B to B Buzz Disintermediation Product 
The ROI Guy
DECEMBER 6, 2010
To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.
B2B Marketing Zone Posts
OCTOBER 5, 2010
This is an admirable goal, as prospects are looking for experts, not just products or solutions. In the past high tech buyers relied on sales reps to provide them with updates on industry trends and product information. Disintermediation (3). However, becoming a thought leader takes a bit more effort than you may think.
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