The ROI Guy

APRIL 8, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. So how well do your sales professionals and channel partners engage with value? As a result, organizations have learned how to permanently “Do More with Less”.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

JULY 15, 2015

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. Each has a unique point of value, what matters most to them and what drives value.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

NOVEMBER 10, 2014

So how well do your sales professionals and channel partners communicate and quantify your value? #3 If value marketing and selling are not effectively implemented to account for Frugalnomics, the majority of your deals will continue to stall, sales cycles will get longer, and heavy discounting will prevail.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

So how well do your sales professionals and channel partners communicate and quantify your value? #3 If value marketing and selling are not effectively implemented to account for Frugalnomics, the majority of your deals will continue to stall, sales cycles will get longer, and heavy discounting will prevail.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 9, 2013

So how well do your sales professionals and channel partners engage with value? There is a way to overcome the value selling adoption challenge … to better institutionalize and effectively deploy your solution / value selling methodology to sales professionals and channel partners so it actually gets used in sales engagements.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

OnePageCRM

JUNE 15, 2017

Scale this across whatever channels your customers use – Linkedin, Facebook groups, Industry forums, Angellist. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat. We have a deal going on right now and _ is heavily discounted to $$$. What is your current _?

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Gong.io

APRIL 25, 2022

In the 2011 movie Moneyball , Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.”. The scout complained that Bean was “discounting what scouts had done for 150 years” in favor of a “kid who has an economics degree from Yale.”. “Adapt or die.”.

Sales Automation 62

Sales Automation Top of Funnel How To SalesForce 62

The ROI Guy

JULY 8, 2014

Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b. So how well do your sales professionals and channel partners engage with value and what are you doing to address this "value gap" challenge? #3 Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

The ROI Guy

OCTOBER 5, 2011

Buyers are in control, with almost 70% indicating they don’t think sales is adding enough value-add to their engagements (Forrester 2011). Today, over 90% of B2B buyers require proof of bottom-line impacts / ROI on any significant investment, with over 81% expecting vendors to provide financial justification to earn the business (IDC 2011).

Sales Enablement 45

Sales Enablement Report Tools ROI 45

OnePageCRM

MAY 25, 2017

Scale this across whatever channels your customers use – Linkedin, Facebook groups, Industry forums, Angellist. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat. We have a deal going on right now and _ is heavily discounted to $$$. What is your current _?

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20