The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

Partners in Excellence

MAY 25, 2022

In my news feed, I saw an article about an interesting research study on sales performance/productivity. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

HeavyHitter Sales

MARCH 17, 2015

  Exciting New Sales Organization Research!     CLICK HERE TO DOWNLOAD THE SALES CONUNDRUM WHITE PAPER HERE.   OTHER INTERESTING SALES ORGANIZATION RESEARCH: READ THE SALES ORGANIZATION PERFORMANCE GAP RESEARCH REPORT. READ THE LANDMARK SALES ORGANIZATION STRUCTURE AND TRENDS REPORT.

Compensation 60

Compensation Research Survey Study 60

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. As well, each question should be readily answerable by the user, without having to do additional research or ask peers for assistance.

Ideal Customer Profile 40

Ideal Customer Profile Buying Cycle Data Report 40

Zoominfo

AUGUST 5, 2021

Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Chorus research shows that team selling. Our research shows that C-suite presence on calls is increasing — and they’re hard to convince. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Zoominfo

MARCH 10, 2021

However, in a sponsored research report, IDC estimated that Salesforce’s ecosystem will be six times the size of Salesforce itself by 2024 , which provides some context to the overall CRM field. It’s difficult to find a reliable dollar value on the overall CRM ecosystem. trillion in new business revenues to their local economies.”

Analysis 130

Analysis CRM Remedy SalesForce 130

RAIN Group

MAY 29, 2019

We've compiled 54 of our favorite sales quotes from RAIN Group's best-selling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance. Need a little extra motivation? Looking for inspiration and best practices? You're in luck.

Motivation 75

Motivation Report Groups Research 75

Allego

MARCH 28, 2023

Buyers research the products, read customer reviews, watch demos or do virtual tours, and compare prices. Great options include customer stories, testimonial videos or PDFs, white papers, analyst reports, eBooks, and product-specific solution briefs and brochures.

eBook 62

eBook Video Buyer Education 62

Sales and Marketing Management

FEBRUARY 26, 2018

In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others. Do Your Research and Customize Your Offer. C-level buyers want to know that you’ve done your research.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Allego

MARCH 21, 2023

In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps).

System 118

System Tools Collateral Video 118

The Pipeline

MAY 13, 2011

Reports of the Death of the Salesperson Are Greatly Exaggerated. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. RT @BizSugar Reports of the Death of the Salesperson Are Greatly Exaggerated [link].

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Zoominfo

AUGUST 5, 2021

Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Chorus research shows that team selling increases creativity during selling, is vital for convincing buyer-side stakeholders of the ROI your product offers, allows you to mobilize all of your sales organization’s knowledge.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pointclear

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars. Via BtoBMagazine. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

The ROI Guy

JULY 18, 2016

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. Most importantly, the research uncovered and ranked content as to perceived value to buyers. in Solution, and 4.9

Research 49

Research Decision Maker Guarantee Buyer 49

SBI Growth

OCTOBER 5, 2013

Sign up here for SBI’s 7 th Annual Research Project. Here are seven must-haves in your 2014 budget: Buyer Personas – Personas are research-based, modeled representations of who your buyers are, what they are trying to accomplish, what goals drive their behaviors. Those that miss critical spend categories altogether.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Pipeline

APRIL 1, 2024

Improve your content marketing with valuable and informative blogs, white papers, and e-books. Research shows 68% effectiveness in B2B demand generation. Pipeline offers a reporting feature that shows real-time updates on your lead’s progress and your team’s performance across time.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Score More Sales

JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. Reporting and results are the measuring portion of the inside sales team. Make sure to understand whether they are in a position to purchase, assuming there is enough value in it for them.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Allego

APRIL 18, 2024

Their research also shows that “90% of commercial leaders expect to utilize gen AI solutions ‘often’ over the next two years.” Not only that, but McKinsey’s research shows that organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

SBI

JULY 10, 2018

Your marketing automation misses all the high-fit accounts who have performed hundreds of hours of research, but have spent zero time on your website. This research data, known as Intent data , combined with the recency of the action reveals the full picture of a sales ready lead. We call this four-point methodology, F.I.R.E.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. Sales Hiring and Retention Sales Performance Research Center link]. . .

Hiring 52

Hiring Sales Talent Quota Travel 52

Partners in Excellence

APRIL 29, 2016

I did my research, narrowed down to a couple of different models, configured those models at the manufacturer’s sites (Build Your Car) to get an idea of pricing. I researched the various sites to find the promotions, deals, discounts I might get for the vehicles I was considering. But high velocity can backfire tremendously.

