The ROI Guy

JANUARY 25, 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.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

SEPTEMBER 3, 2010

As defined by Forrester, "Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the ROI of the selling system.”

Sales Enablement 40

Sales Enablement Face-to-face Buying Cycle ROI 40

The ROI Guy

JANUARY 5, 2011

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. 3) Differentiate Your Value - According to analyst Scott Santucci of Forrester, “We are in the middle of a major transformation in the B2B sales model. April 2009.

Sales Enablement 40

Sales Enablement Buyer Buying Cycle Lead Rank 40

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

The ROI Guy

DECEMBER 23, 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 Social Media Face-to-face Survey 40

The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness? So why are the sales enablement investments not paying off?

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

The ROI Guy

JANUARY 10, 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 Decision Maker Survey 40

Mereo

DECEMBER 21, 2023

This pattern is similar to what we saw in the 2008 / 2009 recession. These three functions are, by their very nature, dependent upon each other for success: Sales needs strong marketing cover, thought leadership and demand generation programs to support early-stage engagements and strong client relations.

Ideal Customer Profile 45

Ideal Customer Profile Lead Rank Demand Generation Agencies B2B 45

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

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

The ROI Guy

OCTOBER 22, 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. Tom then served Gartner as a Managing VP.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

DECEMBER 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. Tom then served Gartner as a Managing VP.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

FEBRUARY 4, 2009

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 Analysis Microsoft 40

The ROI Guy

FEBRUARY 4, 2009

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.

Microsoft 40

Microsoft ROI Licensing Social Media 40

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

The ROI Guy

OCTOBER 22, 2010

According to Andrew Gaffney in his article Marketers Shifting Focus To Sales Enablement To Accelerate Slow Pipelines , “Deals expected to close in the current quarter are often getting clogged and pushed out later in the year. So how is the sales enablement role evolving within b2b vendors? Productivity is a science.

Sales Cycle 40

Sales Cycle Sales Enablement Buying Cycle Enterprise 40

The ROI Guy

MARCH 17, 2010

This reverses the downward trend, where in 2009 spending dropped 8.3% IDC's Essential Guidance for Marketing Executives for 2010 outlines survey results of almost 50 technology marketers, and found these executives expect to grow marketing budgets into 2010. In the IDC survey, respondents indicated that they plan to spend 3.5% on average.

Sales Enablement 40

Sales Enablement Tools Marketing Advertising 40

The ROI Guy

NOVEMBER 8, 2006

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 Benefit Oracle 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. About the Author.

Territories 40

Territories Vendor Incentives Incentive 40

The ROI Guy

SEPTEMBER 4, 2007

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 Comparison Networking 40

The ROI Guy

SEPTEMBER 21, 2010

With so much to work on, its easy for marketers to forget a very important audience, sales professionals, and where marketing meets sales, sales enablement. The good news is that sales enablement programs have become more formalized, and investments in sales support have never been higher.

Marketing 40

Marketing Sales Enablement Face-to-face Survey 40

The ROI Guy

NOVEMBER 8, 2006

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.

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

Sales Hacker

DECEMBER 14, 2018

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. “ Our team is lucky enough to manage both the sales and marketing stack,” said Dyar. It happened in 2009. I’ve never felt so helpless in my life”.

Discount 66

Discount Software Software Vendor 66

The ROI Guy

DECEMBER 14, 2005

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 Outsourcing Services Lead Rank Social Media 40

The ROI Guy

APRIL 9, 2010

Migration tools and support by HP are touted to make the TCO savings acheivable with lower transition costs, providing significant ROI and payback. November 2009. For each customer, HP uses the Alinean TCO analysis tools to validate and present these projections to frugal buyers.

Tools 40

Tools Sales Tools Campaigns Oracle 40

The ROI Guy

MARCH 2, 2009

A recent newsletter from sales and marketing best practices analysts at SiriusDecisions ( www.siriusdecisions.com February 2009; Knowledge Inflection Points) highlights that today’s buyers are more savvy, and gather more information than ever from public sources before they engage sales professionals.

Customer 40

Customer ROI Decision Maker Case Study 40

The ROI Guy

NOVEMBER 14, 2011

According to the 962 respondents, SMB IT spending on hardware, software and services has increased from an average of $108K per organization in 2009, to a planned $143K in the second half of 2011. This presents unique challenges for IT solution providers seeking to capture more SMB opportunities in the New Year.

Case Study 69

Case Study Marketing Proposal Hiring 69

The ROI Guy

OCTOBER 11, 2010

This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels. For marketers, the news is good overall. navigation, placement of content, imagery, etc.)

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

The ROI Guy

NOVEMBER 29, 2010

Content marketers must develop content and dynamic sales tools to engage and empower economic buyers, including research, interactive and traditional white papers, webinars and dynamic sales tools to help quantify the value of proposed solutions, return on investment (ROI) calculators, and competitive total cost of ownership (TCO) comparisons.

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

Highspot

NOVEMBER 14, 2022

If the financial services industry learned anything from the last major recession in 2009, it’s that the firms that were able to pivot quickly and take a proactive approach to drive revenue were in the best position to ride out the storm. DOING MORE WITH LESS. WHAT’S NEXT?

Face-to-face 52

Face-to-face Pivotal Scale Lead Rank 52

The ROI Guy

JULY 22, 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 Lead Rank Social Media Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

I would encourage women starting in sales roles to “buddy up” with the customer success teams to really understand some great use cases from front-to-back (not just the headliner ROI numbers, but really understanding HOW the customer is using the product and what problems the product is solving). Christin Myers.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

SEPTEMBER 9, 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.

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

The ROI Guy

AUGUST 5, 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. Tom then served Gartner as a Managing VP.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

SEPTEMBER 10, 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 Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 16, 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. So how much is spent on sales enablement?

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40