Your prospect's are more frugal than ever before, requiring quantifiable proof that you are addressing a significant business issue, and that your proposal will deliver tangible bottom-line benefits.

This represents a challenge to your entire sales and marketing process, as a failure to proactively prioritize and justify your solutions can significantly stall or delay purchase decisions.

Do you have the value marketing and selling tools needed to deliver the financial justification today's frugal buyer demands?

In this webinar you will learn the methods used by world class sales enablement / marketing teams to meet the demands of today's economic-focused buyer.

You will learn how to:

• Break the status quo and increase the priority of your proposals via quantifying the "cost of doing nothing"
• Calculate and communicate the unique benefits or your solutions to various verticals and stakeholders
• Quantify your competitive advantage
• Reach higher to assure proposal signoff from CFOs and financial gatekeepers

Over 60% of Sales teams are implementing Tablets for their Sales Professionals right now, and even more have tablets via BYOD.

Do you have the right strategy to properly leverage tablets and win this new arms race?

In this live online event, Jim Ninivaggi, SiriusDecisions Sales Enablement Services Director will discuss the latest research on Sales strategies for leveraging Tablets, and the best practices you need to implement now in order to reap rewards from your significant Tablet investments.

Alinean’s CEO & Founder Tom Pisello will further discuss specific ways to improve not just selling productivity with Tablets, but more importantly, using Tablets to drive more provocative and effective customer engagements.

From this session, you will be empowered to:

• Assess your Tablet plans versus your peers
• Learn which Apps can help you achieve your Sales goals in 2013
• See how you can reshape effective customer engagements with a significant new Tablet App

If you are a sales leader, sales or channel enablement professional, or marketer responsible for mobile strategy or content & tool development, this is a must attend event!

Studies show that today's buyer is more focused on purchase price than ever before.

This can lead to significant discounting and an increase in lost deals if you are can't elevate the discussion beyond price, and easily prove the competitive value of your solutions to ever-more frugal buyers.

In this webinar you will learn the single best method used by world class sales enablement / marketing teams to convert price centric buyers, reduce discounting and drive competitive advantage.

You will learn how to:

• Shift your customers focus from price to overall value
• Proactively quantify and prove your competitive advantage
• Deliver a credible and quantified value story unique to you and your prospect's opportunities

Your prospect's are more frugal than ever before, requiring quantifiable proof that you are addressing a significant business issue, and that your proposal will deliver tangible bottom-line benefits.

This represents a challenge to your entire sales and marketing process, as a failure to proactively prioritize and justify your solutions can significantly stall or delay purchase decisions.

Do you have the value selling, marketing tools, and skills needed to prove value and cost justify your proposals to today's frugal buyer?

In this webinar you will learn the methods used by world class sales enablement / marketing teams to meet the demands of today's economic-focused buyer.

You will learn how to:

• Break the status quo and increase the priority of your proposals via quantifying the "cost of doing nothing"
• Calculate and communicate the unique benefits or your solutions to various verticals and stakeholders
• Reach higher to assure proposal signoff from CFOs and financial gatekeepers

White papers are still used extensively to connect and engage early stage prospects, serving as the fuel for many demand-gen campaigns. However, the effectiveness of traditional white papers is on the decline.

Today, your prospects are more overloaded, skeptical and frugal than ever before, and as a result, dismissive of typical marketing pitches and traditional one-size-fits-all white papers. Your prospects' require content that is more relevant, concise, compelling and value-focused.

Are you effectively meeting this new challenge?

This webinar examines a new interactive evolution to white papers to help evolve this traditional content into an effective selling machine.

In this webinar you will learn about new Interactive White Papers and:

• How interactivity can help make white papers more personalized, concise, insightful and value-focused
• How to best select "content pivot points" – the dimensions of qualitative and quantitative personalization
• What interactive white papers look like, and best practice examples.

Buyers have fundamentally and permanently changed, and as a result, it's harder to connect and engage, sales cycles are lengthening, and worse, a large portion of your sales pipeline is stuck at status quo.

