The ROI Guy

JANUARY 10, 2011

Although Forrester was predicting 8-9% IT budget growth earlier in the year, its latest survey of 2,800 global CIOs and other IT decision-makers, revealed that their predictions, as were others, were overly optimistic, with the vast majority of respondents indicating that their budgets remained the same in 2010 as they were in 2009.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

FEBRUARY 4, 2009

Goldman Sachs’ latest IT spending survey predicts the impact these individual budget cuts are having on IT spending worldwide, where in 2009 for the first time since the bursting of the tech bubble in 2001/2002, annual growth in IT spending is expected to be negative.

Survey 40

Survey Microsoft Decision Maker Energy 40

SBI Growth

NOVEMBER 24, 2013

True Story – How I learned to execute Sales Enablement on a field ride in 2001. In 2001 I was an Account Supervisor at VML, a marketing agency. He was an enterprise rep who knew how to reach the C-Level suite of decision makers. We get frustrated that we have to ‘sell’ them. His name was Chad.

Marketing 316

Marketing Decision Maker Sales Enablement Transportation 316

The ROI Guy

MAY 6, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. CFO is Now Top IT Decision Maker, making Value Sal. Alinean Powers Eight More B2B Assessment, ROI and.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

OnePageCRM

MARCH 8, 2017

Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. In fact, when we launched MailChimp in 2001, we didn’t even have a free trial option. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

JANUARY 17, 2011

It is best to look at what tools are needed to address each stage in the buying lifecycle, and have tools specifically designed to help move the decision making from initial engagement to delivery. However, it is getting harder to connect and engage effectively with these overloaded, skeptical and frugal executives.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Score More Sales

JANUARY 12, 2012

Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using internal leverage to gain access to decision makers. © Score More Sales 2001 - 2012. Please note that we only endorse products that we believe in.

B2B 143

B2B Top of Funnel Decision Maker Lead Rank 143

The ROI Guy

DECEMBER 6, 2010

The savvy marketing and sales enablement professional will proactively recognize the issues that the frugal and empowered decision maker creates, using 2011 to reshape the strategies and investments to better engage, dialogue and sell to ever more empowered, skeptical, overloaded and frugal buyers.

ROI 40

ROI B2B Social Media Buying Cycle 40

Hubspot Sales

JULY 15, 2020

If companies have learned anything from the financial crises of 2001 and 2008 , it’s that adapting to meet the changing needs and priorities of your customers is key. Sales priorities are shifting.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase.

ROI 45

ROI Buyer Buying Cycle Social Media 45

OnePageCRM

MARCH 8, 2017

Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. In fact, when we launched MailChimp in 2001, we didn’t even have a free trial option. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Score More Sales

JANUARY 19, 2012

Today’s conversation shares how once you gain access to the C-level decision makers you wanted to get in front of in the first place, now what do you say to move the conversation forward? © Score More Sales 2001 - 2012. Michael can take any organization through the sales process with dramatically increased results.

Lead Rank 138

Lead Rank Lead Scoring B2B Top of Funnel 138

The ROI Guy

MAY 4, 2006

But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. A recent IDG/CXO media survey indicated that business and IT executives where making most of the buying decisions - including defining requirements, specifying brands and ultimately approving the purchase.

Marketing 40

Marketing Vendor ROI Survey 40

Score More Sales

MARCH 21, 2011

” Another tip: Are all of the decision makers present? © Score More Sales 2001 - 2012. .” “What can I follow up with for you that might help you know more about the direction you’re going to go on this? Will you be available to talk when I get that answer/stat /agreement?”

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

Score More Sales

JANUARY 3, 2012

Through multiple contacts to the right contacts (decision makers) you can create sales opportunities and bring them to closure. © Score More Sales 2001 - 2012. It takes a clean set of nurtured contacts over time – who know and trust you, and who find the value in your offering to grow sales.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

JANUARY 25, 2012

Keep an open mind and do some or all of the following: Find another potential contact point if appropriate (if you are talking with lower-level decision makers, who else might be impacted by this project and can you engage them in a way that adds value? © Score More Sales 2001 - 2012. Speaking of adding value, how can you?

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

Score More Sales

NOVEMBER 26, 2010

Focus on target revenue for the week, and 1-3 action goals (such as having 10 meaningful conversations with decision makers). © Score More Sales 2001 - 2012. Your block of prospecting hours – (how many and when depend on your plan). Please note that we only endorse products that we believe in.

Lead Rank 120

Lead Rank Lead Scoring Revenue Decision Maker 120

The ROI Guy

JULY 22, 2010

.&# Mark Arman, vice president of business development, ShoreTel - “Economic pressures and other corporate governance requirements mean that decision making is now most often shared with the CFO and other financial decision makers.

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

John Barrows

JUNE 20, 2018

In 2001, we all thought nobody’s going to be writing code in 10 years, in 2011, and it’s 2018, still people are writing code. It’s much more sensitive. With all of that said, my prediction is AI is not going to replace professional sellers making calls, but, humans are also horrible at predicting the future.

Cold Calling 86

Cold Calling Call-back Google Data 86

Hubspot Sales

MAY 22, 2018

She will be receiving an MBA from the University of Notre Dame in May 2001. Sales Call Scripts - Easy-to-follow sales call checklist that can help you build rapport and develop trust, understand the prospect’s pain points, identify key decision-makers, and secure a follow-up meeting. Get Your Sales Email Templates.

Top of Funnel 144

Top of Funnel How To Hiring Buyer Persona 144

The ROI Guy

AUGUST 4, 2010

Better competitive advantage was gained by helping the customer set the strategy and agenda, versus involvement later in decision process, such as responding to RFPs. Create an urgency to buy - Frugal buyers are looking for reasons to say “no&# to vs. “yes&#.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

AUGUST 5, 2010

In an analysis where the costs and benefits have been properly estimated, decision makers typically look for higher percentages for ROI as an indication of risk reduction. For example, if a project has an ROI% of 200%, the expected net benefits of the project are double those of the expected costs for implementing the project.

ROI 40

ROI Social Media Analysis Comparison 40