The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. YoY decline from 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

No More Cold Calling

JANUARY 29, 2015

For ideas to fill that funnel and make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: How to Avoid the Trash Folder If you’re sending emails to prospects you don’t know, don’t be surprised when you get deleted. The problem is, we are not productive with the tools we already have.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 79

Data Hiring Guidelines Lead Rank 79

The ROI Guy

NOVEMBER 16, 2016

However, when buyers were surveyed, they provide completely different reasons as to why they decided to not move forward with your proposal. Sales reps are clear, in the majority of stalled / lost deals, it’s “all about the Benjamins”. According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor.

Closing 77

Closing ROI Survey Discount 77

The ROI Guy

JULY 11, 2017

According to the research, here's two important investments you can make today: 1) Interactive and Prescriptive Content Marketing – As buyers prefer to do on-line research on their own, investing more in digital content marketing is tops on Forrester’s advice list.

B2B 66

B2B ROI Buyer Competition 66

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

NOVEMBER 14, 2012

The bottom-line: Is your sales and marketing ready for this Teutonic shift in IT purchase decision-making? In particular, sales and marketing will need to communicate and quantify to business group leaders how proposed solutions will drive business process and productivity improvements and reduce current business costs and risks.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

JANUARY 6, 2012

Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% More control is in the hands of finance, requiring more economic justification on each proposal. growth forecasts. predictions.

Case Study 72

Case Study Marketing Comparison Forecasting 72

The ROI Guy

MAY 7, 2015

As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. If you have not, no wonder your proposal is not getting the budget allocation or priority it deserves. So why did these deals fail to evolve to “Yes”? Our advice?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. What does SiriusDecision’s research indicate as the top business issue for sales in 2015? We hear a lot about Sales being under more pressure in the coming year.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

Cincom Smart Selling

DECEMBER 10, 2015

This was especially true for complex or complicated products or products that were included in some contractual or market subset. Additionally, sales reps were still saddled with the burden of piecing together all of the product and performance information needs to respond to an RFI or to produce a professional-grade proposal.

Wireless 54

Wireless Engineering Proposal Call-back 54

Hubspot Sales

MARCH 23, 2018

Highlighting certain words or phrases is an effective communication tool that helps you convey your message better. Depending on the situation, people’s aversion to pain or their deep anticipation of pleasure can be leveraged as powerful selling tools. Design and propose a solution that squarely addresses their problems.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

The ROI Guy

JULY 5, 2011

The priority of cloud services could be changing the equation, with spending in this area predicted by Gartner to be growing four times faster than spending in overall IT, predicted to grow from $89 billion this year to $177 billion by 2015. Worldwide IT Spending Forecast (Billions of U.S. Enterprise Software 244 8.4 IT Services 793 3.1

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Sales and Marketing Management

OCTOBER 1, 2017

What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market. Market Oversaturation.

Sales Enablement 261

Sales Enablement Marketing Vendor Infusion 261

The ROI Guy

APRIL 28, 2010

According to a Corporate Executive Board research report: "The IT function of 2015 will bear little resemblance to its current state," with "fundamental changes in how the function is organized and managed." What about marketing? How will your marketing and sales be ready for this dramatic change in the IT landscape?

Report 40

Report Lead Rank Lead Scoring Proposal 40

The ROI Guy

MAY 19, 2015

Last week we had the pleasure of attending our 10 th SiriusDecisions Summit in Nashville, a gathering of over 2,300 sales and marketing professionals. These findings directly contradict the other analyst findings that b-to-b sales reps’ roles and importance are declining due to a disintermediation by B2B marketing and digital resources.

Marketing 73

Marketing B2B Proposal Call-back 73

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. Proposal sent — a proposal or price quote was configured, produced, and sent to the prospect for consideration. Negotiation — the process of coming to an agreement on the price for the offer.

Pipeline 111

Pipeline Lead Rank B2B Marketing Qualified Lead 111

The ROI Guy

JULY 8, 2014

For IT solution providers who may be using these forecasts and were expecting a turnaround in 2014 spending levels, another slower than expected year has significant implications for your organizations'' sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth?

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Gong.io

APRIL 15, 2022

No need to pull go to sales and marketing and customer success to retrieve relevant data. Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Hard stop. .

Revenue 62

Revenue Forecasting Churn Lead Rank 62

Mindtickle

APRIL 15, 2016

Based on the data you collect you can create your Ideal Customer Profile, which in turn will influence your go-to-market strategy, your messaging and sales plays. Fire and forget proposals. Proposal review meeting focusing on re-articulating value. Orchestration across marketing, sales, sales development and customer success.

Ideal Customer Profile 52

Ideal Customer Profile Account Based Marketing Proposal Groups 52

Mindtickle

APRIL 15, 2016

Based on the data you collect you can create your Ideal Customer Profile, which in turn will influence your go-to-market strategy, your messaging and sales plays. Fire and forget proposals. Proposal review meeting focusing on re-articulating value. Orchestration across marketing, sales, sales development and customer success.

Ideal Customer Profile 52

Ideal Customer Profile Account Based Marketing Proposal Groups 52

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MARCH 1, 2021

This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Thankfully, with the help of marketing automation software, we can automate a lot of our work. Modern sales tools can help you set up your follow-up sequence in advance. This is more than the 3.8

Data 121

Data Social Media Scale Follow-up 121

The ROI Guy

OCTOBER 24, 2014

This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer. Join the discussion at: Value Marketing and Selling LinkedIn Discussion Group https://www.linkedin.com/groups?home=&gid=6776884

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90