Emissary

SEPTEMBER 27, 2021

These days, customer success motions benefit from better, and more plentiful, data, from more sophisticated customer success platforms and from past lessons learned. As a result, QBRs, a key milestone in account expansion and renewal, have become routine—so much so that they have become generic in many contexts.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

The ROI Guy

JUNE 13, 2012

Alinean’s guaranteed leads program takes the worry out of your Value Marketing programs, adding integrated e-mail marketing campaigns and guaranteed leads performance, coupled with compelling Interactive White Papers and Benefit Estimator interactive value marketing tools. million IT and business decision makers in North America.

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

SBI Growth

AUGUST 26, 2013

While B2B sales leaders have a large total budget, most of that budget is staff salaries and benefits. The building blocks of Marketing ROI have to be put in place with an understanding that perception of spend it half the battle. Sales benefits from quality content for sales directed nurture campaigns. Demand Generation.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

MarketJoy

NOVEMBER 17, 2022

You’re spending on marketing activities that don’t produce ROI or are “vanity exercises” (e.g. If you open your local business journal, you will almost certainly see an advertisement for a consulting firm trying to “generate awareness.” How would they benefit from using your product and/or service?

Lead Generation 59

Lead Generation Lead Rank Outsourcing Services Lead Scoring 59

SBI

OCTOBER 12, 2017

Organizations are ditching quantity for quality when it comes to leads and they’re enjoying the real and measurable benefits of ABM. Just because metrics shift from demand generation to revenue doesn’t mean inbound strategies should be abandoned — they just need to be tweaked. Yes, alignment takes work.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

Mereo

DECEMBER 21, 2023

While AI undoubtedly offers tremendous benefits in terms of efficiency and productivity, striking a balance between automation and human expertise is crucial. The sales team benefited from in-depth insight and interaction with the product teams and was able to help marketing hone sales tools and assets as a deliberate part of the sessions.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

Pointclear

JUNE 10, 2016

Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

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

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Media Campaigns 40

SugarCRM

OCTOBER 19, 2021

A full-service marketing automation platform offers concrete solutions to the most common problems companies face today, as marketing and sales alignment, ROI, and sales cycles depend on its automated processes and organization. ROI on marketing and lead generation. They also feel overwhelmed by the incoming data.

Lead Rank 49

Lead Rank Lead Scoring CRM Sales Qualified Lead 49

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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

Autoklose

JANUARY 15, 2024

The benefits of having an ICP include: You’ll save a lot of time and money. Ideal Customer Profile (ICP) This is a high-level, strategic blueprint of the type of company or segment that would most benefit from your product or service. Does urgency play a significant role, or are they motivated by your product’s features and benefits?

Ideal Customer Profile 52

Ideal Customer Profile Buyer Persona Buyer Lead Rank 52

Corporate Visions

NOVEMBER 7, 2019

For example: You’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social media presence, and demand generation efforts. Or, at least, they still remember the benefits they based their last decision on, and assume they’re still getting that same value.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

SugarCRM

OCTOBER 19, 2021

A full-service marketing automation platform offers concrete solutions to the most common problems companies face today, as marketing and sales alignment, ROI, and sales cycles depend on its automated processes and organization. ROI on marketing and lead generation. They also feel overwhelmed by the incoming data.

Lead Rank 26

Lead Rank Lead Scoring CRM Sales Qualified Lead 26

Sales Hacker

MARCH 23, 2020

15 customer success stories, including our Return on Integration (ROI) Honors and Programs of the Year Awards. As a leader in the full-sized virtual sales conference space, we’re committed to giving you the benefits of a physical conference in a digital format. 40+ presentations from some of the biggest names in the industry.

Conference 78

Conference Webinar Metrics Travel Industry 78

Klozers

DECEMBER 15, 2014

Salaries, Benefits, Cars, Travel, Accommodation and expenses can rack up very quickly, especially if we are not getting the results we are looking for. The reason the best sales appointments are never qualified is when we move away from Demand Fulfillment, to a sales process of Demand Generation.

Salary 49

Salary Demand Generation Targets Demand Generation Travel 49

The ROI Guy

AUGUST 24, 2010

Alinean’s customer-specific benchmarks, company comparisons, executive assessments, benefit and cost analyses can significantly upgrade the quality of demand creation and sales enablement interactions throughout the buying process.” These new customers add to Alinean’s ever-growing list of over 70 leading B2B vendors.

B2B 40

B2B Customer Demand Generation Agencies ROI 40

The ROI Guy

SEPTEMBER 13, 2011

Quantitative content can be established to communicate unique the benefits and value of proposed solutions, and could include: Estimations on derived benefits Configuration and pricing estimates Quick ROI calculations T CO competitive comparisons.

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage. During the later stages of the buyer’s decision cycle, the selection phase, buyers need to be assured that they are selecting the solution with the best value.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

The ROI Guy

FEBRUARY 21, 2012

They especially won’t say yes unless they see a quantified “cost of doing nothing” and know the project will have significant tangible benefits, significant ROI and fast payback. This would mean close to 200% ROI. Click here to learn more: [link].

Lead Rank 68

Lead Rank Lead Scoring Leads Marketing Qualified Lead 68

The Pipeline

AUGUST 16, 2011

Most solutions have a duration beyond one fiscal year, so when it comes to measuring ROI, ROE, it is important that they understand the full scope of the benefit. Demand Generation. Without that the effort and investment may not seem worthwhile, and it is usually the effort, not the money. What is the IMPACT over time?

