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. Tuesday, October 05, 2010 B2B Companies are Really Content Companies, But is Content Publishing Enough? With the Internet, B2B buyers have access to more information than ever. As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. Publish or perish" is the defining tag-line driving many new B2B marketing strategies. MORE >>

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. Wednesday, September 29, 2010 Tech Media Publishers looking more Like Interactive Marketing Firms Every Day Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations. MORE >>

by Jon Miller The annual Buyersphere report from BaseOne , in conjunction with B2B Marketing, Research Now, and McCallum Layton, consists of interviews with B2B buyers who have made actual business purchases in the last 12 months.  Some key findings: Overall use of social media in buying is still somewhat low. Word of Mouth” and “Web Searches” are both the most frequently used AND the most useful sources of information, while LinkedIn, Facebook, and Twitter were the least commonly used and the least useful source of information. The Opportunity for Social. MORE >>

If you’ve been following the Best-of-2010 series here, you’ve seen collections of some of the best articles and blog posts from last year in neatly organized categories including market research , cool social media and web tools , social media marketing guides and tips , WordPress hacks , Twitter marketing techniques and resources , guides to effective email marketing, content marketing , local SEO and more. B2B Marketing Tips, Insights and Resources. 101 B2B Marketing Cliches. Looking for inspiration for an original B2B marketing campaign? Enjoy! MORE >>

Just producing the type of content your prospects and customers are looking for can be enough to set you apart. Show How You Stack Up Against the Competition TechTarget’s Media Consumption report revealed that a majority of tech buyers want content comparing a vendor's offering to the competition as they get further along in the buying cycle. For example, position them to overcome objections early in the buying cycle. You can also use case studies to address the needs of different stakeholders in the buying process. But if not, don't worry. MORE >>