2009 Buyer Need Differentiation Sales Cycle 
Webbiquity
FEBRUARY 14, 2010
They expect sales and marketing pros to be using the web as well to understand their problems before the sales conversation even starts. There is a crying need for this. It aligns vendor messages with buyer needs, saving money and corporate reputations. Prospective buyers are overloaded with information.
Ambal's Amusings
AUGUST 27, 2010
"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation. MarketingSherpa.
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The ROI Guy
JULY 19, 2012
Now, these same techniques are being leveraged by B2B firms to great effect, combining emotional and logical content to achieve more favorable decisions and accelerated sales cycles. In order to break the bias, you need to show how the costs of change are decisively outweighed by 2 times greater potential gains.
The ROI Guy
JANUARY 17, 2011
These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. IDC: Economic Buyers, Digital Overload and Sales E.
The ROI Guy
APRIL 21, 2010
Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools.
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