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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

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%

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Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

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?

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Your 2012 Sales Plan

Your Sales Management Guru

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?

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Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

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?

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Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

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.

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Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!

The ROI Guy

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.

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How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

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?