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

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 88

Proposal Real Estate Decision Maker ROI 88

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

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. The key to success? Take a Tour 1.

Scale 52

Scale Outbound Case Study Follow-up 52

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

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

PandaDoc

MAY 15, 2024

The right lead nurturing software, platforms, and tools can make the job easier and more effective. ROI of a successful lead nurturing program The ROI of a successful lead nurturing program will depend greatly on your business model, the resources you put into it, how extensive your program is, and more. What is lead nurturing?

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

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

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

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

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

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

MarketJoy

AUGUST 18, 2022

These include: Building an impactful blog: A blog can be a powerful tool to increase your outreach, capture your target audience’s interest and acquire qualified leads. 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.

Outsourcing Services 98

Outsourcing Services Pipeline Sales Qualified Lead Hiring 98

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

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 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 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. Self-service tools are simplified to provide prospects / customers with a credible analysis, but one which can be produced with just a few minutes of interaction.

ROI 65

ROI Buyer Analysis Proposal 65

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

The ROI Guy

JANUARY 17, 2011

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 Lead Rank Lead Scoring Tools 45

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

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 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

Emissary

MARCH 2, 2023

To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them. With every engagement, sellers get the best possible information-based tools and curated intelligence they need to get inside the minds, priorities, and organizational structure of buyers.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

SBI

SEPTEMBER 28, 2021

These center around delivering a better, differentiated remote selling experience for the buyer. Remote buyers have more distractions, so sellers have to work smarter to capture and keep their attention. Doing so allows them to create a personalized journey for each unique buyer and role.

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79

Highspot

SEPTEMBER 6, 2023

Forrester emphasizes that successful B2B growth hinges on three core principles : a deep understanding of business buyers and their needs, aligning marketing, product, and sales around buyer value, and using technology-driven innovations to amplify this value. Showcase cost savings or potential ROI.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

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

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

The ROI Guy

JANUARY 29, 2014

The importance of financial justification / ROI proof for proposed solutions has increased further, this according to research by IDC. Although financial justification / ROI is required, most buyers struggle with the numbers. The good news is that buyers seek help from solution providers to produce the business case.

Decision Maker 70

Decision Maker ROI Lead Rank Model Metrics 70

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

Crunchbase

MARCH 16, 2020

It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. Since sales enablement providers tend to be more forward-thinking than the companies which adopt the tools, it can be easy for buyers to feel overwhelmed by the breadth of solutions in the market.

Sales Enablement 89

Sales Enablement Webinar Metrics Strategy Collateral 89

Hubspot Sales

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. How do you envision measuring success or ROI if we were to work together?” Can you tell me more about your role and responsibilities within your organization?” “How

Negotiation 104

Negotiation Telecommunications How To Software 104

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

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

JUNE 27, 2018

As buyers have evolved to be more in-control, cautious and economic-focused, as Cold as ICE, the 4Ps of Marketing have evolved too. Product is less important than buyer challenges. Price has been replaced with value and ROI. To get to the top of the pile it is imperative to boost the priority in the buyer’s mind.

Marketing 58

Marketing ROI Ideal Customer Profile Proposal 58

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

The ROI Guy

SEPTEMBER 25, 2017

However, this won’t deliver the desired outcomes with today’s more conservative and risk averse buyer. Pitching more features is often interpreted as adding complexity versus delivering value, and is not always better at motivating buyers to procure more, faster. Product pitches reign while financial acumen and value selling lag.

Lead Rank 65

Lead Rank Lead Scoring ROI Face-to-face 65