The ROI Guy

JUNE 8, 2012

To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created. Authored by IDG and powered by Alinean, the white paper effectively communicates the business value of a properly executed Unified Communications solution, one relying on ShoreTel’s simplicity.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

The ROI Guy

JULY 5, 2011

Did you know that: White papers are still the content of choice for today's B2B decision maker, used most and viewed as most influential compared to all other content However, campaign overload is making white papers less effective / relevant Research indicates that specific personalization is needed to help restore relevance and influence Click here (..)

Influencer 56

Influencer Decision Maker Campaigns B2B 56

Janek Performance Group

MARCH 26, 2024

As B2B transactions grow more complex, with an increasing number of stakeholders, creating accurate buyer personas is critical. This should include blogs, case studies, and white papers. Measure the impact of your B2B business development efforts by tracking key metrics.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

OCTOBER 18, 2022

There are essentially two competing schools of thought among B2B marketers. Demand creation Includes webinars, white papers, and product trials 3. Sales enablement Includes playbooks, ROI tools, and battle cards 4. Reputation Includes content assets such as blogs and press releases 2. But the world has changed.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Getting real-time visibility into results and ROI is vital—and there are ways you can do it now, without more investment in technology. Testing’s a must. Marketing measurement.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

The ROI Guy

FEBRUARY 15, 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. Tom then served Gartner as a Managing VP.

Social Media 45

Social Media ROI Media B2B 45

The ROI Guy

FEBRUARY 14, 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. Tom then served Gartner as a Managing VP.

Social Media 60

Social Media ROI Media B2C 60

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. Success is largely determined by the quality of campaign offers.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

The ROI Guy

AUGUST 24, 2016

From these results, one can see that one-size-fits-all white papers, the crack cocaine of content marketing, don’t cut it any more. Today, B2B buyers expect solution provider to know exactly how any new product will ultimately benefit their business – the business value of the proposed solution. What can you do for me?

ROI 40

ROI Buyer Vendor Report 40

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. Tom then served Gartner as a Managing VP.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

MAY 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. Tom then served Gartner as a Managing VP.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

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.

ROI 40

ROI B2B Social Media Buying Cycle 40

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? What Are the Main B2B Marketing Plan Channels? B2B Content marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

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 15, 2009

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. Tom then served Gartner as a Managing VP.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

DECEMBER 17, 2013

This webcast was conducted on December 5th, and provides a great overview of why traditional white papers may fall short in helping you achieve your 2014 new lead / sales opportunity goals, and why you need to have Interactive White Papers and Benefits Estimators as an essential part of your game plan.

Lead Rank 40

Lead Rank Lead Scoring Opportunity Leads 40

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

Score More Sales

JUNE 17, 2013

It can be an article, blog post or white paper that ties in with the challenge they are facing. ROI Calculators. ” Do not do it by calling to say you are just “checking in” (please never say that, OK?). Do so by adding value with content – insight which could help your buyer. customer success stories.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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

Customer Centric Selling

AUGUST 13, 2018

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. So, what should companies selling to the B2B market know before they engage with their buyers?

B2B 49

B2B B2C Buyer Persona Marketing 49

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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

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? It’s the same problem over and over again for B2B sales. In 2015, 43.6

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

The ROI Guy

FEBRUARY 4, 2009

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. Tom then served Gartner as a Managing VP.

ROI 40

ROI Social Media Microsoft Media 40

Sales Hacker

DECEMBER 7, 2018

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Hire, Organize and Segment Your B2B Sales Team. Hiring for Your B2B Sales Team. Organizing Your B2B Sales Team. Segmenting Your B2B Sales Team.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

The ROI Guy

OCTOBER 26, 2015

Each quarter we do a round up of our most popular and important articles to help you survive Frugalnomics, and based on your votes here are the top five: 1) End Death by PowerPoint and 1,000 White Paper Cuts [link] 2) Death of the B2B Sales Rep – An Interview with SiriusDecisions [link] 3) Frugalnomics in Effect - Gartner predicts 5.5%

B2B 68

B2B Marketing Sales 68

The ROI Guy

JANUARY 20, 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. Do White Papers Still Engage?

ROI 40

ROI Social Media Media Campaigns 40

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

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. Do White Papers Still Engage?

ROI 40

ROI Social Media Face-to-face Survey 40

Janek Performance Group

NOVEMBER 30, 2022

Mostly, B2B buyers are not impulsive. Our white paper , The Ultimate Guide to Developing a High-Performance Sales Organization , lists eight steps of the customer’s journey. Content a buyer would likely consume during their research: White papers. B2B buyers are no different. Instead, buyers are methodical.

Customer 62

Customer Case Study Loyalty Buyer 62

The ROI Guy

JUNE 27, 2018

Price has been replaced with value and ROI. In order to do this, interactive content is required including creating and delivering: dynamic white papers, diagnostic assessments, discovery/ benchmarking tools, ROI / TCO calculators. Product is less important than buyer challenges.

Marketing 58

Marketing ROI Ideal Customer Profile Proposal 58

The ROI Guy

JANUARY 10, 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. Tom then served Gartner as a Managing VP.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

OCTOBER 22, 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.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

MAY 9, 2012

The iPad is perceived as a great new business tool, to empower sales to deliver more provocative interactive presentations, and to enable B2B marketing to provide engaging content to ever more mobile buyers. The Bottom Line Buyers have changed, now more in-control, overloaded, skeptical and frugal than ever before.

Lead Rank 75

Lead Rank Lead Scoring Marketing Comparison 75

Nutshell

JANUARY 30, 2023

Increased return on investment (ROI) : Did you know that 79% of generated leads don’t convert into sales? With lead scoring, you know which leads require nurturing and the lead nurturing strategies that work and result in increased ROI. Did they download white papers or studies along the way to becoming leads?

Lead Scoring 62

Lead Scoring Lead Rank Sales Qualified Lead Leads 62

SBI

AUGUST 20, 2014

Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. Jim: In B2B sales, trust is a massive accelerator to reducing the sales cycles. Jim: I’m excited about being a player in the sales enablement space.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

The ROI Guy

MARCH 9, 2011

Based on the lifecycle of your particular B2B company and product lines, you may find yourself in one of three distinctive categories that SiriusDecisions created to help define how to best market and sell your solutions.

Marketing 61

Marketing Comparison ROI Survey 61