The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. April 2009).

Sales Enablement 40

Sales Enablement Lead Rank Face-to-face Vendor 40

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

Territories 40

Territories Vendor Incentives Incentive 40

The ROI Guy

NOVEMBER 14, 2011

IT solution providers are quickly reacting to the pessimistic forecasts with a sales and marketing strategy rethink – trying to appeal to today’s more stressed and frugal buyer. There is more pressure than ever to improving customer relationships and competitive advantage via social, marketing, sales and service technology.

Case Study 69

Case Study Marketing Proposal Hiring 69

Sales Hacker

DECEMBER 14, 2018

On the one hand, sometimes vendors will offer a price break to push their number over the line for the year. On the other hand, Chad Dyar , Director of Sales Enablement of OnDeck , recommends saving on new technology so you can splurge on upgrading your current tech stack. “ It happened in 2009.

Discount 65

Discount Software Software Vendor 65

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 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

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

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

Hubspot Sales

MARCH 4, 2019

But today, buyers put less trust in us than they ever have, market competition is fiercer than ever, and these traits no longer separate the best salespeople from merely good ones. These are the skills your sales team needs to survive. Later, I learned that the way I'd handled this objection demonstrated sales potential.

Hiring 98

Hiring Training Hubspot How To 98

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax.

ROI 40

ROI B2B Demand Generation Agencies Hiring 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&#. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F.

Microsoft 40

Microsoft ROI Licensing Social Media 40

The ROI Guy

APRIL 9, 2010

The market for enterprise servers is fierce, and with IT savings goals top of mind and the recent purchase of SUN by Oracle, many organizations are proactively developing strategies to modernization / consolidate legacy solutions. We examined and benchmarked major server vendors’ products and selected the HP Integrity Superdome and HP-UX.”

Tools 40

Tools Sales Tools Campaigns Oracle 40

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. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

SEPTEMBER 4, 2007

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. Content Marketing and the Forgotten Sales Professi. by 2010 [2].

ROI 40

ROI Social Media Comparison Networking 40

The ROI Guy

DECEMBER 14, 2005

Projects in this category include supply chain management, human capital management, ERP, sales force and marketing automation and other business process automation projects. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. An add-on management utility was being marketed by a major IT solution provider.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

The ROI Guy

JULY 22, 2010

The tool analyzes TCO, including upfront acquisition costs management and support, for ShoreTel, legacy TDM systems and various competing UC vendors. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. She is a globally recognized, award-winning revenue enablement executive. She has a passion for mentoring women and helping them find their love of sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Here are the top six benefits: 1.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

SEPTEMBER 10, 2010

The good news is that the second half of 2010, projections are in line with Gartner’s survey in the fourth quarter of 2009 when CIOs reported IT budgets would increase, on average, by only 1.3%, and spending outlooks are more positive than earlier surveys. for 2009, showing that a spending recovery is in place, but marginally.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 28, 2010

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? They do if they are Interactive! Do White Papers Still Rule?

ROI 49

ROI Social Media Vendor Buyer 49

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