The ROI Guy

DECEMBER 6, 2010

To fight Frugalnomics, savvy marketers will need to make even more investments in 2011 towards content and tools that help buyers assess and quantify the economic impact of implementing the proposed solutions, quantify the cost of “doing nothing&# , and prove competitive cost advantages and value. Latest Research.

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B2B Marketing Zone Posts

DECEMBER 1, 2010

While still a workhorse for b-to-b companies, e-mail marketing is getting increasingly stiff competition for mind share from social networks such as [.]. Web users spent an average of 4.6 hours a week on social sites in September, compared with 4.4 hours on email, according to the recently released TNS “Digital Life” survey.

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The ROI Guy

AUGUST 4, 2010

Value selling focuses on the benefits and payback of the proposed solution, shifting the focus from cost of the product, to value of the solution. Another way to prove value is to prove that the solution has a lower Total Cost of Ownership (TCO) – lower up-front / over lifecycle costs than the competition. Latest Research.

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The ROI Guy

SEPTEMBER 28, 2010

Diametrically Opposed Forces: Selling Value in a B. New TCO Calculator: EMC SMB Virtual Solutions Advi. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Frugalnomics: Business Productivity and Cost Reduc. Forrester announces Sales Enablement Conference fo.

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