The ROI Guy

NOVEMBER 4, 2010

From these findings, to better align sales / marketing with buyer requirements, the advice from IDC is to allocate more budget to business benefit and financial assessment content, tools and sales support. Declining from 2009 is budget allocations and spending for search ads and search engine optimization, as well as display ads.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Specious talk about disintermediation of salespeople obscures the real issues facing firms. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Specious talk about disintermediation of salespeople obscures the real issues facing firms. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48