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. Good argument that B2B marketing needs ROI.

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. We call this the “Internet fueled buying cycle.&#

ROI 45

ROI Buyer Buying Cycle Social Media 45

Hubspot Sales

MAY 15, 2018

If you’ve run a slide full of ROI data by them, consider tackling a topic that’s easier to understand next. Or, tell a story with those ROI numbers. Pick one successful client and use their ROI numbers to prove your value. Are you using descriptive language over a conference call? Are you using visuals in a presentation?

Data 101

Data Benefit ROI Scale 101

Janek Performance Group

NOVEMBER 30, 2022

Our white paper , The Ultimate Guide to Developing a High-Performance Sales Organization , lists eight steps of the customer’s journey. Content a buyer would likely consume during their research: White papers. Here, sharing case studies with specific ROI can be extremely effective. Avoid anything salesy or pushy.

Customer 62

Customer Case Study Loyalty Buyer 62

Cincom Smart Selling

OCTOBER 14, 2020

For years, marketing had to manually collect information about companies, contacts and product preferences from service reports, call logs and assorted survey questionnaires. Results were often short of expectations, and the expense of maintaining large outbound call centers tasked with collecting this data was enormous. Order History.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Sales Hacker

SEPTEMBER 25, 2020

You may not see the connection between BBQ and ROI (not yet, at least). Cold calling may be a better strategy. Consider attaching a relevant article or white paper, but it has to be more than ‘circling back on my last message’. Your campaigns should be designed around the life and habits of your buyer.

Campaigns 69

Campaigns Webinar Metrics Follow-up Consumer 69

Janek Performance Group

JULY 15, 2022

It’s called “need” and without a legitimate need, one which the prospect believes you can solve (trust), selling can feel like swimming against the current at Niagara Falls. For example, a website visitor who downloads a gated white paper or or another piece of collateral may just do preliminary research.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

The Pipeline

JANUARY 27, 2012

A few weeks back I gave you permission to go ahead and sell on price , so long as specific conditions were met and adhered to. You cover everything and gain agreement on key elements, leaving the price for last, you present the numbers, with confidence, and the buyer pushes back, now what? Cold calling. " A Christmas Song.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

SugarCRM

SEPTEMBER 30, 2021

Call To Action. Use Call to Action to recommend next steps, related content, or related offers. Someone filling out a form to download your latest eBook or white paper is undoubtedly considered a quality lead. It allows you to drive back lost website visitors. Lead magnets are a powerful conversion tool.

Webinar Metrics 49

Webinar Metrics Lead Rank Lead Scoring Sales Qualified Lead 49

LeadFuze

DECEMBER 31, 2021

I learned that when you give a little extra to your customers, theyre more likely to come back. There are many ways to get creative when following up with prospects, including providing relevant articles or white papers. We cant just move forward without looking back. Automating a broken process wont get you ROI.

Campaigns 52

Campaigns Webinar Metrics Face-to-face Follow-up 52

The ROI Guy

JUNE 22, 2010

In a recent article on the 10th anniversary of B2B magazine, marketing leaders were asked to look back on the past 10 years and reflect on the biggest changes in B2B marketing. One of the best ways we have found to connect with customers one-on-one is through interactive white papers. This got me thinking.

Case Study 40

Case Study Marketing Buying Cycle Ideal Customer Profile 40

SalesLoft

APRIL 22, 2016

As sales go-getters, ready to make it happen, these women in sales are not going to let anyone hold them back. If you call someone who makes quota a “baller,” and I have a client who does, then that’s the title you get if you make quota: a “baller.” They make a bold statement, but then end up digging themselves back into a hole.

Hiring 52

Hiring Negotiation Call-back Lead Rank 52

SalesLoft

NOVEMBER 17, 2016

Besides, your reps shouldn’t have to waste time logging every call or conversation they have in your CRM. Leveraging a sales platform that doesn’t force sales reps to bounce back and forth between systems to send emails, make calls or run reports is key to driving adoption.

