The ROI Guy

NOVEMBER 4, 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.

ROI 45

ROI Buyer Buying Cycle Social Media 45

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. Long gone are the days where buyers relied on salespeople to be their sole education channel.

B2B 64

B2B B2C Lead Rank Lead Scoring 64

SBI

MARCH 4, 2015

Budgets are suddenly open to re-tooling and even organizational responsibilities are reshaped, all in support of the new product’s promise for revenue, market share and higher margins. Many Sales Enablement tools are rich with features so there may be expansion capability from within your current contract you can take advantage of.

Sales Enablement 50

Sales Enablement InsideView Engineering How To 50

Pipeliner

AUGUST 30, 2019

Within the Miller Heiman Group network, value-based pricing was my differentiating characteristic. If the seller doesn’t think it’s worth the original price, should the buyer? Leadership holds majority responsibility in providing tools to prevent it, setting their teams up for failure. You’ve Sold Too Narrowly.

Discount 73

Discount Negotiation Sales Methodology Scale 73

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

NOVEMBER 18, 2010

Today’s buyers face several unique challenges that make content marketing ever more important to the successful vendor. Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. But how can you get started on the journey to a successful content marketing program?

Marketing 40

Marketing Buying Cycle Case Study Comparison 40

Partners in Excellence

MAY 22, 2012

We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource manager. If you have a CRM system, most modern CRM systems have some sort of collaboration tool — it’s really a communication tool.

Fashion 89

Fashion Face-to-face Buying Cycle Call-back 89

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Chorus.ai

OCTOBER 22, 2020

I think about the people that are in my network that have gone on to have great careers and a lot of started there. Meeting the Buyer Where the Are Shaunt shared “It’s a little surprising to see the numbers, but it’s not surprising to see the trend. We at Datadog think of ourselves as very customer-led even more so than product-led.

Outbound 62

Outbound Call-back Inbound Oracle 62

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Media 40

Media Marketing Advertising Advertising 40

The ROI Guy

OCTOBER 22, 2010

Internet fueled buying cycles - research by IDC and Sirius Decisions both indicate that sales professionals are being engaged later and later in the buying cycle, if at all. With more information available, and growing skepticism in vendors, buyers have taken control of the purchasing cycle.

Software 40

Software Software CRM Marketing 40

Zoominfo

JUNE 15, 2022

Profiling customers allows you to better understand the problems your would-be buyers are attempting to solve, which helps revenue professionals do their jobs more effectively at every stage of the customer buying cycle. Buyer personas are “fictional” examples of your prospective customers.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

Hubspot Sales

DECEMBER 16, 2020

Zach shared a few of his favorite tools for remote training: Slack. Use tools like MIRO to create virtual decision trees that allow everyone to contribute and provide a framework for new conversation flows and objections.". Always follow up to check that reps are applying new strategies; Gong is a helpful tool for this.".

Real Estate 139

Real Estate Face-to-face Forecasting Hubspot 139

Pipeliner

SEPTEMBER 29, 2020

Redesign the “old school face-to-face selling” techniques and learn virtual selling practices to suit buyers’ specific needs who prefer connecting through digital channels. Remote selling is the art of selling synchronously from a remote location, leveraging technology like the internet, phone, or other tools. No, not at all!

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Tenbound

JANUARY 3, 2024

External Forces : This includes: customer factor/bargaining power of buyers, competitor factors (threat of new entrants, industry rivalry, threat of substitutes), and bargaining power of supplies. 2- “design and deliver high-impact sales training programs” 3- “Manage a network of external training partners.” 2- Trust (Why you?)

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Sales Hacker

JULY 31, 2018

And so my definition is: Getting sales teams into the right conversations the right way, with the right tools. I believe that enablement is here to understand the needs of the business, and translate those into tools, templates, programs, processes. Where do you see yourself going and do you have the network to get there?

Revenue 45

Revenue Ideal Customer Profile Sales Enablement Lead Rank 45

Nudge.ai

SEPTEMBER 14, 2017

And we’ve been losing the softer side of sales – the “relationship” with our buyers, deeply understanding their needs, and providing customer value. This is even with all the email automation tools out there! Others said that we have introduced too many tools and too many steps that reps don’t have time to nurture relationships.

Hiring 31

Hiring Survey Call-back Churn 31

Partners in Excellence

JUNE 12, 2015

New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment. The tools enable us to have consistent conversations that build on each other as the customer engages us in different channels. Manufacturers are starting to embrace the concept.

Channels 48

Channels B2C Margin Face-to-face 48

Mindtickle

OCTOBER 16, 2020

I recently hosted a webinar with two Sales Enablement experts, Mary Shea, Principal Analyst at Forrester Research, and Hang Black, VP of Global Sales Enablement at Juniper Networks, to discuss how CROs at the most competitive organizations are ‘democratizing B2B sales’ and building digital-first, customer-ready teams in the remote and ready era. .

Networking 105

Networking Conversion Scale Face-to-face 105

PandaDoc

SEPTEMBER 2, 2020

brings you written content, video, slideshares and infographics, e-publications and even free tools. Connect2Sell is an award-winning blog that regularly shares tips and techniques to connect with buyers and make the sale. Smart Selling Tools. Smart Selling Tools is a site for people obsessed with growing revenue.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Mindtickle

OCTOBER 16, 2020

I recently hosted a webinar with two Sales Enablement experts, Mary Shea, Principal Analyst at Forrester Research, and Hang Black, VP of Global Sales Enablement at Juniper Networks, to discuss how CROs at the most competitive organizations are ‘democratizing B2B sales’ and building digital-first, customer-ready teams in the remote and ready era. .

Networking 52

Networking Conversion Scale Face-to-face 52