| |  Bundling + Comparison + Price + Pricing | 7 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER DECEMBER 14, 2011  How New Customer Buying Behavior is Hurting Your Bottom Line Buyers are outpacing supplier capabilities and becoming more efficient at pressuring on price—at least that’s the recurring theme the SEC is seeing in our recent conversations with members. This means customers have already determined their needs, completed due diligence, and have even begun to do some comparison shopping before contacting your reps. | SALES CHALLENGER DECEMBER 7, 2011  10 Trends Every Sales Exec Must Know For 2012 At this point in the purchase, needs are scoped, the purchase is funded, and price is often being benchmarked. And this is why customers are increasingly able to de-bundle our solutions and drive the purchase into the realm of price-based order fulfillment. They see the impending RFP, concessions, the price pinch, and/or strong likelihood of being the dreaded comparison set. | | | | | |
| ACHIEVE MARKET LEADERSHIP AUGUST 23, 2011  Quit Fooling Yourself! For Competitive Pricing Assessments: Examine the “whole solution” pricing, not just the product pricing: Many things come into play here — tiered pricing, volume discounts, site licenses, bundles and so on — making it extremely difficult to do a meaningful comparison. Having better products and better prices alone won’t be enough. | MARKETING LEADERSHIP COUNCIL DECEMBER 13, 2011  10 Sales Trends for 2012 At this point in the purchase, needs are scoped, the purchase is funded, and price is often being benchmarked. And this is why customers are increasingly able to de-bundle our solutions and drive the purchase into the realm of price-based order fulfillment. They see the impending RFP, concessions, the price pinch, and/or strong likelihood of being the dreaded comparison set. | WEBBIQUITY AUGUST 29, 2011 Review: Six Small Business CMS and Web Marketing Systems “Free&# CMS options such as WordPress, Joomla and Drupal have an obvious appeal (price) to small businesses, but none are cost-free. Low-cost, fee-based tools are generally more user-friendly, provide more features, and most importantly come bundled with support. Pricing: $150-$600 per year ($12-$50 per month). What’s the best web content management system (CMS) for your small business? Should you look at something beyond a CMS—a web marketing system (WMS), that provides additional functions like customer relationship management (CRM) and email? CMS Only. Genoo. | TOM PISELLO NOVEMBER 29, 2010  Five Reasons You May Not Be Spending Enough on Content Marketing The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. “Today, buyers are looking for business partners that will help them drive business results or outcomes – rather than bundle their products and services into solutions.&# Death of a Salesman? | | | | | | | |
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THE ROI GUY | MONDAY, NOVEMBER 29, 2010  Five Reasons You May Not Be Spending Enough on Content Marketing
In our research with IDC, SiriusDecisions and other partners, we have found that there are five key trends in buyer behavior reinforcing one other to define the need for different and perhaps even more investment in content marketing programs into 2011 and beyond: Internet Fueled Buying Cycles – buyers more than ever are taking charge of the buying cycle, using on-line content to drive research, comparisons and purchase decisions. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Death of a Salesman? Death of a Salesman? MORE >>
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