The ROI Guy

SEPTEMBER 13, 2011

Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions.

ROI 40

ROI Benefit Proposal Competition 40

The ROI Guy

SEPTEMBER 13, 2011

Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, (..)

Case Study 40

Case Study ROI Proposal Customer 40

Sales and Marketing Management

AUGUST 9, 2020

The subsequent delivery of pricing (a proposal?), literature, white papers, articles, case studies and other educational materials further cements the first responder in the leadership position. If the prospects expect pricing in the first call or proposals immediately, give it to them.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

The ROI Guy

SEPTEMBER 15, 2011

Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility. Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require.

Report 40

Report Collateral Tools Proposal 40

Partners in Excellence

MARCH 12, 2020

Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. They would hit their daily call goals, they would hit their meeting goals, they would hit their monthly proposal goals.

Proposal 96

Proposal Margin Sales Cycle Quota 96

Janek Performance Group

NOVEMBER 16, 2022

Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. However, before price can be properly evaluated, sellers must demonstrate the value of their proposed solution. There, we focused on how onboarding has changed.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

Highspot

JANUARY 28, 2024

Some prefer phone conversations, others value in-person meetings, and many appreciate longer white papers or viewing pre-recorded product demos independently. Closing sales presentations: Prepare customized PowerPoint presentations or pitches tailored to prospects’ specific needs and proposed solutions and costs.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Anne Miller

AUGUST 12, 2020

Which proposal holds out more promise: “Sales Proposal for ABC” or “Rev Up Your Sales with X”? Using metaphors for names or titles of products, reports, blog posts, white papers, books, pricing packages, etc. Which site is most likely to grab your attention: Modern Selling or Top Sales World?

Advertising 71

Advertising Advertising Proposal Small Business 71

Sales and Marketing Management

OCTOBER 16, 2017

They needed the imagery to represent both “leaf-on” and “lead-off” imagery for precise calculations and proposal development. Once these structured stories are in place, you can easily repurpose them across customer presentations, press and news releases, social media, e-marketing and website marketing, events, white papers and webinars.

Real Estate 243

Real Estate Construction Scale Hiring 243

The ROI Guy

MARCH 20, 2013

Prove Your Not the Same Quantify the Pain Too often, your sales professionals dive into the value of your proposed solution before the Prospect even understands that they have an issue worth addressing. Quantify the Pain Why Now? Justify the Gain Why You?

ROI 80

ROI Sales Process Analysis Comparison 80

BuzzBoard

MARCH 8, 2024

This knowledge enables them to propose more effective solutions tailored to their clients’ specific needs. With a strategic approach, it encourages customer loyalty, repeat business, and boosts referral traffic. Additionally, content marketing for small businesses is a fundamental part of the digital marketing framework.

Small Business 52

Small Business Small Business Strategy Social Media 52

Pipeline

APRIL 1, 2024

Proposal: make a formal presentation describing the services you offer, showcase your USPs, and take questions. Improve your content marketing with valuable and informative blogs, white papers, and e-books. Evaluation of client needs: constantly assess customer data to stay on top of changing customer needs.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The ROI Guy

APRIL 26, 2013

In your pipeline there are likely more stalled deals than ever, as your prospects stick with business as usual, choosing “Do Nothing “versus proceeding with you proposal and saying, “Yes”. In this “do more with less” economy, your prospects just don’t have the time, or the resources, or the budget to commit to the proposal?

ROI 65

ROI Proposal Pipeline Face-to-face 65

Score More Sales

JUNE 17, 2013

Unless something else happened, like a co-worker is out and they are taking on more work, or they took off on vacation, chances are they did not see ENOUGH VALUE to be thinking about whatever it is you proposed. It can be an article, blog post or white paper that ties in with the challenge they are facing. So work to re-engage.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

The ROI Guy

JUNE 27, 2018

The solution you propose must be prescriptive, aligning specifically to the prospect’s business objectives, and assembled to solve a priority business challenge. 4) Profit – whatever you propose, buyers remain focused on the economics of each decision, and remain frugal. Recommending a one-size-fits-all solution doesn’t work.

Marketing 58

Marketing ROI Ideal Customer Profile Proposal 58

Braveheart Sales

JULY 30, 2020

Salesperson says, “I will get you all the numbers in a proposal” believing that the price will be more acceptable if in writing. Fails to fully qualify the client before spending time producing a proposal which may waste not only their time, but potentially others in the organization. So, can we talk about that for a minute”?

Sales Process 59

Sales Process Discount Proposal ROI 59

Partners in Excellence

APRIL 29, 2016

Most got back to me with very responsive proposals. During this same period of time, I happened to notice a few white papers and market research reports on sales productivity issues. I downloaded the white papers, then slowly started counting. To be truthful, each sales person did an outstanding job.

Prospecting 48

Prospecting Call-back Research Microsoft 48

Partners in Excellence

JUNE 23, 2019

The second piece of the analysis was almost as stunning: As we looked at the rest of the sales cycle, the highest performers spent about 30% of the time in the discovery and proposing/closing stages of the sales process, when compared to the others. It’s the tool the manager uses to analyze performance and coach his team.

Sales Cycle 100

Sales Cycle Discount Coaching Forecasting 100

Allego

DECEMBER 20, 2023

The original Digital Sales Room concept revolved around automating the sales process, such as responding to requests for proposals (RFPs) , collecting signatures, and managing document workflows. The platform has two components: the Deal Room, for first meetings and proposals, and the Contract Room, for proposal edits and deal signing.