Research shows that the same old sales and marketing techniques aren't effective at breaking the status quo and getting buyers from "Do Nothing" to Yes.

Do you have the new tools and techniques needed to:

• Break the status-quo and get buyers to actually connect and engage?
• Get from "Do Nothing" to Yes?

This informative presentation by Tom Pisello, Alinean's founder and the ROI Guy, is transformative, specifically designed for marketers and sales enablement professionals to arm you with the insight and best practices to Fight Frugalnomics, break the status quo, and drive superior sales and marketing performance in 2012.

Is it me, or does 2012 seem like more of the same: with more companies budget constrained and risk adverse, and senior level executives even more involved in buying decisions. With Frugalnomics still in full effect, these more overloaded, skeptical and frugal execs are having a hard time making purchase decisions, and in turn, making your job more challenging than ever.

Even though you may be up to the challenge, it doesn't mean a little “secret sauce” on how to more effectively connect, engage and sell to these senior level executives wouldn't help.

Our speakers, telesales & marketing expert Mari Anne Vanella , founder of the Vanella Group and Tom Pisello, the ROI Guy and founder / Chairman of leading value selling and marketing firm Alinean, think they have the formula for success. In this session they will share 5 proven ways you can up your game with Sr. Level Executives.

Recommended for marketing and sales executives, content marketers and sales enablement teams, this webinar will discuss key research findings and practical ways you can fight Frugalnomics, answering these important questions:

• What techniques work best to break-the-ice and connect effectively?
• Once connected, what tactics can be used to overcome “do-nothing” malaise?
• How can you best implement these techniques and tactics effectively into your marketing campaigns and sales engagements?

In 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today's more empowered, skeptical and frugal buyer.

However, not unlike the majority of other marketing content and sales enablement deliverables, adoption might be lower than anticipated.

So how do you get the much needed sales tool usage to occur in 2012?

Join us for this practice filled webcast to learn the reasons why your sales tool adoption might be lagging, and the 10 specific actions you can take now to drive adoption and engagement success.

The ability to generate more high quality leads remains one of today's top B2B marketing challenges. And 2012 doesn't seem to offer much relief, with buyers more overloaded, skeptical and frugal than ever before.

How can you build a plan to finally achieve lead success and meet / exceed your lead generation goals?

In this webinar, list intelligence expert Brian Hession from Oceanos collaborates with value marketing / selling expert Tom Pisello to provide unique buyer insight and an actionable game plan to tackle these challenges and achieve better lead generation success in 2012.

B2B marketing executives, demand-gen practitioners and content marketers who attend will learn about the critical success factors for today's buyer, and leave the session with five proven and actionable ways to better attract, connect and engage prospects.

Over the past few years, buyers have been inflicted with a condition known as Frugalnomics, where B2B buyers require significant ROI, fast payback and superior value from each investment they make. It is often easier for these buyers to do-nothing, than to change.

How can help today's more skeptical and frugal buyer realize that there is a cost of doing nothing and facilitate stalled sales cycle?

In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important sales enablement questions:

• How can you better connect with and engage today's economic-focused buyer?
• How can you convince buyers that there is a cost of doing nothing?
• When you have a proposed solution, how can you best provide economic justification and prove ROI?
• How can you differentiate your value from the competition?

At the end of this webinar you will be provided with several real world examples and links that can help shorten sales cycles, recover stalled deals, reduce discounting and improve competitive advantage.

Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.

Why the crisis in confidence and how can you insure that your content marketing investments are effective?

This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.

For marketing executives, content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:

• How much are your peers spending and what strategies / tactics are they using?
• How are the top-performers different, and what best practices are they using to drive better content marketing effectiveness?
• What tools are available to help you easily benchmark your spending, measure effectiveness and drive a content marketing optimization roadmap?

At the end of the webinar you will be provided with:

• Access to the original research reports,
• A complimentary Content Marketing Optimization Assessment.

