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. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools.

ROI 40

ROI Campaigns Lead Scoring Lead Rank 40

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. For example, the same white paper is often used to connect and engage a manufacturer and a financial services executive, or an enterprise and a medium sized business.

Marketing 94

Marketing Case Study Survey Social Media 94

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

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

Pipeline

APRIL 1, 2024

Proposal: make a formal presentation describing the services you offer, showcase your USPs, and take questions. Research shows 68% effectiveness in B2B demand generation. Pipeline offers a logistics CRM with all necessary logistics sales tools to generate and convert leads. Start with a 14-day free trial !

Lead Scoring 52

Lead Scoring Lead Rank Pipeline Sales Qualified Lead 52

The ROI Guy

MAY 4, 2006

How is IT spending changing for small and medium enterprises? Right now, SMB IT spending growth is set to eclipse the enterprise, growing by a healthy 7.2%, up from 4.8% As a result, over 81% of buyers expect the vendors themselves to quantify business value of proposed solutions.

Marketing 40

Marketing Vendor Survey ROI 40

The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). Even with a continued recovery and more financial optimism, the shift to frugality is fundamental and permanent.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. Sisense With massive heaps of information available to enterprises, having a team of data scientists and a powerful crunching tool on your side becomes imperative.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

The Bridge Group

SEPTEMBER 19, 2017

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. They need objection training, pipeline training, proposal training, closing training, pitch training, demo training, the works!

Promotion 37

Promotion Hiring Gatekeeper Decision Maker 37

Hubspot Sales

FEBRUARY 21, 2025

After six months of targeting enterprise accounts, I developed a simple system to track progress and to know when to pivot. Using feedback, data points, and signals, such as lead scoring on HubSpot, allows us to focus tactics on demand generation behaviors rather than taking bets on accounts whose behavior might be very different.

Ideal Customer Profile 59

Ideal Customer Profile Demand Generation Targets Top of Funnel Account 59

Sales Hacker

OCTOBER 7, 2021

Adrienne has been in Enterprise Technology sales for over 6 years specifically focused on helping state and local governments utilize their data to drive better outcomes for our communities. A people person with extensive C-Level experience in enterprise software, business development and operations. Adrienne Greenberg. Arley Nevar.

Hiring 137

Hiring Ideal Customer Profile Top of Funnel Lead Rank 137

Hubspot Sales

AUGUST 21, 2023

Instead, I propose using the flywheel methodology , which takes a more holistic approach that puts your customer at the center and turns your leads from prospects to customers to active promoters. The Field Sales Business Model The field sales business model is when you have a full sales organization that closes large enterprise deals.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Apptivo

FEBRUARY 1, 2023

This comprises names, contact details, their company (including the sector and size of their enterprise), their job title, whether or not they are a decision-maker, how you first got in touch with them (or vice versa), your initial point of contact, their pain points and issues, etc. What phases should your sales pipeline consist of?

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 52

Sales Hacker

DECEMBER 8, 2017

What we’re still UNSURE about: How will enterprise giants like Microsoft react to partnerships like Salesforce & Google? Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. Review Sites Continue to Influence Decision Makers in a Powerful Way.

Trends 108

Trends Outsourcing Services Top of Funnel Account Based Marketing 108