The ROI Guy

MARCH 23, 2011

With the economic recovery in 2010, top advertising firms and interactive agencies were finally able to report the return of healthy growth, according to BtoB Magazine's 2011 Top Agency Report. At Alinean, we were very pleased to be recognized by BtoB Magazine as one of the Top Agencies for 2011.

Sage 58

Sage Microsoft Advertising Advertising 58

The Sales Hunter

JANUARY 31, 2012

Purchasing Departments and Buyers. Sure, there are those who will say they have tracking software in place to tell who visits. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. FREE Resources.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The ROI Guy

FEBRUARY 14, 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. Alinean recognized by BtoB Magazine’s as one of To.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

NOVEMBER 17, 2011

For 2011 Q3, we are delighted to announce the addition of six important new customers , two major partnership s, and several significant awards during the third quarter of 2011. Demand for Interactive White Papers, Diagnostic Assessments, ROI Calculators and TCO Comparison Tools Drives Growth.

Eloqua 51

Eloqua Lead Rank Lead Scoring Marketo 51

The ROI Guy

AUGUST 3, 2011

Alinean today announced the addition of three new customers and four new strategic partners during the second quarter of 2011. Alinean has been selected to develop and power value-based marketing and sales tool campaigns for customers including Quest Software, Polycom and Finlistics.

Demand Generation Agencies 51

Demand Generation Agencies Marketo Demand Generation Demand Generation Targets 51

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. The key is that buyers don’t care which side is communicating with them, they care about what’s in it for them as they work toward solving business problems.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Gong.io

APRIL 23, 2019

You go beyond value communication and step into value creation when you: Help buyers think through unfamiliar problems in a new way. Offer buyers a unique point of view about key threats and opportunities. Lead buyers through a decision-making process they’re never done before. Your buyers cannot do these things without you.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions.

Lead Rank 120

Lead Rank B2B Education Research 120

Selling Essentials RapidLearning Center

SEPTEMBER 19, 2023

It does mean knowing exactly what your opening statement should be and how you will connect what the buyer cares about with what you sell. You’re not calling because you sell software that monitors fleets of trucks. Not that someone is selling software. That doesn’t mean reading from a canned script. Why are you calling?

Cold Calling 52

Cold Calling How To Transportation Journal 52

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. Reaching Buyers When You Need To: Some buyers will not reply to an email but they will answer their phone. I say, what’s wrong with using the telephone?

Skype 243

Skype InsideSales Call-back Google 243

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. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Social Media Face-to-face Survey 40

The Sales Hunter

JANUARY 12, 2012

Purchasing Departments and Buyers. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. Negotiation.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JANUARY 23, 2012

Purchasing Departments and Buyers. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

SBI Growth

JULY 13, 2013

You will see the skills you need in a rapidly changing buyer environment. From 2003-2011, Dave was on a rocket ship. Paul went on to lead worldwide sales at a global software company. Buyers have shifted. He explained to Dave that in the last 2 years, the informed buyer has changed the game. The Situation.

Promotion 310

Promotion Fashion Trends B2B 310

Zoominfo

APRIL 24, 2019

Rolled out in 2011, Panda “rewards high-quality websites and diminish[es] the presence of low-quality websites in Google’s organic search results” ( source ). But, rather than hiring humans to write these pieces, article spinning is typically done by software.

Lead Rank 189

Lead Rank Lead Scoring Engineering Google 189

SBI Growth

AUGUST 18, 2013

You Need Access to Your Buyer. Yesterday’s prospecting techniques are less effective on today’s buyer. In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present. The orange section below shows the self-directed portion of the buyer’s journey. The economy has improved.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Vendor Neutral

JUNE 15, 2021

Join our free webinar to learn what sales approach actually engages buyers and makes them willing to have valuable conversations. He has held a variety of leadership roles and has leveraged sales enablement and customer experience disciplines to help grow several startup companies that became successful public software companies.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

Sales and Marketing Management

APRIL 27, 2017

Aaron Ross wrote Predictable Revenue in 2011, introducing the world of sales to mass email outreach. Salespeople should take note of this shift in people’s preferences and consider other strategies for reaching buyers that don’t rely solely on email. Buyers are busy and need reminders, but they don’t want to feel hounded.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

The Sales Hunter

DECEMBER 15, 2011

Purchasing Departments and Buyers. Dec 15, 2011. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. ” Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011.

