Blogger Disintermediation Gartner Lead 
The ROI Guy
DECEMBER 6, 2010
From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.
The ROI Guy
NOVEMBER 4, 2010
However, the importance of content and lack of priority towards direct engagements points to a troubling trend in that today’s Internet fueled, buyer controlled purchase process is disintermediating sales from the purchase process. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.
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