The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The ROI Guy

AUGUST 24, 2010

“Alinean’s customer-specific benchmarks, company comparisons, executive assessments, benefit and cost analyses can significantly upgrade the quality of demand creation and sales enablement interactions throughout the buying process.”

B2B 40

B2B Customer Demand Generation Agencies ROI 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. Partners and enterprise sales professionals have adopted the tool significantly more than prior in-house developed programs, driving significant multi-million dollar customer deals.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

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

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. So why are the sales enablement investments not paying off?

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

The ROI Guy

APRIL 21, 2010

For demand-gen marketing campaigns, compelling value oriented interactive tools is an absolute requirement for today’s frugal and skeptical IT buyers. Reduce discounting and increase deal size for direct sales by 20% or more by migrating sales from features, function and price selling to business value selling.

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40

Sales Hacker

NOVEMBER 15, 2017

Demand Generation. Direct Sales. Decision Maker in the context of sales, is a person who possesses the required expertise and authority in making purchase decisions. Revenue is the amount of money a business generates during a specific period such as a year or a quarter; also called sales. . Sales Cadence.

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. They have big budgets they can spend on marketing and demand gen, and sales enablement.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Sales Hacker

DECEMBER 8, 2017

Despite all the AI fear mongering, we dug deep to find out what really matters next year – so aside from our own analysis, we asked sales leaders, experts, and top sales reps to predict the top sales trends of 2018. Outbound Gets Tougher With GDPR Regulations: SaaS Goes Channel Sales For The Win!

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

The ROI Guy

MAY 4, 2011

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. In the beginning, the Discovery phase, the buyer has to realize they have an issue and want to change.

Marketing 94

Marketing Case Study Survey Social Media 94

Sales Hacker Training

NOVEMBER 21, 2022

Terminus Terminus is an account-based marketing software that enables marketing and sales teams to run account-based marketing at scale. Some of their most useful features are campaigns for demand generation and sales acceleration. Demodesk Demodesk is the first intelligent meeting tool for sales and success teams.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

The ROI Guy

SEPTEMBER 9, 2010

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. • Where is sales enablement heading, and how do you get started?

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

Sales Hacker

OCTOBER 7, 2021

” What is one a-ha moment you’ve had in your sales career? Ask questions until you have exhausted your questions before you propose a solution. What is your best piece of career advice for women in sales? What would you tell a woman just starting a career in sales? That sales is truly all about problem solving.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

SEPTEMBER 10, 2010

In both cases, frugal buyers will be looking for proactive help in guiding budgets, and any project proposal must quantify a significant return on investment and quick payback. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40