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Posted in May 13, 2013 - 6:22 pm.by Tami Demayo
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Are quantified benefits the holy grail of B2B customer references?

In its role as a sales tool, a customer-reference case study works best when it provides quantitative benefits, such as ROI, cost savings, improved uptime, or shorter lead times. Numbers lend themselves to comparison of competing offerings. They are seen as more credible and compelling than word-of-mouth testimonials of business…

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Posted in April 1, 2013 - 8:28 am.by Tami Demayo
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How virtuous are virtual trade shows?

Hardly a day goes by that I don’t receive an invitation to an online event of some kind: podcast, webinar, virtual trade show, and the like. Sure, it can be challenging to weed through the constant barrage of email offers. But what could be better for a content professional like…

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Posted in November 15, 2012 - 11:00 am.by Tami Demayo
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It pays to be frugal, even when you’re flush

Clients have been telling us that budgets are tight for so long, that ‘doing more with less’ has gone from mere cliché to fundamental fact of life. We’ve become experts at turning on a dime while pinching pennies, to the great relief of many a budget-concious marcom executive. But things…

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Posted in October 14, 2012 - 3:21 pm.by Tami Demayo
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The importance of avoiding content complacency

For marketing communications managers and agencies, content is king. But for our clients, it is merely an arrow in their marketing quivers–a means of achieving business objectives. In a recent blog post, B2B Magazine’s Christopher Hosford reminded readers to heed to the advice of presenters at the September 2012 Content…

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Posted in April 26, 2012 - 10:46 am.by Tami Demayo
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Reinvigorating B2B marcom: there’s an app for that

Tablets are popping up everywhere you look. Small enough to take anywhere, but large enough to afford efficient page viewing and manipulation, tablets are taking the business world by storm. According to a recent survey by the Small Business Association,*  28 percent of business owners are currently using tablets for their…

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