SBI Growth

JULY 7, 2013

Two years have passed since the SEC published its Customer Purchase Decision Timeline study. In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. Armed with buyer research, world class marketers deliver the right message, to the right person, at the right time, via the right channel.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. In a recent study, it was determined that of 9,000 leads, only 1.28 The cake still consists of the tried and true standby media channels. Their comments will surprise and enlighten you. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. Rising dramatically for 2011 is the quantification of conversion and revenue as a result of social media efforts.

Social Media 60

Social Media ROI Media B2C 60

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? Second, that HBR study is actually often misquoted. That was almost 7 years ago!

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Pointclear

JANUARY 26, 2012

But what are the most effective outbound marketing channels for kicking off a business relationship? These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Media 233

Media Direct Mail Trade Show Prospecting 233

SBI Growth

SEPTEMBER 4, 2012

According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present. The first step is to develop relevant content; the second is to know what channel to deliver it through. I suggest you give the Expert Panel members the questions beforehand so that they come prepared.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

Connext Digital

JULY 20, 2023

What they published in 2011 quickly became the de-facto standard in academic finance. NSF Award to Study NLP Test Code … – Illinois Computer Science News Misailovic Co-PI on $1.2M NLP helps you monitor social media channels for mentions of your brand, and notify you about it. Misailovic Co-PI on $1.2M

Examples 52

Examples Lead Rank Social Media Data 52

Your Sales Management Guru

JANUARY 3, 2012

offerings in 2011? capability in 2011? 5.1.1 Channel strategy (link to Sales Strategy player). Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? Still true? • What assumptions did you make about your company.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Velocify

JANUARY 21, 2013

New study reveals that texting messaging at the right point in the sales process can drive significant conversion gains of up to 328%. In fact, a study just released by Leads360 found that only 2.1% Download your copy today. of sales prospects received a text message during the sales cycle. The research examined more than 3.5

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

HeavyHitter Sales

JULY 2, 2008

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Are you interested in the human nature of selling, sales psychology and neurolinguistics (the study of how the mind uses and interprets language)? Closing Techniques Using Sales Linguistics.

Penetration 60

Penetration Software Software Case Study 60

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

JANUARY 8, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

JANUARY 16, 2014

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 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

MARCH 1, 2016

Many organizations are relying more and more on channel partners and inside sales to drive growth. And if it was hard to get your direct sales reps to become more value-focused, imagine how hard it will be to enable channel and inside sales to evolve from product to value. And its not just your direct sales reps that have the issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

HeavyHitter Sales

NOVEMBER 24, 2008

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011.    For example, Toyota distributes thousands of unique messages and memorandums to its worldwide dealer distribution channel on a daily basis. Closing Techniques Using Sales Linguistics.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

The ROI Guy

NOVEMBER 10, 2014

So how well do your sales professionals and channel partners communicate and quantify your value? #3 Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Let us examine each of these IDC trends in detail and what they mean to 2011 strategies and budgets.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

JULY 9, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

APRIL 8, 2014

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 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

MAY 6, 2010

These key new hires include: Dan Sixsmith , VP, Interactive Marketing Channels – formerly with interactive marketing and communications agency iNDELIBLE Media, Dan is driving Alinean partnerships with interactive marketing firms and content development & syndication channels. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The ROI Guy

JULY 15, 2009

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. Gartner CIO Study Highlights Need for Outcome-Base. CIO Priorities for 2011 Indicate Continued Frugaln. Predictions for 2011: The End of B2B Sales & Marke.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

APRIL 14, 2015

So how well do your sales professionals and channel partners communicate and quantify your value? #3 Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2015. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 15, 2015

So how well do your sales professionals and channel partners communicate and quantify your value to a diverse set of decision makers? #3 Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2015. Percent in 2014 Gartner Forecasts 3.1%

Decision Maker 80

Decision Maker ROI Lead Rank Forecasting 80

The ROI Guy

OCTOBER 11, 2010

According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. 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.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

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

The ROI Guy

FEBRUARY 4, 2009

To be competitive in this tough economic environment, it is vital that that marketing arms sales professionals, consultants and channel partners with the automated tools in order to help buyers quantify TCO advantages. Gartner CIO Study Highlights Need for Outcome-Base. CIO Priorities for 2011 Indicate Continued Frugaln.

ROI 40

ROI Social Media Analysis Microsoft 40

SalesLoft

APRIL 11, 2019

There’s a lot of meat in this study about how businesses are (and are not) making lead response a priority. A study published wayyyyy back in the March 2011 issue of Harvard Business Review (HBR) found the median online lead response time was between 1 and 2 hours. We also looked at multi-channel engagement.

Inbound 60

Inbound Revenue Leads Marketing Qualified Lead 60

The ROI Guy

DECEMBER 14, 2005

. • Level 4: Business Transformation – these revolutionary investments seek to utilize business information and implement new processes to empower business capability and agility – enabling M&A programs, launching new businesses, empowering different go-to-market programs, launching new channels, or launching competitive programs.

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40

SBI Growth

SEPTEMBER 22, 2012

According a 2011 Sales Executive Council study, 57% of a consumer’s buying process happens without a rep being present. Here’s the best practice: Inventory your content by mode or channel of delivery. Changes in buyer behavior necessitate marketers ask themselves anew: How well do I know my customer? Inventory your Content.

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

Bigtincan

DECEMBER 8, 2021

Companies like AT&T, Thermo Fisher, Merck, ANZ Bank, Nike, Guess, Prudential, and Starwood Hotels have been Bigtincan’s clients since its inception in 2011. The search in Bigtincan is restricted to a three-tier system that includes tabs, channels, and stories. Tabs contain one or more channels.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Tony Hughes

FEBRUARY 24, 2018

What are the trends, risks, disruptive forces, innovations or case studies that potential customers need to know? I studied his advice and then adapted my own within strategies within LinkedIn, and as they changed their algorithm I adapted to continue to drive followers as a publisher. How are their customers or markets changing?

Ideal Customer Profile 68

Ideal Customer Profile LinkedIn Hiring Outsourcing Services 68

Partners in Excellence

MARCH 1, 2012

I just read the IBM 2011 Global CMO Marketing Study. The CMO’s stated their four biggest challenges are: Explosion of Data, Social Media, Proliferation of Channels and Devices, and Shifting Consumer Demographics. It’s a fascinating report, based on in-depth interviews with more than 1700 CMO’s worldwide.

Marketing 95

Marketing Face-to-face Maximizer Demographics 95

The ROI Guy

JULY 8, 2014

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 Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

John Barrows

JUNE 20, 2018

Phone as a channel isn’t going anywhere. The validity of the phrase “cold calling is dead” may be debatable in terms of making 100 dials with no information per day versus calling 20-40 targetted accounts and having a first touch by email or social, but phone as a channel is not dead. Phone has become a novel channel.

Cold Calling 86

Cold Calling Call-back Google Data 86

The ROI Guy

OCTOBER 5, 2011

Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings.

Sales Enablement 45

Sales Enablement Report Tools ROI 45