Remove BtoB Remove Disintermediation Remove Forrester Remove Pricing
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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.