The ROI Guy

OCTOBER 22, 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.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

MEDDIC

OCTOBER 24, 2022

Sales Automation Tools can be very effective but lead some salespeople to rely on them almost entirely. It’s only a tool and sales should focus on skills to improve real performance like analyzing, qualifying, and closing quality deals. Sales automation is only a tool and should be treated as such. AUTOMATION SHORTFALLS.

Sales Automation 52

Sales Automation Sales Qualified Lead Education System 52

The ROI Guy

NOVEMBER 10, 2014

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial business cases / ROI that CFOs demand? Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial business cases / ROI that CFOs demand? Why Change Now? – Why Your Solutions?

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 15, 2015

E conomically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). So how well do you deliver the financial business cases / ROI that CFOs demand? Why Change Now? – Why Your Solutions?

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Sales and Marketing Management

FEBRUARY 8, 2021

You may do it in pieces, but it’s more than just buying digital tools. 30 Wall Street Journal story headlined “Businesses Are Being Pushed to Evolve.” Westerman emphasizes that companies seeking digital transformation continue to focus too much on the digital component and not enough on the transformation. It’s Still a People Process.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Distribution Pricing Journal

SEPTEMBER 5, 2023

Setting up an historical pricing dashboard using standard business intelligence tools is straightforward for most distributors. Predictive pricing analytics can be a valuable tool for businesses that want to optimize their prices with future goals in mind. But the next step – predicting future profitability trends – is more complex.

Distribution 52

Distribution Analytics Data Analysis 52

The ROI Guy

NOVEMBER 17, 2011

Demand for Interactive White Papers, Diagnostic Assessments, ROI Calculators and TCO Comparison Tools Drives Growth. Savvy B2B solution providers recognize that new value-focused marketing content and sales tools are needed to connect, engage and sell to these more empowered, skeptical and frugal buyers."

Eloqua 51

Eloqua Lead Rank Lead Scoring Marketo 51

The ROI Guy

MARCH 1, 2016

Economically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). So how well do you deliver the financial business cases / ROI that CFOs demand? Why Change Now? – Why Your Solutions?–

ROI 53

ROI Decision Maker Proposal Forecasting 53

Accent Technologies

NOVEMBER 10, 2018

Benefits/ROI myths. This tool pulls data from emails, sales calls, contacts and more, and enters the data into your CRM automatically. Some reps – in younger and older generations – keep notebooks or journals with them to simplify work and life. CRM Benefits/ROI Myths. And yes, the ROI can be calculated.

CRM 55

CRM ROI Commission Vendor 55

The ROI Guy

APRIL 8, 2014

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. Growth in 2014 IT Spending - Michael Hickens, Wall Street Journal , Gartner downgrades 2013 global IT spending forecast on currency shifts Gartner says 2013 will be a Better Year for IT Spending Growth?

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

JANUARY 16, 2014

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. Growth in 2014 IT Spending - Michael Hickens, Wall Street Journal , • Gartner downgrades 2013 global IT spending forecast on currency shifts • Gartner says 2013 will be a Better Year for IT Spending Growth?

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

SalesLoft

MARCH 9, 2016

Gary Vaynerchuk (or, better known as, GaryVee) is a New York Times and Wall Street Journal Best-Selling author, investor, public speaker, and serial entrepreneur. No matter how good tools set you up — if it’s automated, its AUTOMATED. If you’re building tools for your sales engine, then that’s great.

Social Media 52

Social Media Journal B2C Engineering 52

Your Sales Management Guru

MARCH 24, 2015

But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Consider giving your buyers relevant information from The Wall Street Journal , local business journals, industry magazines and newsletters. Keep promises.

Buyer 40

Buyer Journal ROI Training 40

Sales Hacker Training

FEBRUARY 13, 2020

Industry knowledge (Customer, not vendor) – Enterprise sales reps (ESPs) keep themselves up to date by subscribing to industry journals, maintaining an industry network, and attending relevant conferences. A high IQ – ESPs solve non-obvious problems and create novel solutions. Mental agility and ability to process inputs is a must.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Cience

NOVEMBER 6, 2019

Online tools are a complement to, not a substitute for, in-person dealer visits, and car buyers are very discriminating in their use of these tools. interview with Krim in The Wall Street Journal, December 1, 2018) . Yet the vast majority of cars are still bought at dealerships (e.g.,

Channels 42

Channels Marketing Retail How To 42

Zoominfo

NOVEMBER 6, 2023

From a tools perspective, they were frequently confronted with bad data (including intent), high cost and time to set up and manage the platforms, poor integrations, and difficulty in seeing and proving ROI. You may be surprised to learn about new prospects in your TAM who are ready to buy.

Account Based Marketing 147

Account Based Marketing Ideal Customer Profile Intent Data Scale 147

Allego

JANUARY 18, 2023

Best Advance in Sales Enablement and Performance Tools (SEP). Our inclusion on this prestigious list is a testament to our commitment to helping sales leaders produce tangible ROI while also providing superior customer service. Boston Business Journal’s 2022 Best Places to Work. BISA Technology Innovation Award. Learn More.

Journal 115

Journal Enterprise Enterprise Sales Enablement 115

Pointclear

MAY 2, 2012

” Paul recommends using new tools, especially LinkedIn’s approach to company profiles, to find the right titles inside the companies you’re targeting. For named accounts, you want to be using social tools for different purposes: researching and building an organizational map to reach the right people. We have to play.

Social Media 180

Social Media Media Inbound ROI 180

The ROI Guy

JULY 8, 2014

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial justification / ROI business cases that CFOs demand? 4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

The ROI Guy

OCTOBER 7, 2010

IT Doesn’t Matter In his 2004 tome for the IT industry “Does IT Matter”, Harvard Business Journal executive editor and provocateur Nicholas Carr’s claims that Information Technology has become a commodity – a utility that offers little competitive advantage, and as a result, IT spending should be cut to the bone.

Competition 40

Competition Software Software Networking 40

Sales Hacker

MARCH 2, 2020

The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. It is a classic book you’ll reference throughout your career.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

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. Karolyn Hart.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

MAY 22, 2018

In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot more. Free Marketing Tools & Resources. Tournaments.

Top of Funnel 144

Top of Funnel How To Hiring Buyer Persona 144