ViewPoint

OCTOBER 10, 2011

She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Buyers can now glean a majority of information on potential solutions from the web or through social media. This disintermediation with sales has effectively given control of the sales cycle to the buyer.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

The ROI Guy

OCTOBER 22, 2010

In a recent blog post from Software Advice's Lauren Carlson , this emerging CRM analyst indicates how hot the market for marketing automation software has become, and although the niche was timid several years ago, marketers are now adopting these systems aggressively. Sales cycles are longer in a down economy.

Marketing Automation Services 40

Marketing Automation Services Budget Programs Marketing Automation Software 40

Industrial Marketing Today

SEPTEMBER 27, 2010

Digital marketing has also changed how industrial and technical buyers behave, search and consume information that they need at different stages of the buy cycle. Here’s how I see the impact of the changes: Industrial buyers are using more and more online resources for initiating and going deeper into the industrial buy cycle.

Social Media 60

Social Media Social Marketing Media Planning 60

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call this the “Internet fueled buying cycle.&# Can sales be made relevant and valuable again in these key stages of the buying cycle? The End of Sales as we Know It?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

B2B Marketing Zone Posts

OCTOBER 5, 2010

One of the best sources of information is industry statistics. Hard Data to Justify Your Marketing Automation Investment - Customer Experience Matrix , September 1, 2010 Summary: So you want some hard numbers to prove the value of marketing automation? Continue reading. This is set to reach 12% by 2013. Here’s a bunch.

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40