The ROI Guy

DECEMBER 6, 2010

At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. The Death of a Salesman? The invitation often coming after key decisions have already been made.

Work Management 40

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The ROI Guy

SEPTEMBER 28, 2010

This results in a slower buying process and the continual carpet bombing of buyer inboxes with the same static, mass-distributed whitepapers that every vendor sends out. So, how do you make whitepapers more effective, more relevant, more ONE-TO-ONE? Alinean recognized by BtoB Magazine’s as one of To.

Enterprise Management 40

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The ROI Guy

AUGUST 4, 2010

Better competitive advantage was gained by helping the customer set the strategy and agenda, versus involvement later in decision process, such as responding to RFPs. Moreover, the executive assessments continually led to multiple projects / product sales at decidedly higher deal sizes. Provocation-Based Selling: Loosening the Status-Qu. .

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40