B to B Process Sales Cycle Website Personalization 
The ROI Guy
DECEMBER 6, 2010
Savvy B2B marketers will recognize the “consumerization&# of B2B and in 2011 proactively increase content marketing investments to deliver the right content and interactive decision support tools at the appropriate right step in the buying cycle. The Death of a Salesman? Alinean recognized by BtoB Magazine’s as one of To.
The ROI Guy
SEPTEMBER 28, 2010
Using this content, buyers are taking control of the buying cycle from direct / channel sales, making the content that marketing delivers more important than ever in driving shorter sales cycles and increasing the number and value of transactions.
The ROI Guy
AUGUST 4, 2010
Moreover, the executive assessments continually led to multiple projects / product sales at decidedly higher deal sizes. 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.
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