Sales Forecasts 52

Sales Forecasts Forecasting Hiring eBook 52

SalesLoft

MAY 24, 2016

Where’s the ROI? Give marketing the ability to allocate right resources for building a sales touch point model in the messaging, while also allowing those activities to track back into Salesforce. In this section, we share the ins and outs of efficiently using Salesloft to call and email prospects.

Lead Rank 52

Lead Rank Decision Maker Buyer Persona Scale 52

SalesLoft

MAY 10, 2016

Bottom of the funnel content is going to be around ROI, conversion numbers, what the potential net benefit achievable with a solution like yours. Going back to the Sales Ops example: that persona is less likely to be answering the phone or living on email, but it’s your responsibility to find a way to connect with them.

Top of Funnel 52

Top of Funnel Scale Customer Decision Maker 52

Sales Hacker

DECEMBER 7, 2018

The more complex the solution, the more your experienced people need to be handling these calls. A popular approach is to have an SDR handle the initial follow-up call or email, pre-qualify the prospect, information gather, and set a time for an introductory demo with the proper Account Executive. Segmenting Your B2B Sales Team.

Inbound 75

Inbound Sales Qualified Lead Lead Rank B2B 75

LeadFuze

DECEMBER 31, 2021

Companies produce white papers, original research and blogs on their own websites or elsewhere in order to show off the skills of employees. Some have a higher ROI, but they require more resources to be successful in the market. Obviously, take all the high-ROI activities first until it’s no longer cost effective.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales Hacker

JULY 15, 2021

This is a step-by-step guide on how to check the ROI of your ABM strategy paying particular attention to cost. So have this at the back of your mind as you go think about implementing the tactics below. Scheduling a call. The faster leads can smoothly move through your pipeline, the higher your ROI. Define your goals.

Account Based Marketing 107

Account Based Marketing Top of Funnel ROI Cost Per Click 107

OnePageCRM

JUNE 20, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Jump ahead to: Part 1 – Before the call – Catch up here. Part 2 – Making the call – Catch up here. Part 3 – After the call. After the call. Right after the call, check the notes you took and make sure they’re accurate.

Top of Funnel 41

Top of Funnel Inbound Sales Qualified Lead Cold Calling 41

The ROI Guy

SEPTEMBER 3, 2010

A Prospect driven Buying Cycle Changes Everything Back in the day, in the 1970s and 80s, companies like Xerox and IBM established the best practices on how B2B, and especially technology, was successfully marketed. But the successful ways to sell in the past are long gone. In the new world where buyers are in control, content is king.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The ROI Guy

MARCH 30, 2011

And yet, so many B2B marketers launch into presenting the cool features and functions of their product, without taking the time to understand if the person on the other end of the conversation/call/letter believes they even have a problem that the product hopes to solve. •

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

The ROI Guy

JUNE 16, 2010

Back in the day, in the 1970s and 80s, companies like Xerox and IBM established the best practices on how B2B, and especially technology, was successfully marketed and sold. But according to Jefre Ogden, President of Find New Customers, the way your Dad sold back in the day is over. Valuable research and interactive tools are required.

B2B 40

B2B Decision Maker Marketing Cold Calling 40

OnePageCRM

JUNE 20, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Skip to: Part 1 – Before the call – Catch up here. Part 2 – Making the call – Catch up here. Part 3 – After the call – You are here. After the call. Organise the conference call with Greg for Thursday. per day).

Top of Funnel 25

Top of Funnel Inbound Sales Qualified Lead Cold Calling 25

Sales Hacker

JUNE 16, 2021

You could call sales enablement the formal structure of law that enforces the use of best practices through continuous engagement with reps. Conversational intelligence tools use data collected from transcribed calls to identify what phrases or words work best with potential buyers. Costs and ROI. Content management tools.

Sales Enablement 101

Sales Enablement Top of Funnel Tools Scale 101

OnePageCRM

MAY 25, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Jump ahead to: Before the call – How to prepare. Making the call. After the call. What are cold calls? Cold calling means you’re calling somebody you know very little about. Does cold calling still work?