Social Media 152

Social Media Media Motivation Hiring 152

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Buyers have unprecedented tech choices, making the martech landscape more competitive than ever. Today, that chart contains nearly 10,000 logos.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” Mindtickle Mindtikle, a revenue enablement solution was founded in the year 2011.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

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. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

SalesLoft

JANUARY 15, 2020

When he started this tradition in 2011, he cataloged just 150 products. Smart organizations making this move are also providing SDRs with software that takes the guesswork out of prospecting. And by leveraging insights from the right sales software, marketing can better understand what works with buyers.

B2B 59

B2B Scale Fashion Software 59

Allego

AUGUST 18, 2022

Today’s modern and forward-thinking sales enablement platforms take a holistic approach to ensure sellers receive the skills, knowledge, and content to engage buyers and win deals. The global average of learning tools and platforms used today in a company is 23—double the number that companies were using in 2011.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Allego

DECEMBER 17, 2020

But now, according to a survey from Bain & Company of more than 300 B2B buyers and sellers, 80% believe there will be a sustained increase in virtual interactions, even after the pandemic. Enterprise training and enablement teams don’t have the time, staff, budget, or resources to manage this growing number of software solutions.

Hiring 93

Hiring Sales Enablement Coaching Video 93

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

The ROI Guy

JULY 5, 2011

The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. in 2011, this despite headwinds from the Japan disaster, Greece debt crisis, high oil / gas prices, and doubts over US spending / debt. growth) and now again in 2011. Enterprise Software 244 8.4

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

SBI Growth

JANUARY 1, 2013

More recently, he pegged the failure rate of marketing automation software at 50%. In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. The early adopters will have their calendars filled by appointments with motivated buyers. At least I do. I think you should.

B2B 308

B2B Hiring Quota Social Selling 308

Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? For example, if a SaaS company knows about Chili Piper and the value of our buyer enablement solution , they’re going to wait (a reasonable amount of time) for us to call them because they know they can’t get the same solution anywhere else.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

The ROI Guy

NOVEMBER 4, 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. In this blog post, I present a few of the key research metrics and advice.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Pointclear

OCTOBER 23, 2012

As 2011 meandered to an uneventful close, with no sign of a significant upturn in global economic conditions, we reflected on a year of flat-line results, during which 54% of frontline sales professionals missed quota. equipment, software, financial products, motor vehicles, clothes, food, etc.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

SBI

JUNE 25, 2019

The investment will fuel Showpad’s continued global expansion and new product development as Showpad accelerates delivery on its mission to empower sales and marketing to sell the way modern buyers want to buy. The growth we’ve experienced in the past year is proof that sales enablement solutions are now a must-have for B2B businesses.

SAP 74

SAP Sales Enablement Banking Penetration 74

Hubspot Sales

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. As the exclusive provider of inbound software, we were able to scale the company quickly from several hundred to several thousand customers. But by that time, we had a sizable lead in the market.

Loyalty 105

Loyalty Inbound Skype Consumer 105

No More Cold Calling

JUNE 13, 2013

How about ERP or Project Management Software? I suggest proving you have impact and then leaving it to the buyer to establish a goal for your solution. The problem is most prospects don’t believe you can deliver what you say you can deliver. Look at CRM or SFA systems over the years.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

DECEMBER 27, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

HeavyHitter Sales

FEBRUARY 23, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 110

Penetration Software Software Sales 110