For example, the typical B2B prospect receives an average of 20.3 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. According to IDC research, 62% of B2B vendors now need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. MORE >>

One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. You’ll need to wade through two-and-a-half paragraphs of facts and figures about sales tax before you even know what the offer is (a white paper) and even then there’s no clear call to action or anything remotely action-oriented. Note the sub-head (“Forrester Research, Inc. For more tips on email creative, download a copy of the white paper: “ Top 10 B2B Email Marketing Mistakes.”. 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. Sunday, August 15, 2010 Forrester and IDC think Sales Enablement is a Big Deal. new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. and We Agree! MORE >>

But, as Forrester Research points out in a recent report , “.no Yet I shudder to think how many times I’ve blindly nodded and said “yes” when a client asked for a white paper for the “C-level” executive, meaning it was supposed to focus more on business than on technology. Tags: B2B marketing Content marketing demand generation marketing segmentation such role as a C-level executive exists. "  There are chief executive officers, chief financial officers, chief operating officers, chief technology officers, chief security officers, etc., 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. Monday, September 20, 2010 Forrester: Understand and Drive Outcomes for Sales & Marketing Success In a recent Forrester Sales Enablement blog post, Dean Davison reminisces about his years of selling technology solutions, and how todays successful best practices are so different than those of years past. We concur with Forresters Davison that Frugalnomics changes everything. They do if they are. MORE >>