Remove BtoB Remove Buzz Remove Disintermediation Remove Leads
article thumbnail

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

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.

article thumbnail

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

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. Alinean recognized by BtoB Magazine’s as one of To.