The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. For example, the typical B2B prospect receives an average of 20.3

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

DECEMBER 9, 2010

Indeed, early cloud computing case studies reveal the potential for better cost savings, scalability, agility, performance and more. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Let the Good Times Roll?

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

JANUARY 20, 2011

To address this growing market opportunity, Alinean developed the EMC SMB Virtual Solutions Advisor, a TCO calculator at the heart of this new SMB virtualization marketing campaign. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

NOVEMBER 8, 2006

The bottom line message for vendors – if you want your sales proposal to be a priority, it needs to be justified in quantifiable terms. In response, most sales forces have instituted initiatives to help align with a more demanding and frugal customer base. The demand for business value selling is a fundamental and permanent shift.

Vendor 40

Vendor ROI Direct Mail Education 40

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

JANUARY 10, 2011

Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives. From these findings, to better align sales / marketing with buyer requirements, perhaps more budget should be allocated to business benefit and financial assessment content, tools and support.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Gartner CIO Study Highlights Need for Outcome-Base. Your Sales & Marketing Ready to Do Business with F. Let the Good Times Roll?

ROI 40

ROI Social Media Microsoft Media 40

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. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

NOVEMBER 8, 2006

Many organizations that produce, distribute, handle or sell goods are researching what RFID can do to improve operating efficiency, reduce business risk and drive additional revenue opportunities. Alinean studies show that on average, more than 90 percent of projects require a formal business case justification in order to gain approval.

ROI 40

ROI Retail Distribution Scale 40

The ROI Guy

SEPTEMBER 4, 2007

The Opportunity Data center servers are notoriously under-utilized. 4] In total, each 2 CPU server averages $9,000 per year in total direct ownership costs, a significant opportunity for potential savings. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Social Media Comparison Networking 40

Hubspot Sales

AUGUST 2, 2018

The Best Sales Movies of All Time. Pursuit of Happyness (2006). Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective.

Film 111

Film Epiphany Insurance Insurance 111

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. How can you become a VP of Sales? So how did I do it?

Hiring 69

Hiring How To Lead Rank Lead Scoring 69

The Ultimate Sales Executive Resource

NOVEMBER 23, 2009

Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics. Her book therefore stands out from most sales and sales management books.

Sales Management 40

Sales Management Lead Rank Enterprise Enterprise 40

InsightSquared

NOVEMBER 12, 2019

During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the globe. In nearly every introductory conversation, the discussion quickly turns to the path each person took that brought them to Sales Operations leadership. . The Evolution of Sales Operations.

Sales Operations 10

Sales Operations Report System Policies 10

Sales Hacker

JULY 21, 2020

This week on the Sales Hacker podcast, we speak with Brendan Kamm , Co-Founder and CEO at Thnks. If you missed episode 118, check it out here: PODCAST 118: Building a Crisis-Proof Sales Culture to Weather Any Storm with Ernest Owusu. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast.

Outsourcing Services 72

Outsourcing Services Scale Media Follow-up 72

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 10, 2010

CIOs of the largest firms indicate that opportunities in these areas remain." The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 28, 2010

Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions. of IT buyers, consuming an average of 3.2

ROI 49

ROI Social Media Vendor Buyer 49

The ROI Guy

AUGUST 4, 2010

Using value marketing tools, users can be presented with tools that help them to analyze their opportunities, and obtain more personalized and intelligent advice. Moreover, the executive assessments continually led to multiple projects / product sales at decidedly higher deal sizes. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

AUGUST 5, 2010

. • A dollar invested today could earn interest over time, so the investment needs to make up for the lost opportunity. As the investment could earn interest elsewhere at the organizations weighted average the cost of capital, this is often called opportunity cost. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 45

ROI Social Media Discount Analysis 45