Prospecting 48

Prospecting Call-back Research Microsoft 48

Emissary

FEBRUARY 19, 2021

Download the Full Report on ABM marketing tactics and pitfalls to avoid: Read on for the four major ABM pitfalls to avoid this year so that you can maximize your 2023 results: . #1. In Emissary’s Summer 2020 research , tech buyers were clear: Discussion of “in-year returns” resonated, but talk of “long-term roadmaps” did not.

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

Understanding the Sales Force

NOVEMBER 15, 2013

In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media. I think that''s a terrific idea, Bob, and while it''s much more difficult to isolate those statistics, I did the research and report on it here. How did the top salespeople fare on those?

Social Selling 180

Social Selling Cold Calling Referrals Social Media 180

Janek Performance Group

OCTOBER 17, 2023

Research in the Harvard Business Review supports this. Research in Forrester shows buyers trust those they feel close to—physically, psychologically, and in their circumstances. According to HubSpot : 61 percent of organizations engaged in social selling report revenue growth. Conduct research and analysis.

Collateral 62

Collateral Social Media Referrals Social Selling 62

The ROI Guy

MAY 9, 2012

Imagine being able to generate more leads while creating deeper and more meaningful engagements - advancing from traditional to interactive white papers, diagnosing issues with simple assessment tools, and quantifying the "cost of doing nothing" and value of change with benefit estimators.

Lead Rank 75

Lead Rank Lead Scoring Marketing Comparison 75

Miller Heiman Group

JULY 2, 2018

According to a recent CNBC report , nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. unemployment rate is unusually low, the report cites a worrying statistic from the National Association of Colleges and Employers: “Employers plan to hire 1.3

Hiring 50

Hiring Retail Survey Salary 50

Chorus.ai

JANUARY 29, 2021

Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Chorus research shows that team selling increases creativity during selling, is vital for convincing buyer-side stakeholders of the ROI your product offers, and allows you to mobilize all of your sales organization’s knowledge.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

The ROI Guy

AUGUST 27, 2018

The tool dynamically uses customer intelligence in each analysis and report including collected business goal, key challenge and risk information to deliver personalized insight. Let us show you how to leverage Customer Intelligence and Data Mining Reports from your tools and the Alinean ValueStory™ Cloud platform: info@alinean.com.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

SBI Growth

SEPTEMBER 27, 2012

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. Commitment means dedicating resources to multiple forms of buyer research. It is important to make sure buyer personas are research-based.

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

SBI

NOVEMBER 2, 2017

Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product. CEB/Gartner research shows that 53% of customer loyalty is driven by the sales experience. Russ: Model N recently conducted some research jointly with Selling Power targeting the Sales teams of both enterprise and SMB companies.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Partners in Excellence

MARCH 9, 2023

For example, they discuss how top performers use data for research and understanding their customers, for targeting the right customers, and so forth. Go back decades, before much of the data was as easily available, top performers did research, getting what data they could.

Data 68

Data Vendor Pipeline Face-to-face 68

Sales Hacker

JANUARY 13, 2020

A new report from Demand Gen Report showed nearly 80% of B2B brands are leveraging intent data, with another 16% planning to do so within the next 12 months. Those white papers, use cases, video demos, and buyer testimonies need to attract searches. This can be both a boon and a bane for salespeople. The Blind Date.

Top of Funnel 72

Top of Funnel Cold Calling Intent Data Ideal Customer Profile 72

Pipeliner

AUGUST 19, 2018

Prior to the ability for consumers to research products, services, people, and companies on the web and social media, salespeople needed to be the expert. The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller.

Education 66

Education Buyer Lead Rank Social Media 66

Sales Hacker

OCTOBER 19, 2020

Share a piece of content with them — such as a case study or white paper — and ask for feedback. If you want to go into this topic in more depth, or if you want to see more of the data we collected from our research, you can check out our full report — The Secret to Breaking Buyer Silence in the Sales Cycle.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

Appbuddy

JUNE 14, 2021

The 2021 edition of the Marketer Email Tracker report , sponsored by Validity, contains good news: Despite the many challenges posed by the pandemic, email ROI has grown to a healthy 38:1 – an 8.2% but also from significant process efficiencies like automated reporting and comprehensive industry research. year-on-year increase.

ROI 52

ROI Everest Channels Webinar Metrics 52

Allego

NOVEMBER 30, 2021

Recent research highlights two critical problems with traditional sales content management tools: 1. By viewing reports and dashboards, marketers can determine which videos, white papers, or one-pagers are viewed and shared most often, based on how long viewers linger on the content. 4 Content Isn’t Effective.

Face-to-face 71

Face-to-face Sales Enablement Video Collateral 71