| |  Customer + Disintermediation + Linkedin + Relationship | 8 articles |
| Page 1 of 1 | Previous | Next | | | TOM PISELLO NOVEMBER 4, 2010  Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload. IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Content is King? | | | | | |
| B2B CONVERSATIONS NOW SEPTEMBER 16, 2010 Why Won’t Anyone Return My !*#@$% Call? (guest post) Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) The software vendors that are our customers report that buyers are increasingly hard to reach, even when the buyer requests information from the vendor (A humorous note: these are often the same vendors that didn’t return our calls when we were first recruiting them). IT” is the disintermediation of the sales person. In addition to these best practices, the salesperson must also work to engage the customer. Want to know why B2B sales is getting tougher? | INDUSTRIAL MARKETING TODAY SEPTEMBER 27, 2010  Have Digital Marketing and Social Media Killed the Industrial. Complex industrial sales require many face-to-face meetings with several stakeholders within the customer’s organization. The salesperson may have to spend a lot of time re-educating the customer and correcting misunderstandings Customers are prisoners of their own experiences (we all are). Every disruptive technology is known to cause major upheavals in any industry. | JILL KONRATH'S FRESH SALES STRATEGIES BLOG SEPTEMBER 27, 2010  Wake Up, Boss! Your Salespeople Need Help " I always send them to " A Candid Letter from Your Frazzled Customer. The software vendors that are our customers report that buyers are increasingly hard to reach, even when the buyer requests information from the vendor. IT” is the disintermediation of the sales person. In addition to these best practices, the salesperson must also work to engage the customer. | BUZZ MARKETING FOR TECHNOLOGY JUNE 27, 2008 PKM and the Organization - Pollard And the creative people who often had the Knowledge Director thrust upon them conceived of KM as a means for increasing organizational innovation, customer satisfaction and employee retention. One of the initial goals of KM was disintermediation -- getting rid of the layers between front-line people and useful information. Tools and mechanisms for surveying employees, customers and the informed public and otherwise tapping the Wisdom of Crowds (including prediction markets and decision support applications). LinkedIn. September 2006. Aug Oct. MADE IN CANADA. sighed. | | | | | | | |
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B2B MARKETING ZONE POSTS | TUESDAY, OCTOBER 5, 2010 Top 56 B2B Marketing Posts for September 2010
Social CRM: social media and communities in customer relationship management and marketing - Conversionation , September 9, 2010 Let me start this post with a quote from “Using your customers’ desired actions to increase your sales”, a paper Gerry McGovern and Kristin Zhivago published earlier this year. You think you know what is important to customers. Hard Data to Justify Your Marketing Automation Investment - Customer Experience Matrix , September 1, 2010 Summary: So you want some hard numbers to prove the value of marketing automation? Customer (230 MORE >> -
THE ROI GUY | THURSDAY, NOVEMBER 4, 2010  Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives. Content is King? Content may indeed be king. Latest Research. MORE >>
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