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

The ROI Guy

JANUARY 15, 2015

With little vested interest and with inadequate time to review competing proposals, the team tends to focus on price above much else. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. The rise of the B uying Committee has added to price pressure.

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

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. According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor. Clearly, from a buyers’ perspective, it’s not about price at all.

Closing 77

Closing ROI Survey Discount 77

Emissary

SEPTEMBER 13, 2022

For some buyers, these online groups may be the best way to learn what they value most in a solution or how they prioritize benefits, providing key insights for crafting a successful proposal. Find out what motivated buyers to move forward. Review your list of buyers and get introductions to anyone who hasn’t yet connected.

Sales Goal 52

Sales Goal Strategy Decision Maker Social Media 52

The ROI Guy

AUGUST 13, 2013

According to a new research report, IT buyers have dramatically changed. Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.” As a result, most are forced to deal with “business as usual”, and cautiously approach any new proposals.

Buyer 90

Buyer Lead Rank Strategy Marketing 90

The Digital Sales Institute

MAY 11, 2020

This change has altered the modern sales process alongside our understanding of a selling definition (which has put the power in the hands of the buyers). Access to data, information and channel alternatives has arrived in B2B and it’s changing the selling landscape. 75% of purchases now start with an online search by the buyer.

Sales Process 52

Sales Process Lead Rank Decision Maker Social Media 52

Hubspot Sales

NOVEMBER 1, 2017

“As companies demand higher success rates and competition intensifies, I believe we will see more sales training and empowerment for SDRs,” says Roy Weissman, VP of Sales at SendPulse and sales consultant. The goal will be better lead qualification and higher ROI. The stronger the front lines the higher the ROI and closing rates.”.

Top of Funnel 134

Top of Funnel Trends Funnel Decision Maker 134

The ROI Guy

NOVEMBER 10, 2014

4) Purchase decision-making is now driven by buyers who are as “Cold as ICE”: a. C autious – buyers are Risk averse, afraid of making a wrong decision, and instead choosing to remain with business as usual / status quo rather than considering projects they view as too risky. Why Change Now? . • Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Cincom Smart Selling

JUNE 30, 2020

This is great, but how does a customer determine what “Return on Investment” (ROI) they can actually achieve with a CPQ solution? Some examples here are that various proposal documents are created automatically, prices are set automatically per customer, and alternative products can be determined all with the “push of a button”.

Benefit 62

Benefit Proposal Discount Vendor 62

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. Economically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC).

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

SEPTEMBER 14, 2011

The key parts of an ROI / TCO Tool include: · Questionnaire – to collect information about the buyer’s profile and assets (used to align the research with the unique customer’s scenario), current capital and operating costs (the baseline for improvements), and opportunities for improvement (practices currently in place or missing) · Research metrics (..)

ROI 40

ROI Tools Analysis Sales Tools 40

The ROI Guy

APRIL 14, 2015

C autious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky. CFOs are also more involved through all stages of the purchase decision. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JUNE 29, 2015

There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing. The key at this stage is motivating buyer’s as to “Why Change?”. Why Now? –

Discount 83

Discount Lead Rank Proposal ROI 83

The ROI Guy

JULY 15, 2015

C autious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

LeadFuze

DECEMBER 31, 2021

It involves identifying the channels and tools you’re going to use, as well as what resources are needed for that journey. What Are the Main B2B Marketing Plan Channels? We are going to go over some marketing channels and strategies, then take a look at how you should create your b2b startup marketing strategy the right way.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Vengreso

JUNE 16, 2020

The seller drafts a proposal and sends it to the prospect, describing the benefits of the solution, the investment and the expected ROI. Now that the seller understands the decision process and the prospect has received the proposal, they enter into the negotiation and closing stage. that is attractive to their target buyers.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

The ROI Guy

JANUARY 28, 2011

Buyers have fundamentally changed, requiring quantification of benefits, superior ROI, faster payback and lower TCO from each proposed investment - a condition called Frugalnomics. Alinean, with research from IDC, has developed a quick and easy way to quantify the ROI from you value selling and marketing investments.

ROI 40

ROI Buying Cycle Proposal Analysis 40

The ROI Guy

JANUARY 16, 2014

3) Purchase decision making has significantly changed, now driven by buyers who are: a. Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. As a result, organizations have learned how to “Do More with Less”.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

No More Cold Calling

JUNE 29, 2023

Your most neglected sales channel is your existing client base. Truth Bomb: Salespeople All Look Alike to B2B Buyers How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. One IT provider from another?