Today's economic climate has lead most companies to be more budget constrained and risk adverse than ever before. As a result, more project strategies and purchase decisions have been shifted upwards. This trend makes it more important to implement marketing programs that enable sales teams to engage and sell to senior level executives directly. Yet these executives are suffering from Frugalnomics – more overloaded, skeptical and frugal than ever before – plus they are plain busy, making successful engagements harder than ever.

In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important questions:

• How can you overcome Frugalnomics to better reach, engage and sell senior level executives?
• What techniques work best to break-the-ice and engage with value?
• What needs to change when traditional lead generation programs aren't yielding the same return?

Based on proven methods, implemented by B2B leaders such as HP, IBM and Microsoft, this webinar will present 5 proven and practical ways, with specific case studies, of how to best break through the noise and achieve senior level engagement success.

Our speakers will guide you through specific advice and examples to achieve better revenue marketing effectiveness with senior level executives. This webinar is recommended for marketing and sales executives, content marketers and sales enablement teams who need to better connect, engage and sell.

Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.

Why the crisis in confidence and how can you insure that your content marketing investments are effective?

This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.

For marketing executives, content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:

• How much are your peers spending and what strategies / tactics are they using?
• How are the top-performers different, and what best practices are they using to drive better content marketing effectiveness?
• What tools are available to help you easily benchmark your spending, measure effectiveness and drive a content marketing optimization roadmap?

At the end of the webinar you will be provided with:

• Access to the original research reports,
• A complimentary Content Marketing Optimization Assessment.

With two recessions over the past 10 years, buyers have become more focused on quantifiable bottom-line proof points for most large investments.

Even though a recovery is at hand, there remains significant pressure to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial accountability on each purchase.

In fact:

• 90% of buyers require financial justification on most B2B purchases,
• 65% of buyers indicate they struggle justifying solutions on their own,
• Over 81% rely on vendors to deliver justification proof points to avoid delays / stalled decision cycles.

How can you easily meet frugal buyer demands for cost justification?

In this webinar you will learn the methods used by world class sales enablement / marketing teams to meet the demands of today's economic-focused buyer. You will learn how to:

• Quantify current costs and opportunities for buyers
• Create justification to make proposed projects a priority
• Drive urgency to quickly advance prospects through the buying cycle
• Increase deal size / reduce discounting by 20%
• Accelerate sales cycles by 20-30%
• Double your competitive wins

The basic white paper is still one of the most important pieces of marketing content used and trusted as the key buying decision tool by over 60% of IT buyers (SiriusDecisions 2010).

However, in the new world of information overload, these white papers are getting lost in the clutter and worse, do not engage today's more frugal and demanding IT buyers who require quantifiable proof that proposed solutions will drive bottom line results.

Former Gartner VP, entrepreneur, prolific blogger and 20-year IT industry veteran, Tom "The ROI Guy" Pisello, examines one of the most important tools to engage buyers, white papers, and offers new best practices to help evolve this traditional medium into an effective selling machine.

In this webinar you will learn:

• Why white papers are still the most important content marketing medium for today's decision maker
• How information overload is hurting the effectiveness of this medium in 2011 and beyond
• How interactivity can help make white papers more personalized and effective to marketers and buyers alike
• How to align your white papers to the Buyers' Journey to overcome resistance at each step of the decision-making process
• How to select "content pivot points" – the dimensions of personalization so key to connecting
• What interactive white papers look like and best practice examples.

Do you ever wonder whether your current B2B content marketing investments are optimized and how these efforts compare to your peers and best practice leaders?

Research collected from surveys of over 1,100 North American content marketing experts conducted by Junta 42 and MarketingProfs, shows among other things, that although a significant 26% of typical marketing budgets are allocated to content marketing annually, only 41% find that the efforts are effective. Today, proving and improving return on content marketing investments is essential to drive continued growth in content marketing programs and drive better effectiveness.

