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? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

NOVEMBER 10, 2014

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do your sales professionals and channel partners communicate and quantify your value? #3 Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Your Sales Management Guru

JANUARY 3, 2012

offerings in 2011? capability in 2011? 5.1.1 Channel strategy (link to Sales Strategy player). Training Plan. 8.1.5 New Hire Training Plan. . Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

The ROI Guy

APRIL 14, 2015

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do your sales professionals and channel partners communicate and quantify your value? #3 Why Change Now? – Why Your Solutions?

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JANUARY 16, 2014

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do your sales professionals and channel partners engage with value? Risk averse – afraid of making a wrong decision, and instead choosing to remain with business as usual / status quo, c.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

APRIL 8, 2014

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do your sales professionals and channel partners engage with value? Risk averse – afraid of making a wrong decision, and instead choosing to remain with business as usual / status quo, c.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

JULY 9, 2013

the Prospect should not wait to address the issue because they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), Why You? So how well do your sales professionals and channel partners engage with value?

Forecasting 67

Forecasting ROI Decision Maker Proposal 67