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The CMO’s Guide to Driving Impact in Year 1

SBI Growth

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Generates meetings with decision makers inside of your target prospects. Carefully study your team’s performance against the benchmark capabilities. Validate expert panel suggestions through the lens of audience research.

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Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

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When are Interactive White Papers best used in the sales & marketing process?

The ROI Guy

Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage.

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What is an Interactive White Paper?

The ROI Guy

Quantitative content can be established to communicate unique the benefits and value of proposed solutions, and could include: Estimations on derived benefits Configuration and pricing estimates Quick ROI calculations T CO competitive comparisons.

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How B2B Buyers Search for Tech Solutions

Tenfold

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). According to the CEB study, you only get a 12 percent mindshare (public awareness) for each typical buyer who goes through the buyer’s journey.

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The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. Ever get a competitive comparison ofor a product when you don’t even know what the product does and why you care? Decision Cycle Mapping Ever get a product sales pitch for a problem you don’t have?

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Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.

The ROI Guy

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. Gartner CIO Study Highlights Need for Outcome-Base.

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