This webinar, conducted by Joe Pulizzi, founder of the Content Marketing Institute, and Tom Pisello, Chairman and founder of ROI consultancy Alinean, will discuss the research findings, show marketers how they can get a personalized assessment and share tips on how they can improve their marketing efforts.

For Chief Content Officers (CCOs), content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:

• How much are your peers spending and what tactics are they using?
• How are your peers measuring success, and do they consider themselves to be effective?
• What tools are available to help you easily uncover and compare your spending, measurement and effectiveness to these peers and more importantly, best practice leaders?
• What tools are available to analyze your unique issues and get help?

At the end of the webinar you will be provided with valuable links and access to the original research reports and B2B Content Marketing Assessment Tool.

With two recessions over the past 10 years, buyers have become more focused on quantifiable bottom-line proof points for most large investments. Even though a recovery is at hand, there remains significant pressure to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial accountability on each purchase.

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. And this trend is not expected to end, even as the recovery takes hold.

As a result of Frugalnomics and other market drivers:

• 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales,
• 72% indicated an increase in buying cycle time over the past 6 month,
• The buying cycle timeframe has increased over 10% in the past 12 months.

How can you overcome the skepticism and diligence of the Economic-Buyer and implement sales enablement programs to turn around these key sales effectiveness metrics?

In this webinar we will discuss ways you can fight Frugalnomics, by using value-selling best practices and tools to:

• Better Connect with and Engage Economic-Focused Executives,
• Make the Case for Change – Quantifying the Cost of Doing Nothing and Incremental Value of Proposed Solutions,
• Differentiate Your Value - Quantifying the Competitive Value of Proposed Solutions.

Marketers are investing more and more in social media efforts, with significant 40% or more annual increases predicted by several market research firms over the next year. To validate the significant spending growth, marketers also understand that you must make an effort to deliver social media results and success, but what investments are required, and how much effort needs to be expended to deliver specific results?

As social media marketing efforts increase, so does the investment required. And in today's "age of austerity", every significant investment now requires proof of bottom-line impact and superior value – a condition called Frugalnomics. As a result, with the social media spending increases, comes increased executive scrutiny, and challenges from other stakeholders who may be losing budget to these efforts. This is driving the need for better social media measurement and return on investment (ROI) accountability.

This webinar will examine:

• The latest research on the need for ROI measurement,
• The Social Media Value Chain, a successive measurement and calculation methodology for quantifying the value and ROI for social media,
• Important best practices for driving social media ROI success, including the latest research on engagement success, and the Social Media Hierarchy of Needs,
• The Social Media Marketing ROI Calculator, a new predictive model and interactive on-line tool for assessing the potential ROI from social media marketing efforts.

With two recessions over the past 10 years, buyers have become more focused on quantifiable bottom-line proof points for most large investments. Even though a recovery is at hand, there remains significant pressure to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial accountability on each purchase.

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. And this trend is not expected to end, even as the recovery takes hold.

As a result of Frugalnomics and other market drivers:

• 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales,
• 72% indicated an increase in buying cycle time over the past 6 month,
• The buying cycle timeframe has increased over 10% in the past 12 months.

How can you overcome the skepticism and diligence of the Economic-Buyer and implement demand generation programs to turn around these key marketing effectiveness metrics?

In this webinar we will discuss ways you can fight Frugalnomics, by using value-marketing best practices and tools to:

• Better Connect with and Engage Economic-Focused Executives,
• Empower Internet Fueled Buying Cycles,
• Overcome Information Overload with Personalization,
• Make the Case for Change – Quantifying the Cost of Doing Nothing and Incremental Value of Proposed Solutions,
• Differentiate Your Value - Demonstrating and Quantifying the Competitive Value of Proposed Solutions.

Research for 2011 indicates that a key mandate for many sales leaders is to get their sales organizations calling higher in their customer organizations. The focus of these efforts is to position value-based solutions where business value resonates – with senior executives.