Software 125

Software Software Lead Rank Vendor 125

Salesmate

JUNE 5, 2020

Sending the proposal. of companies focus on proposal development as a part of their sales enablement process. Once your sales reps give the demo and understand the pain points of the prospects, they need to send a proposal. Your proposal must have these details in it. – FinancesOnline.

Pipeline 120

Pipeline Sales Qualified Lead Top of Funnel Leads 120

The ROI Guy

SEPTEMBER 12, 2011

Overview of the Benefits – a downloadable white paper that explains the benefits and research.

Proposal 66

Proposal Tools ROI Benefit 66

Miller Heiman Group

JUNE 25, 2018

According to the CSO Insights white paper, “ The Business Case of Sales Methodology, ” “Sales methodologies are the glue between the intended internal assessment of a deal’s likelihood to close and the customer’s journey; they connect the ‘how to’ with the expectations of both internal sales leaders and external buyers.”.

Sales Methodology 66

Sales Methodology Forecasting Quota Sales Enablement 66

Pipeliner

AUGUST 14, 2020

You can also create white papers, case studies, videos, infographics, and a variety of other content. When someone agrees to a first date, you don’t immediately propose marriage. The key is to share useful information so that your brand becomes a trusted voice in the industry. Think of it like dating.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Zoominfo

JULY 25, 2023

For B2B lead-generation purposes, we propose something in the middle — a cold-ish calling method. Cold calling typically refers to reaching out to prospects before they’ve engaged with your brand at all. Warm calling means touching base with someone who has shared their information with your brand.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

The ROI Guy

MARCH 9, 2011

To reach today’s more frugal / skeptical buyer, communicating the value of proposed solutions is critical. Interactive White Papers: Most often with new concepts, white papers are used to educate a prospect as to the opportunities a new concept can address, and provide validation that a solution indeed exists to address the opportunity.

Marketing 61

Marketing Comparison ROI Survey 61

Hubspot Sales

MARCH 30, 2018

Use any of these five questions to identify your prospect’s reservations and propose a mutually beneficial agreement. For more tips on avoiding common sales traps, download our free white paper, Three Biggest Sales Mistakes You Should Never Make. Neither party benefits. Determining exactly where you stand is far more effective.

Objections 111

Objections Construction Follow-up Exact 111

Fill the Funnel

DECEMBER 6, 2012

A feature that I use frequently is the ability to load business agreements, proposals, and even PowerPoint presentations that are saved in PDF format from my desktop to my mobile devices using the Send to Kindle feature. I enjoy reading white-papers and eBooks that I download from multiple sources online.

Travel 102

Travel eBook Top of Funnel Proposal 102

The ROI Guy

JANUARY 23, 2014

Decision by committee is the norm, involving 43% more stakeholders in each decision compared to just 3 years ago; an average of 8 in a typical purchase decision (IDC) More Frugal – With stakeholders now focused on financial outcomes, and Finance formally involved in the process, 95% require formal financial justification on any proposal (IDC).

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

Sales Hacker

FEBRUARY 6, 2019

Why did we submit this proposal without getting it approved!?” Educational white paper (e.g. Things like “Demo Completed” or “Proposal Submitted” don’t do a good job of helping reps understand where the customer really is in the sales process. Sound familiar? Company overview with case studies. why do this now).

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

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. The Bottom Line Hope is not a strategy.

Lead Rank 69

Lead Rank Lead Scoring Campaigns Lead Nurturing 69

The ROI Guy

OCTOBER 30, 2014

Show contrast, painting a picture between business-as-usual and proposed improvements. > Persuasive sales and marketing embodied in the Challenger / Insight / Provocative methods rely on convincing buyers to abandon business-as-usual, bust the status quo and take action on your proposal. > Logos – appeal to logic and reason.

ROI 86

ROI Proposal Case Study Conversion 86

The ROI Guy

AUGUST 27, 2018

As well, this marketing team smartly uses quarterly data mining reports and aggregated customer responses to write research reports, marketing white papers providing proprietary insights and sentiment on the business goals, challenges and risks responses.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

The ROI Guy

JUNE 13, 2012

As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value. With Frugalnomics, buyers are more overloaded, skeptical and frugal than ever before.

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

Close.io

SEPTEMBER 25, 2019

Hey there - I’m just checking in on our last conversation… Hey there - I’m just checking in on whether you saw our proposal… Hey there - I’m just checking to see if you had a chance to review our…. Share a new white paper. You’re just checking in. Share a relevant blog post. Share a timely ebook. Share a case study.

How To 79

How To Follow-up Lead Rank Lead Scoring 79

The ROI Guy

MAY 11, 2017

Unfortunately, sales and marketers are leveraging the same old one-size-fits-all traditional white papers / content in reach-out / nurturing campaigns, and stale company / product-centric pitches to power sales conversations. However, we find these targeting efforts falling flat with buyers.

Account Based Marketing 45

Account Based Marketing Account Marketing Face-to-face 45

The ROI Guy

NOVEMBER 14, 2011

Leveraging research white papers, case studies and diagnostic assessments, sales and marketing can help increase opportunity awareness and prioritize that important IT infrastructure or business solution. Tip #5: Prove Customer / Competitive Value: Each SMB has unique and growing customer and competitive challenges.

Case Study 69

Case Study Marketing Proposal Hiring 69

Pointclear

JANUARY 26, 2012

Let me go out on a limb and propose the top five media for your lead generation toolkit. On your home page—and elsewhere throughout your site—add a compelling offer, such as a downloadable case study or white paper, linked to a registration form. There’s a lot of controversy out there on the subject.

Media 233

Media Direct Mail netFactor Trade Show 233