The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

Pipeline

APRIL 1, 2024

Improve your content marketing with valuable and informative blogs, white papers, and e-books. It builds your authority in the logistics industry and boosts inbound lead generation. Research shows 68% effectiveness in B2B demand generation. You must also ensure your website has a responsive design.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

JULY 25, 2023

Even if your sales team isn’t split up exactly like this, giving certain salespeople instructions on which specific part of the B2B lead generation process they’re responsible for is beneficial to creating a steady pipeline and keeping leads flowing. For a thorough list of options, check out this guide to ad types and formats from WordStream.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

The Pipeline

FEBRUARY 21, 2012

Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. Demand Generation. White Paper. This specific link to the workshop site – [link]. Your twitter ID – very important as we it to tally your totals. Book Notice. Book Review. Cold calling.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

DECEMBER 16, 2011

Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. But I have some of them, and I invite you to download the FREE white paper – registration is not required. Demand Generation. White Paper.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MAY 12, 2011

Read this great example from yesterday’s mailbag: A salesperson emailed his lessons learned and included this one: “The final lesson again concerns the compelling reasons to buy. I wrote back, “On your very last example, you suggested questions that you could have asked – good job. “To Demand Generation. Voice mail.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The ROI Guy

SEPTEMBER 17, 2010

For example, the typical B2B prospect receives an average of 20.3 White papers help customers learn about the typical issues customers like them face, and educate the buyer on best practices others have used to resolve the issues. 08, 2010 IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Pipeline

JULY 18, 2011

For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

SEPTEMBER 9, 2011

Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Demand Generation. White Paper. If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Book Notice.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

AUGUST 16, 2011

Let me give you an example from my world. For example, if the line of questioning were around the quality and abilities of their front line sales managers. Demand Generation. White Paper. This in turn will help you take someone at rest and set them into motion, once in motion, you can move to selling them.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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. Tom then served Gartner as a Managing VP.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Pipeline

MAY 13, 2011

If you take the website I represent, Focus.com , for example, buyers can ask for information they want/need and get it from third-party sources or peers. He focuses on b2b sales marketing across the entire funnel from demand generation to overall marketing to sales process and organization. Demand Generation.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The ROI Guy

FEBRUARY 21, 2012

To do this, we use incremental margin, factoring in the cost of goods sold / cost of services for the deal sold, and any incremental sales, general and administrative overhead expenses for the margin. Worth more or less than this example? Conversion Rate of Leads to Sales = 1.0% · Avg. This would mean close to 200% ROI.

Lead Rank 68

Lead Rank Lead Scoring Leads Marketing Qualified Lead 68

SBI Growth

OCTOBER 21, 2012

This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. There is only so much active demand in a given market. You, and your competitors, are all over it.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Demand Generation Targets Outsourcing Services 314

The Pipeline

APRIL 29, 2011

For example, get so-called leads from mailings, trade shows, advertising, networking, newsletters, and speaking. Demand Generation. White Paper. There’s so much that’s wrong with the traditional sales funnel, and it’s gotten worse in the Sales 2.0 Now in the 2.0 Book Notice. Book Review. Business Acumen.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

MARCH 2, 2012

For example, if the last eight plant managers you sold to placed a higher value on R&D and willing to pay a premium for that, then I think it is safe to use that as a talking point with the next plant manager you prospect. Demand Generation. White Paper. Reply to this comment. March 2nd, 2012. Book Notice.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

MAY 16, 2011

One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects. Demand Generation. White Paper. If you follow this blog, you know that I believe in allocating time, and managing activities , rather than the simple notion of managing time. Book Notice.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The Pipeline

MAY 27, 2011

Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx’s Birthday Sale, Free 30-Day Trial. For example, at many hotels they now charge you a ‘resort fee’ of $20 a day. Demand Generation. White Paper. Give catchy names to these special offers. Book Notice.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

SEPTEMBER 19, 2011

First is around who gets training; there are plenty of examples where people in the same department or function get training, or attend events, or any number of things that their colleagues do not get ever or at the current time. Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Voice mail.

ROI 243

ROI Pipeline Training Twitter 243

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). For example, the objectives of Attract tactics could be to increase inbound activity and website traffic and amplify social media engagement. Sweat the tactics. Find a big idea.

Marketing 192

Marketing eBook Social Media Trade Show 192

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). For example, the objectives of Attract tactics could be to increase inbound activity and website traffic and amplify social media engagement. Sweat the tactics. Find a big idea.

Marketing 120

Marketing eBook Social Media Trade Show 120

Pointclear

JULY 21, 2011

His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. An example might be a $10,000 piece of hardware. High-investment offers.

Inbound 184

Inbound Outbound Sales Qualified Lead Decision Maker 184

The Pipeline

FEBRUARY 27, 2012

They may prefer phone for direct contact, but interact with the company or brand through Facebook as an example. For example, one of the large wireless carriers here in Canada is part of a larger media company, or conglomerate, they own TV outlets and magazines. Demand Generation. White Paper. Book Notice.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Pointclear

MAY 5, 2015

Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

The ROI Guy

MAY 4, 2006

2) Focus of spending is on lead generation versus awareness building: Another trend we see is that more of the budgets are being focused on the front end demand generation part of the sales and marketing process versus later stages such as awareness building and engagement. Why are buyers getting harder to reach?

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. These buyers are demanding marketers to create content that is more concise, relevant and personalized.

Marketing 94

Marketing Case Study Survey Social Media 94

The ROI Guy

OCTOBER 22, 2013

So here’s an example, and it’s one our listeners can use because it’s very repeatable. They’re also great about producing thought leadership at the product level – things like white papers. In the example I shared, the insight came from information they already had – it was presales assessments. Lots of companies do that.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. For example, if you lose deals at an accelerated rate every time a rep brings up discounting or pricing in the first half of the call, wouldn’t you like to know that so you can coach your team on it?

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

The ROI Guy

SEPTEMBER 28, 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. Tuesday, September 28, 2010 Do White Papers Still Engage?

ROI 49

ROI Social Media Vendor Buyer 49

Sales Hacker

OCTOBER 7, 2021

As an example, if you know you’d like to move into leadership one day, tell your manager and collaborate with them on a plan to help you get there. These types of experiences will allow you to show up strongly when it comes time for the interview because you will have examples and experiences to demonstrate your skill set.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 13, 2018

Build one-pagers, white papers, brand collateral and an array of enticing sales material. Understand each others' pain and come to the center with insight generation which leads to demand generation rather than reactive servicing of demand. Entice, beguile, enchant and extoll.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63