The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is this digital spending allocation aligning with buyer needs?

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