOBER 5, 2010

With the Internet, B2B buyers have access to more information than ever. As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. Publish or perish" is the defining tag-line driving many new B2B marketing strategies.

Company 40

Company B2B Buying Cycle Ideal Customer Profile 40

Zoominfo

JUNE 28, 2023

Support: How can you offer greater support during the buying cycle and beyond? Revenue growth and ROI if the right messages are delivered to the right prospects at the right time. Productivity: Are there opportunities for more efficient ways of working at your customer’s company?

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

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 20, 2019

You rattle off some numbers and she diligently plugs them in before presenting you with a very detailed analysis of where you’re falling short and what you can do to reduce costs, improve your profitability, and deliver a superior ROI. They have more information at their fingertips and are engaging with salespeople later in the buying cycle.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40

The ROI Guy

MARCH 30, 2011

Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." At SiriusDecisions , analyst Jim Ninnivagi indicates that it’s easier for B2B buyers to “do-nothing” than “challenge the status quo”, leading to hundreds of missed selling opportunities and stuck sales processes.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Connext Digital

JULY 18, 2019

Email also has a tangible impact on your business, acting as the biggest source of return on investment (ROI) according to 59% of marketers. Once you notice a pattern in someone’s online activity, use it as an opportunity to deliver hyper-personalized emails that align with that person’s stage in the buying cycle.

Strategy 49

Strategy Segment Email Marketing Buying Cycle 49

SugarCRM

JANUARY 11, 2022

Marketers needed a strategic approach to define and target key accounts, so Account-Based Marketing (ABM) emerged and quickly became highly regarded as one of the most successful B2B marketing strategies. Also include some short-term achievements, in addition to the longer-term ROI—it will establish credibility for the project.

Account Based Marketing 36

Account Based Marketing Ideal Customer Profile Account Lead Rank 36

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Highspot

JANUARY 14, 2024

This shift isn’t limited to simple transactions; even complex buying cycles are navigated virtually, requiring careful planning. Make the Most of Content A RAIN Group report indicates that only 16% of B2B buyers find virtual sales reps effective in explaining ROI.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Sales Hacker

APRIL 26, 2022

And I was seeing how scalable B2B tech was and thinking, “What the heck am I doing in an agency with a professional services model where growth means hiring?” There are some companies in the B2B space that do that really well. The owner had this vision of building a media company around the agency. So that would be kind of one aspect.

Revenue 80

Revenue Marketing Hiring Media 80

Altify

MAY 21, 2018

Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the buying cycle unaided by sellers, evaluating solutions on their own, and only reaching out to suppliers in the late stages of their process. CUSTOMER DECISION CYCLE. The chosen product or service is then implemented.

Customer 40

Customer Buying Cycle Buyer Negotiation 40

The ROI Guy

MARCH 15, 2011

At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1. B2B buyers are now relying on industry analysts, peers and trusted 3rd party publications, but not on vendors, to help them facilitate important purchase decisions. Worse, the vendor is viewed as commodity provider versus trusted advisor.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45