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The ROI Guy

SEPTEMBER 13, 2011

Personalized qualitative content, on the other hand, could include: Intelligent solution recommendations, E mphasizing features and benefits that match pain points, S elected relevant case studies, C ustomized next step recommendations.

Case Study 40

Case Study ROI Proposal Customer 40

The ROI Guy

SEPTEMBER 17, 2010

This has resulted in a condition known as Frugalnomics, where buyers are now immune to empty product pitches and promises, instead demanding quantifiable proof that a proposed solution will drive bottom-line impact and represents more value versus the competition. Assuring that the solution delivers bottom-line benefits is key at this stage.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

Zoominfo

AUGUST 1, 2022

It’s an equation,” says Mitchell Hanson, senior director of demand generation at ZoomInfo. Because B2B sales cycles can stretch months or even years, you typically won’t see a return on investment (ROI) for a while. We’ve broken down these ABM-oriented metrics by leading indicators, funnel impact, and ROI. Example: $1.5

Account Based Marketing 130

Account Based Marketing Top of Funnel Lead Rank Ideal Customer Profile 130

Zoominfo

JUNE 15, 2022

What Are the Benefits of Customer Profiling? With better profiles, demand generation teams can craft stronger advertising campaigns. Alonzo Bannister : Alonzo is a 41-year-old demand generation manager at a mid-market North American IT company. Remember, nobody buys business software for its own sake.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

The ROI Guy

MAY 10, 2011

Several additional noteworthy accomplishments occurred during this past quarter for Alinean, including: • Recognition by BtoB Magazine as a Top Agency for 2011 • Acknowledgement of Tom Pisello, the ROI Guy and Alinean's Chairman and Founder, for his thought leadership in value selling and marketing through published articles in IT Marketing World, (..)

Demand Generation Agencies 45

Demand Generation Agencies B2B Customer Lead Rank 45

The ROI Guy

NOVEMBER 29, 2010

According to IDC research, over 90% of surveyed decision makers now require quantifiable proof of bottom-line benefits on most projects. The larger the purchase, the more formal financial due diligence is required. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Research Results The results of the research were compelling, as the investment in value selling tools has proven to be one of the highest ROI investments an organization can make in sales / marketing operations.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

MAY 4, 2006

2) Focus of spending is on lead generation versus awareness building: Another trend we see is that more of the budgets are being focused on the front end demand generation part of the sales and marketing process versus later stages such as awareness building and engagement.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

SEPTEMBER 20, 2012

Alinean announced this week an ROI Guarantee for Value Marketing Tool campaigns. Designed for B2B marketers, to drive better engagements and assure that lead generation goals are exceeded, this program combines compelling Interactive White Papers and Benefit Estimators with integrating e-mail marketing to exclusive targeted communities.

Guarantee 49

Guarantee ROI Lead Rank Lead Scoring 49

The ROI Guy

MAY 15, 2012

A mobile application platform provider needed to prove a better return on mobility strategy for frugal web and application decision makers - making the case for using a build once / deploy many platform versus current device centric strategies.

Lead Rank 67

Lead Rank Lead Scoring Decision Maker Analysis 67

SBI

AUGUST 30, 2018

Shreesha: Strikedeck drives sales by helping companies quantify the value of their product/service delivered, providing mechanisms to highlight the ROI delivered to customers, and translate customer satisfaction into greater sales through upsells/cross-sells and customer advocacy. NANCY: WHO BENEFITS MOST FROM YOUR SOLUTION?

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Sales Hacker Training

NOVEMBER 21, 2022

Related: Top 50 Lead Generation Tools in 2023, Ranked & Rated There Are Plenty Of Fish (I Mean Sales Tools) In The Sea There’s a vast ocean of sales tools in the market. The potential benefit these tools can bring to your business can be very exciting, but the sheer number of choices is straight up intimidating.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI

DECEMBER 30, 2019

Read “Sales Tools to Increase Tradeshow ROI” if you not only want to have better insight on event ROI but also want to ensure a higher ROI. There’s a difference between Active Demand and Demand Generation. Active Demand already exists.

Demand Generation Agencies 81

Demand Generation Agencies Sales Enablement Infusion ROI 81

The ROI Guy

SEPTEMBER 13, 2011

For the case where the white paper already exists: The quantitative content usually requires a small model be built in order to support converting a static average TCO savings or benefit assessment presentation in a traditional white paper, into a dynamic / personalized calculation unique to the prospect.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

Highspot

JULY 18, 2023

Today’s marketing professionals are specializing in specific areas, including demand generation, social media marketing, email marketing, product marketing, and field marketing. What are the Benefits of Marketing Enablement? Goals may include improving campaign performance, increasing lead generation, or enhancing content ROI.

Sales Enablement 52

Sales Enablement Marketing Campaigns ROI 52

InsightSquared

OCTOBER 22, 2018

Though you’d think that the benefits of cross-team collaboration would be obvious, sales reps and marketers can easily fall out of alignment, leading to clashes that undermine collaboration and impact both teams’ success. If you’re starting to recognize the benefits of sales and marketing alignment, you’re not alone.

Marketing 87

Marketing Analytics Lead Rank Lead Scoring 87