The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

No More Cold Calling

NOVEMBER 7, 2013

Check out what he has to say (and be sure to download his company’s white paper for a guide to strategic coaching best practices): “Great sales coaching creates great sales results. In LSA Global’s recent Best Practices White Paper , we outline these two mistakes and provide solutions to your sales coaching challenges.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Partners in Excellence

SEPTEMBER 18, 2023

At an enterprise level–market, industry, demographics, firmographics. I won’t go deeply into the development of the Competency Model, I’ve written some white papers and provided samples, in the past. Afterword: If you’d like a white paper and sample for a salesperson, just email me.

Ideal Customer Profile 98

Ideal Customer Profile Selling Skills Demographics Industry 98

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Small Business' In fact, 86 percent of business buyers engage in research independent of the sales cycle.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Altify

JANUARY 27, 2020

This should focus the mind of all large enterprises when putting together their own long term Account Planning strategy. To learn more about how account planning can help you maximize customer revenue and reach sales goals, download our white paper. Download our White Paper.

Account 52

Account Lead Rank Education SalesForce 52

Partners in Excellence

AUGUST 5, 2021

Too often, however, our “selection” of opportunities we pursue, seems to be based on the criteria like, “They hit on our website… They downloaded a white paper… They fogged a mirror.” Are you looking at the enterprise personality? Are you looking at their enterprise change maturity?

Ideal Customer Profile 86

Ideal Customer Profile Customer Enterprise Enterprise 86

No More Cold Calling

OCTOBER 9, 2014

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Salespeople Small Business' In fact, 86 percent of business buyers engage in research independent of the sales cycle.

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

Mereo

JANUARY 10, 2022

AUSTIN, TX (JAN 2022) — Mereo LLC, a revenue performance consultancy to Fortune 500 B2B organizations and high-growth mid-enterprise organizations backed by private equity firms, has been awarded the gold medal in the 2021 Top eBook/White Paper category in the Top Sales Awards.

eBook 56

eBook SAP Banking Exercises 56

Pipeline

APRIL 1, 2024

Improve your content marketing with valuable and informative blogs, white papers, and e-books. Elevate your logistics company from a local go-to service provider to a growing enterprise. You must also ensure your website has a responsive design. Showcase client testimonials and promote them on your social media pages.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Janek Performance Group

DECEMBER 20, 2023

Instead, offer value through white papers and eBooks. Enterprise clients often move slower. The goal is to employ multiple touches over time to build awareness. Also, you want a gradual build. Start with a soft launch, in which you don’t ask for anything. What about steps outside the cadence? First, stick to your cadence.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

FEBRUARY 20, 2014

CSO Insights offers four great reasons in their white paper, “ The Anatomy of a World-Class Sales Organization ”: Sales organizations that optimize their sales processes for engaging and working with clients significantly outsell their less adept competitors, achieving sales performance edges such as: .

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

SBI

MARCH 13, 2018

If you’re like most enterprise sales organizations you’ve invested in processes, tools, personnel, market research….and Yes they downloaded that white paper, but NO that does not automatically mean they want a phone call and to be put into a cadence for email outreach campaigns. Getting More Out of Your Tools and Processes.

CRM 139

CRM Data Intent Decision Maker 139

SBI

NOVEMBER 2, 2017

Russ: Enterprises today are focused on profitable growth. By aligning Sales, Services, Channels, Legal, Finance, Marketing and Products across the company, enterprises have an unique ability to deliver a differentiated customer experience, increase operational efficiency and deliver the expected profitable growth.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Pipeliner

SEPTEMBER 6, 2023

They should instead be truly shopping around and evaluating the best solution for their enterprise. Too Many Cooks” The purchasing enterprise will realize the benefit of CRM the moment they correctly prioritize the project—when they firmly commit the correct resources both in terms of personnel and finances.

CRM 59

CRM Vendor Hiring eBook 59

The ROI Guy

SEPTEMBER 20, 2010

By creating content that is dynamic, adaptive and personalized with SmartPapers, changing the way white papers engage buyers. All interactions with the SmartPaper are tracked, offering a higher level of buyer intelligence and insight into customer pain points than is available through standard white paper programs.

Lead Rank 40

Lead Rank Lead Scoring Enterprise Enterprise 40

Nutshell

JANUARY 30, 2023

Are you selling a product or service that’s meant for large enterprises? If you cater to large enterprises, you can subtract points from SMBs. Did they download white papers or studies along the way to becoming leads? Or are you offering a product that’s best suited for specific industries?

Lead Scoring 62

Lead Scoring Lead Rank Sales Qualified Lead Leads 62

SBI Growth

SEPTEMBER 27, 2012

Social technologies and new enterprise platforms allow for collaboration on a level never seen before. Then go full bore into developing white papers, blogs, webinars, and the gamut without this crucial understanding. VP, IT Strategic Planning. Technology Means More Expert Resources. Do buyer journey mapping the right way.

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

Pointclear

MAY 30, 2012

He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

The ROI Guy

AUGUST 17, 2012

The good news is that you are already off to a great start, engaging your frugal buyers with the interactive white papers and financial calculators they need to help justify “Why Change?, “Why and “Why You?”. But just developing these tools and posting them to your website is not enough.