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Smooth Sale

MARCH 10, 2022

It would be best to publish well-researched content, including case studies, white papers, long articles, and eBooks. ROI calculator / interactive tools. Apart from that, include a simple ROI calculator or interactive tools wherein customers can check their return after using your product. Put an FAQ section on your site.

Top of Funnel 78

Top of Funnel Social Media Segment Hiring 78

Partners in Excellence

APRIL 4, 2014

Not long ago, I read a white paper from a client, they were asking my opinion. ” Which got me to thinking……… What would a sales call look like in 140? We may attach a link that does a deep dive into an issue, but we know no one clicks on it and actually reads it. It was brilliant! pleasebuymyproduct.

Conversion 94

Conversion SalesManager Customer Face-to-face 94

Costello

DECEMBER 20, 2018

It lets employees chat, video call, share files, and seamlessly work with lots of other software (including HubSpot). Snapapp’s interactive pdf functionality — by collecting more information from the people as they read the pdf — is a no-brainer way to get a better ROI off of that work. Jenny Traster, LyntonWeb.

Hubspot 102

Hubspot Paid Content CRM Top of Funnel 102

The ROI Guy

OCTOBER 22, 2013

They’re also great about producing thought leadership at the product level – things like white papers. I’m sure a lot of people on the call have invested in documenting personas or roles. If you think back to the CEB comment about insight and that it needs to drive a commercial outcome, it’s true.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

LeadBoxer

JUNE 12, 2019

It saves your sales team the frustration of cold calling or cold emailing, helping keep productivity and morale high. Several case studies back up the claim that LinkedIn is the king of B2B marketing on social media. A white paper from Cisco states that internet video traffic made up 69% of all global consumer internet traffic in 2017.

Paid Content 71

Paid Content Lead Generation Lead Rank Lead Scoring 71

Sales Hacker

OCTOBER 7, 2021

I would encourage women starting in sales roles to “buddy up” with the customer success teams to really understand some great use cases from front-to-back (not just the headliner ROI numbers, but really understanding HOW the customer is using the product and what problems the product is solving). Christin Myers.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

SalesHandy

AUGUST 22, 2022

Most businesses dedicate a large sum of their resources toward lead generation rightfully so as it can help boost sales and increase ROI. This will result in generating high-quality leads that will increase your sales (better ROI). Cold Outreach: Cold outreach could be cold emailing or calling. Let’s get into those!

Lead Rank 52

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 52

Sales Hacker

DECEMBER 8, 2017

Pre-call research and THEN-prep – The trend is to know how you can help, NOT just delivering your boring deck. Trade show and conference networking and selling – Places like Sales Machine and Dreamforce are ideal to make sales calls and the CEO is always there. Below are the key elements of a System. The atmosphere is relaxed.

Trends 97

Trends Outsourcing Services Top of Funnel Account Based Marketing 97

Sales Evangelist

SEPTEMBER 9, 2019

He loves to talk about sales and marketing because it makes the biggest difference in business. Data and marketing As business owners, we all know that we have to spend money on marketing, but it’s tough to do if you’re not seeing the ROI. Drive your audience back to the website. You should plan for at least a year.

B2B 40

B2B Hiring Sales Qualified Lead Face-to-face 40

Zoominfo

AUGUST 21, 2018

Then, include a call-to-action for a gated research report or white paper that expands upon the topic covered in the infographic. Publish sections of your infographic across social media to drive traffic back to the full version. Calculators can estimate potential ROI, time savings, revenue, and more.

B2B 169

B2B Marketing Social Media Video 169

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. White Paper. I am calling these the 3. Public Relations Manager, Seismic.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

SalesLoft

APRIL 20, 2016

I was attempting to conduct an ordinary sales call, but had caught myself right in the middle of a catfight. Should sales development reps should ask for permission for the call or should they just assume it? Now I got to hear all of the cold calls live. The funny thing? They actually worked for the same company! Their argument?

Top of Funnel 52

Top of Funnel Funnel ROI Cold Calling 52