As sales organizations look to "sell higher", buyers are increasingly taking more and more control of their buying process – and inviting sales organizations later in that process (if at all). By the time a salesperson has an initial conversation with a customer, it is likely that the customer has a pre-ordained need and an existing vision of what the solution to that need looks like. In effect, buyers are pushing salespeople down the value chain.

The result – diametrically opposed forces that will require sales organizations to re-think how they prepare their reps with the right tools, processes, skills and knowledge to be successful.

Join SiriusDecisions and Alinean for our Webcast, Diametrically Opposed Forces: Selling Value in a Buyer Controlled World. In this Webcast we will discuss:

• The concept of "pre-ordained" need.
• Understanding and managing the disintermediation of sellers by buyers.
• The challenges in reaching executives in today's Frugaleconmics world.
• Identifying the skills, knowledge, processes and tools required for success.
• Provide an action plan to help get your salesforce from "here" to "there".

We've all been told “don't talk to strangers,” but the reality of most B-to-B marketing is just that: Contacting strangers in the hope they're interested in what we want to sell.

The antidote is not to be a stranger: Shift marketing to focus on what you know about buyers and use it to position your company, message and value proposition in the most relevant way. The good news is that this approach can be more cost-effective and efficient than traditional marketing efforts, leveraging the Web to fuel today's prospect driven buying cycles — attracting buyers when and where they seek knowledge and decision making tools. However, the challenge for marketers is to cut through the online clutter, using this channel to effectively engage today's frugal / skeptical buyers in a dynamic, personalized and relevant manner.

In this webcast we discuss the foundation for buyer-driven marketing and how better buyer information matched with Interactive Smart ContentTM can deliver more inquiries at a lower cost.

With the recent economic downturn and the perceived costs of a major upgrade many companies have put off their deployment of newer IT systems and solutions.

IDC has completed some recent research into the costs of supporting and maintaining technology beyond its normal lifetime vs. the costs and benefits of upgrading/migration.

Randy Perry, IDC's Vice President of Business Value Strategy discusses the real costs of doing nothing and builds the financial case for upgrading now.

Everyone knows it's tough out there. Instead of talking about the bad, it's time for an action plan to prove how good it can be again.

Featuring real-world case study examples, this timely session will outline how savvy sales and marketing teams can serve up a winning strategy with Alinean's 5-step plan:

Learn how to:

• Connect better with frugal buyers
• Reach out and sell upwards to Cx-level Executives
• Align your proposals to your cusomters' key company objectives
• Accelerate the process by automating business case develpoment
• better Compete, by quanifying your competivitve advantage.

Doing this has been proven to:

• Accelerate Sales Cycle by 60%
• Increase Lead Generation by 121%
• Improve Proposal Success Rate by 88%
• Reduce discounting & improve deal size by 30%
• Increase up-sell & cross-sell opportunities by 3x

Learn how to better connect your sales teams and marketing campaigns into the Customer Buying Process. Joe Galvin, SiriusDecisions VP and Service Director, will discuss how to:

• Deliver Growth Amid Financial Chaos - Reducing Sales Cycles and Increasing Average Deal Size Represent Increased Productivity.
• Deconstruct the Buying Cycle - Prospects demand increasingly detailed and specific information as they advance through their buying cycles. Sales reps must be able to deliver a variety of customer value messages to discrete audiences to successfully navigate this process.
• Leverage Technology to Facilitate Selling - Sales Automation 2.0: not just Sales Management software - but Sales Readiness Applications can assist in the creation, configuration and communication of customer solutions. Sales readiness platforms combine knowledge, tools, resources and training in a composite application. Value assessment tools for benchmarks, solution configuration, ROI/TCO enhance the value proposition and clarify cost benefit.

How do companies actually obtain and measure the data to prove cost savings? And how do they measure the direct effect of helping the environment?

Learn how to how to capture and quantify the data around Green IT initiatives Randy Perry, IDC's Vice President of Business Value Consulting, discusses how many organizations are realizing that Green initiatives around Information Technology save money and help the environment.

View the recorded Webcast for an informative session on how to capture and quantify the data around Green IT initiatives.