Lead Rank 69

Lead Rank Lead Scoring Campaigns Lead Nurturing 69

Cincom Smart Selling

OCTOBER 14, 2020

Marketing is now well positioned to initiate digital transformation within the enterprise. Digital information is generated by the enterprise in prodigious quantities. Content management systems allow marketing departments to create specific content (blogs, white papers, vlogs and customer stories) that are then organized and indexed.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

The ROI Guy

AUGUST 27, 2018

To illustrate this, one of our best Enterprise Security Service clients has both an online self-service and sales led business value assessment tool that they use with hundreds of prospects each month.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

The ROI Guy

JUNE 13, 2012

Alinean’s guaranteed leads program takes the worry out of your Value Marketing programs, adding integrated e-mail marketing campaigns and guaranteed leads performance, coupled with compelling Interactive White Papers and Benefit Estimator interactive value marketing tools. million IT and business decision makers in North America.

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

The ROI Guy

JUNE 22, 2010

One of the best ways we have found to connect with customers one-on-one is through interactive white papers. The results – interactive white papers are more than 65% more effective than their static counterpart at attracting qualified leads and speeding up the sales process.

Case Study 40

Case Study Marketing Buying Cycle Ideal Customer Profile 40

SalesLoft

APRIL 8, 2016

Director of Sales Development at Birst and author of Economical Growth: 10x w/ Enterprise Account-Based Sales Development Chris Pham is joining us on the Salesloft blog as part one of a five part series on trends in sales development. One of the companies that benefited from the timing was a company called MuleSoft – valued at $400M.

PeopleSoft 52

PeopleSoft Siebel Hiring Lead Rank 52

Showpad

OCTOBER 29, 2019

In fact, ensuring everyone is working off the same plane is nearly impossible without an enterprise content management system. Rich content like presentations, brochures, white papers, and case studies can all be used to develop and nurture leads. What is a Content Management System?

Sales Enablement 40

Sales Enablement Tools Collateral Case Study 40

The ROI Guy

SEPTEMBER 29, 2010

Five years ago, it accounted for 72%; Ziff Davis Enterprise, keeper of the eWeek brand, now only derives about 10% of its revenue from print, a similar significant decline from years past where revenue exceeded 75% for print. The company said that percentage has dropped even more in its current fiscal year, which ends Sept.

Media 40

Media Marketing Advertising Advertising 40

Pipeliner

MARCH 18, 2021

Here, ebooks and in-depth white papers can offer greater value than top-level blog posts. He is a SaaS veteran with 20+ years of PLM, development, and product launch experience in both hardware and enterprise software organizations. But, cross-promotion may need dedicated content that answers specific questions.

Promotion 98

Promotion Social Media eBook Comparison 98

Showpad

NOVEMBER 20, 2019

According to our own research , there are now more than five people involved in almost a quarter of all B2B purchases, with some enterprise deals involving twenty people or more. However, large enterprises tend to buy more carefully, because the deals in question are also larger and more expensive.

How To 49

How To Scale Retention B2B 49

SBI

AUGUST 20, 2014

In the past, enterprises used marketing, events and branding to create awareness, build affinity, and increase confidence. The problem was, enterprises were unable to scale and leverage success stories and references to the level they needed – especially as the number and types of decision makers involved in the buying process increased.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Miller Heiman Group

AUGUST 26, 2018

This example of automating a well-defined series of steps continues an established pattern of finding enterprising applications for existing technology. First , consider robotic machinery preparing food or performing similar tasks. As the cost of robotics goes down and new uses (e.g. In sales, change is a fact of life.

Lead Rank 56

Lead Rank Retail Trends Lead Scoring 56

SalesLoft

APRIL 13, 2016

Are you going enterprise? Download our free white paper and optimize your sales efforts to start crushing your sales development goals today. Video Transcription: My name is Chris Pham, and I’m the Senior Director of Sales Development at Birst. The four basic parts on building a world-class team.

Scale 52

Scale Hiring Video How To 52

The Pipeline

APRIL 27, 2011

It can be something as big as a huge new enterprise deal, or a small as the new guy’s first successful appointment. White Paper. There shouldn’t be any surprises here, but it can drive urgency and focus in both the hour and days ahead. Recognition. Take the time to recognize great performances across the team. Time Management.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Miller Heiman Group

AUGUST 26, 2018

This example of automating a well-defined series of steps continues an established pattern of finding enterprising applications for existing technology. First , consider robotic machinery preparing food or performing similar tasks. As the cost of robotics goes down and new uses (e.g. In sales, change is a fact of life.

Lead Rank 49

Lead Rank Retail Trends Lead Scoring 49

The Pipeline

AUGUST 5, 2011

She focuses on enterprise technology in the area of customer relationship management. White Paper. For more information on each one and to see more choices for each category, check out the original article here: [link]. About Lauren Carlson. Lauren Carlson is a write and market analyst out of Austin, Texas. 2Fwww.facebook.com.

Pipeline 275

Pipeline Hiring Travel Top of Funnel 275

SalesLoft

APRIL 25, 2016

Sales development leaders bring this talent to the highly lucrative – but under-marketed – profession of enterprise technology sales. In the succeeding years, Brigid went on to manage a SDR team and then to an enterprise closing role where she continued to kill her quota using the same skills she learned and worked on as an SDR.

Scale 52

Scale Lead Rank Enterprise Enterprise 52

Smooth Sale

SEPTEMBER 20, 2018

Offer white papers. Included are: Wheels of Success, Social Enterprise Alliance & International Business Council, Member of Infraguard, Sheriff’s Citizen’s Academy, Neighborhood Crime Watch, a Certified Women Minority Business Enterprise, RHG Speaker Talent Search Panelist, and coach the world. . Offer an intro video.

Hiring 60

Hiring Social Media Networking Commission 60