The ROI Guy

AUGUST 24, 2016

Instead, you need interactive content can help, providing buyers with personalized content, assessments and analysis based on a quick discovery and self-directed journey. In fact, business knowledge and insights were a top reason why buyers chose the winning vendor. It’s not enough for vendors to be familiar with their own product.

ROI 40

ROI Buyer Vendor Report 40

Sales Hacker

JANUARY 30, 2018

In this article, you’ll learn how to write a sales proposal, along with a pre-meeting checklist to follow in order to maximize your chances of closing the deal. Simple Sales Proposal Evaluation Checklist. Often, when we spend weeks working on a proposal, we know our way around the document just as well as our own home.

Proposal 87

Proposal Real Estate Decision Maker ROI 87

Sales Hacker

JUNE 1, 2022

But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers. Buyers are more informed, and Zoom-fatigued, than ever before. Nowadays, buyers have more options and information is readily available.

Buyer 93

Buyer Collateral Case Study Follow-up 93

The ROI Guy

SEPTEMBER 21, 2016

Did you know … 67% of the buyer’s journey is done digitally, making your content more important than ever in facilitating buyer decision making (Gartner) 83% of buyers remain overwhelmed by the amount of content available, wanting quality personalized content over quantity. The major buyer question: Why Change?

Buyer 78

Buyer ROI Channels Competition 78

SBI

OCTOBER 27, 2020

In fact, 53% of 5,000 buyers surveyed by the Corporate Executive Board say it’s the sales experience ? When asked by Forrester, 74% of buyers say they want sellers to not present a canned pitch, but pivot presentations / meetings to discuss what the buyer wants to talk about. driving customer purchases and on-going loyalty.

ROI 108

ROI Pivotal Buyer Lead Rank 108

The ROI Guy

OCTOBER 11, 2016

In an interview with Randy Perry, VP of Business Value Consulting for IDC, we discussed several key changes in purchase decisions for hardware, software, Cloud and services, leveraging IDC’s research from over 400 enterprise buyers over the past two years. Although business value analysis is required, most buyers struggle with the numbers.

Buyer 74

Buyer Lead Rank Decision Maker Analysis 74

The ROI Guy

MAY 29, 2018

Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams. But buyers are wary of vendor provided content, and if you don’t do your ROI / TCO calculator right, you could be doing more harm than good.

ROI 45

ROI Comparison Vendor Licensing 45

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. Why has Financial Justification / ROI now become the most valued content?

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

SalesLoft

MARCH 19, 2024

The tools in your tech stack are only as good as the workflows that support them, so cohesive integrations between applications are critical for rep adoption and positive ROI. Learn more about how to choose the right content for different stages of the buyer journey. Take a Tour 1. Continuously iterate to optimize performance!

Scale 52

Scale Outbound Case Study Follow-up 52

The ROI Guy

MARCH 20, 2013

ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval. ValueStory – providing the value storytelling and “back of the napkin” diagnostic assessments and “cost of doing nothing” calculations to help the buyer uncover issues and prioritize action.

ROI 80

ROI Sales Process Analysis Comparison 80

No More Cold Calling

JUNE 20, 2013

You turn heads when you talk ROI. Your buyers have to justify every dollar they spend, which means you have to prove that your solution is worth their investment. In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. The ROI of ROI.

ROI 191

ROI Loyalty Referrals Cold Calling 191

Sales and Marketing Management

JANUARY 9, 2020

Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. Participants were randomly divided to receive one of four messaging conditions: Known business initiative + ROI:? The “known business initiative + ROI” condition?—?the

ROI 156

ROI Study Vendor Promotion 156

Sales 2.0

APRIL 27, 2014

Probably because I’m so keen on helping sales people I tend to be a pretty “open” buyer. Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. The concept is that buyers don’t know what’s good for them. And I didn’t even mention writing proposals.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

The ROI Guy

OCTOBER 18, 2012

Did you know that according to CEB, 53% of surveyed buyers indicated that customer loyalty goes to those firms not with superior brand perception, product and service delivery, or even the value-to-price ratio, but overwhelmingly to those firms that provide the Best Buying Experience? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

The Pipeline

JULY 2, 2019

This same cause/effect reaction presents itself in other human interactions, where sellers can leverage these triggers and the buyer behaviour they lead to. Time-limited offers or features, I bet you all have a ‘good through date’ on your proposals. Most sellers stop here, do an ROI calculation, then sit back.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

MarketJoy

AUGUST 18, 2022

Tracking each stage of the sales pipeline will guarantee more ROI for your organization and also help build long-term business relationships with the chance of repeat buyers. The five main stages of the sales pipeline include: Prospecting. Qualification. Closing the deal. Repeat business. A few conclusive words.

Outsourcing Services 98

Outsourcing Services Pipeline Sales Qualified Lead Hiring 98

The ROI Guy

SEPTEMBER 14, 2011

ROI / TCO Analysis Tools can be designed specifically for self-service use by prospects / customers from your web-site or marketing portal. These tools are used to help connect and engage, communicating and educating the potential buyer on the quantified value that their organization can gain from proposed solutions.