Referrals 177

Referrals Channels Cold Calling Scale 177

Appbuddy

JANUARY 18, 2022

The ongoing quest for greater relevance, stronger engagement, and larger ROI means the channel innovates at a ferocious pace. The two have converged steadily as marketers seek the data capabilities of a CDP (leveraging powerful artificial intelligence ) to drive real-time, hyper-personalized cross-channel communication.

Trends 97

Trends Consumer Face-to-face Retail 97

The ROI Guy

APRIL 8, 2014

3) Purchase decision-making has significantly changed, now driven by buyers who are: a. Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. As a result, organizations have learned how to permanently “Do More with Less”.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

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.

ROI 40

ROI B2B Social Media Buying Cycle 40

Showpad

JULY 13, 2021

One of the core capabilities required for modern selling is communicating with buyers on their terms. And to measure its effectiveness, this communication needs to be based on compelling and verifiable methods of true buyer engagement. Getting your buyers into your Shared Space effortlessly to collaborate is key.

Lead Rank 52

Lead Rank SalesForce Buyer Face-to-face 52

The ROI Guy

JULY 9, 2013

Even as the economy improves, buyers remain more skeptical and frugal than ever, demanding quantifiable proof that each investment delivers a quick payback and significant bottom-line impact. In order to connect and engage with “Do Nothing” buyers, helping them through the decision making journey, you need to help them realize: Why Change? –

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

SEPTEMBER 22, 2015

Regardless of whether you are marketing / selling one of these five technologies or something different, there is a tangible impact to your from IT spending constraints: Buyers are now more than ever sticking with status quo versus considering new proposals. Can they defend you selection and price against competitors and discounts?

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

The ROI Guy

JANUARY 8, 2013

Even as the economy improves, buyers remain more skeptical and frugal than ever, demanding quantifiable proof that each investment delivers a quick payback and significant bottom-line impact. In order to connect and engage with “Do Nothing” buyers, through their decision making journey, you need to help them realize: Why Change? –

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Sales Hacker Training

FEBRUARY 13, 2020

Customer and channel partnerships. There is a tremendous amount of selling that happens behind closed doors, and your marketing has to reflect that buyer questions of “ Why Change? ” … “ Why Now? ” … “ Why You? ”. Uses the language of the different buyer personas. Sales strategy.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

The ROI Guy

OCTOBER 26, 2018

In this presentation, Forrester research and our collective experiences were shared, highlighting significant "last mile" issues selling to todays b2b buyer, and the reason for this important merger. There has to be a better way, so buyers are getting more value out of each seller engagement, and sellers can achieve their growth goals.

Pivotal 69

Pivotal Fashion Lead Rank Lead Scoring 69

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. As a result, buyers now suffer from Information Overload. For example, the typical B2B prospect receives an average of 20.3

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

FEBRUARY 23, 2015

Too often companies are lumping objection handling into one big bucket, but it is important to distinctly arm sales reps and channel partners to handle each of the four common objections no matter where / when they occur. This means that the buyer is interested, but they are not quite convinced. They want to buy, but want proof.

Objections 87

Objections Real Estate Face-to-face Buyer 87

The ROI Guy

SEPTEMBER 4, 2013

The study highlights how each decision maker has their own “point of value,” with unique challenges and a different perception of what value the proposed solution might provide. Later in the cycle, it is important to deliver more formal business cases quantifying the benefits, ROI and fast payback and lower TCO. According to L.E.K.’s

Discount 94

Discount Decision Maker Sales Cycle ROI 94

The Digital Sales Institute

MAY 11, 2023

Regardless, selling to mainly well informed modern buyers requires a range of selling skills. Understanding Customer Challenges Buyers want a personalized buying journey, so salespeople must have a deep understanding of the customer’s needs and pain points. Selling today can range from the uncomplicated to the deeply complex.

Selling Skills 52

Selling Skills Face-to-face Lead Rank Buyer 52

The ROI Guy

MARCH 30, 2011

. • At IDC , research indicates that B2B purchase decisions more than ever being driven by financial requirements, such as enabling business growth (30%), improving profitability (25%), and reducing costs(22%) versus other goals, leaving the economic-focused buyer clearly in control. Commodity sales professionals are being disinter-mediated.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

Crunchbase

FEBRUARY 22, 2021

The Rain Group states that eight out of 10 buyers prefer emails as a way of communication with sales representatives. Cold calling is more effective than other channels and it works — depending on your mastery level. Choose more than one channel for the outreach. Give some ROI numbers to back it up.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

The ROI Guy

AUGUST 19, 2014

Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? More Effective Value Messaging, Communication and Quantification So how do you develop effective value messaging and quantification that will be memorable and impactful on buyer purchase decisions AND are sales ready?

Benefit 81

Benefit Scale Telecommunications Lead Rank 81