The ROI Guy

SEPTEMBER 13, 2011

Quantitative content can be established to communicate unique the benefits and value of proposed solutions, and could include: Estimations on derived benefits Configuration and pricing estimates Quick ROI calculations T CO competitive comparisons.

Buying Cycle 66

Buying Cycle Comparison Ideal Customer Profile Case Study 66

The ROI Guy

SEPTEMBER 7, 2011

Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study Proposal ROI 72

The ROI Guy

FEBRUARY 21, 2012

Unfortunately, it takes a lot today to convince your prospect to part with precious funds and take the risk on your new proposal. They especially won’t say yes unless they see a quantified “cost of doing nothing” and know the project will have significant tangible benefits, significant ROI and fast payback.

Lead Rank 68

Lead Rank Lead Scoring Leads Marketing Qualified Lead 68

The ROI Guy

SEPTEMBER 13, 2011

Personalized qualitative content, on the other hand, could include: Intelligent solution recommendations, E mphasizing features and benefits that match pain points, S elected relevant case studies, C ustomized next step recommendations.

Case Study 40

Case Study Proposal ROI Customer 40

The ROI Guy

SEPTEMBER 17, 2010

This has resulted in a condition known as Frugalnomics, where buyers are now immune to empty product pitches and promises, instead demanding quantifiable proof that a proposed solution will drive bottom-line impact and represents more value versus the competition.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

InsightSquared

APRIL 14, 2021

Did the prospect stall on a specific page of the proposal? Understanding in-period bookings drives tight alignment between sales and marketing, with clear goals for the demand generation team who must ensure leads are delivered early in the forecast period to provide enough time for the sales team to convert them into new business.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

The ROI Guy

NOVEMBER 29, 2010

Content and tools that help buyers assess the economic impact of implementing the proposed solutions, or the cost of “doing nothing”, are essential. As a result, over 81% of buyers expect vendors to quantify business value of proposed solutions. Death of a Salesman?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

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.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

The ROI Guy

JANUARY 15, 2013

The unique competitive value of proposed solutions, c. – Justify the Gain When invited late into the discussion, the tools and content to help a. Reframe the discussion towards new / different pains that the Buyer might not have been totally aware of, b. Total cost of ownership (TCO) advantages to transcend purchase price pressures.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The ROI Guy

APRIL 21, 2010

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Research Results The results of the research were compelling, as the investment in value selling tools has proven to be one of the highest ROI investments an organization can make in sales / marketing operations.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

Sales Hacker

APRIL 8, 2021

In this article, we’ll discuss the fallacies of current attribution models and propose a better alternative. Now there can be a formula to determine the ROI on marketing initiatives. Now you have a new, improved model as a CRO to determine the attribution of each marketing initiative on the meetings generated.

Lead Rank 92

Lead Rank Ideal Customer Profile Webinar Metrics Trade Show 92

Sales Hacker

NOVEMBER 15, 2017

Demand Generation. Referral means the act, process, or technique of generating sales leads wherein a third party shares information about a new prospect. Revenue is the amount of money a business generates during a specific period such as a year or a quarter; also called sales. . Deal Closing. Decision Maker.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

The ROI Guy

OCTOBER 22, 2013

During the EVALUATION phase, different solutions are being explored, and the proposal is being considered versus several others. At this phase, sales can engage earlier by proactively justifying the potential gains of the proposed solutions. So from a programmatic perspective it requires participation from both marketing and sales.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

The ROI Guy

MAY 4, 2011

Making content more relevant to buyers can have a substantial impact, improving effectiveness and driving a tangible ROI to the business. The buyer’s journey, as proposed by sales & marketing advisory firm SiriusDecisions, consists of several different steps that a buyer goes through to make a decision.

Marketing 94

Marketing Case Study Survey Social Media 94

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. More companies will realize they achieve higher ROI with these roles and reduce the size of their outside sales teams as a result. Review Sites Continue to Influence Decision Makers in a Powerful Way.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

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

The ROI Guy

SEPTEMBER 16, 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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 9, 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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

The ROI Guy

SEPTEMBER 10, 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. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. Mediafly Most great salespeople have a strong understanding of the ROI and total cost of ownership (TCO) of their solution. Better Proposals Better Proposals lets you easily create, manage and send beautiful business proposals.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Hubspot Sales

JULY 1, 2019

Albro proposes we use “Account-Based Everything,” or ABE. According to TOPO senior demand generation analyst Eric Wittlake, having an ICP lets you decide whether to target an account without bringing together your entire leadership team. A successful account-based approach requires cross-department coordination.

Ideal Customer Profile 86

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 86