ROI 65

ROI Buyer Analysis Proposal 65

BuzzBoard

APRIL 12, 2024

Buyers are increasingly demanding that vendors diagnose problems for them and propose specifically responsive solutions. Develop buyer personas that outline the ideal client profile for your agency. Develop a highly customized proposal that outlines specific solutions tailored to their goals, not just a generic list of services.

Consultative Selling 59

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 59

Cincom Smart Selling

FEBRUARY 2, 2017

Accurate configurations, errorless pricing and automated quotation and proposal generation; who’s not going to want those things? Over twice as effective in minimizing the complexity of the quoting and proposal process by minimizing the people and functions involved. ROI is computed in various ways for different companies.

ROI 48

ROI Travel Airlines Software 48

The ROI Guy

NOVEMBER 27, 2019

His latest research on the need for business value illuminate the value gap like never before – the divide between sellers who pitch products and jump to demos, and buyers who want solution providers to focus instead on the buyer’s challenges and business outcomes from proposed solutions. Learn more here: [link].

Commence 52

Commence Buyer Proposal Research 52

Crunchbase

JUNE 22, 2021

Second, we find that when a buyer wants to implement transformation and invest in a proposed solution, they have a difficult time gaining consensus and navigating more stakeholders, including the CF ”No” and COVID review committee, leading to a more complex journey, with extra review, approval steps, and more financial scrutiny.

Forecasting 98

Forecasting Sales Forecasts Face-to-face Proposal 98

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

NOVEMBER 7, 2017

You need “intelligent understanding”: insights into a specific prospect’s challenges, what they need, and what value your proposed solutions can really deliver. So what can you do to improve your understanding, so that your engagements have real meaning, and aren’t viewed as a waste of buyer’s time or a one-size-fits-all sales pitch?

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

The Pipeline

AUGUST 18, 2014

From their buyers, to product, to the way the sell, people want to cling to being different. TS: But at that point, they just ask for the proposal, and away we go. TS: But once you present the proposal, it’s done, no back and forth, no negotiations, no price haggling. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Conference 303

Conference Proposal Call-back Negotiation 303

The ROI Guy

JUNE 13, 2012

With Frugalnomics, buyers are more overloaded, skeptical and frugal than ever before. As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value.

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

The Digital Sales Institute

MARCH 12, 2024

The modern buyer has to believe in what the salesperson is offering, and they have faith in their ability to deliver. Creating a sense of urgency can motivate buyers to take immediate action. The Sales Objection Close This type of sales close works best with those buyers who remain uncommitted or non-responsive.

Closing 52

Closing Objections Buyer Proposal 52

Gong.io

DECEMBER 31, 2020

TIP #1: Say THIS when your buyer tells you they “need to think about it.”. Download our CFO Letter Template , and leave your buyer with nothing to think about. Consider this: You—a stranger—are asking an unsuspecting, not-really-wanting-to-read-your-email potential buyer for their time and resources. . I think I will pass.

Data 96

Data Top of Funnel ROI Video 96

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. Cost vs. benefit or ROI analyses to justify potential expenditures. If there’s a fit proposals are presented to Key Players who decide whether or not to buy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Research 92

Research Buyer Buying Cycle Vendor 92

Allego

JANUARY 10, 2024

Not only does gen AI streamline tasks and increase productivity, but research from McKinsey & Company shows “players that invest in AI are seeing a revenue uplift of 3 to 15% and a sales ROI uplift of 10 to 20%.” Are sellers brainstorming persuasive proposal points? Gen AI can whip it up in seconds.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

Sales Hacker

MARCH 30, 2022

Oh, and stop saying ROI. Part of the reason is that it’s your (the vendor’s) ROI calculation – inherently biased in your favor. Even if you know the economic buyer, they do not make the decision in a vacuum. Let me repeat that, it is about the Buyers’ Experience, not the Buyers’ Journey. Nobody believes you.

Sales Methodology 94

Sales Methodology Sales Qualified Lead Negotiation ROI 94

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. As buyers have become more risk averse and frugal, Finance is now large and in charge of decision-making.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

The ROI Guy

SEPTEMBER 14, 2011

An ROI Tool is used to economically justify solutions to prospects, an important element of today’s sales and marketing campaigns because of a condition called Frugalnomics , where buyers are more empowered, skeptical and frugal than ever before, and as a result, require proof of the bottom-line impact on most investments.

ROI 40

ROI Analysis Tools Sales Tools 40

The ROI Guy

MAY 18, 2017

The top four reasons Gartner found for “No Decision” were: Lack of satisfaction with potential solutions or providers (35%), Project or solution costs exceeding the budget (34%), Business and/or technical risks deemed too high (31%), and Concerns over ROI (30%).

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

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

Pointclear

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list.

Top of Funnel 157

Top of Funnel Account Based Marketing B2B Epiphany 157

The ROI Guy

SEPTEMBER 14, 2011

Over 90% of today’s B2B solution buyers require a business case prior to approved purchases, and over 81% expect the solution provider to develop and deliver the business case for them. You can’t afford to not have your sales people proactively develop and deliver credible business cases for proposed solutions.

Analysis 66

Analysis ROI Proposal Tools 66

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. Assuring that renewals are secure by not relying on buyers to justify the renewal, but by proactively and continuously proving realized value. trillion in 2013, a 3.8 trillion.

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96