ViewPoint

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. They cut their teeth on product-price-placement-promotion—the 4 Ps of marketing. Invest time and energy in understanding how the sales teams close business. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

The ROI Guy

OCTOBER 22, 2010

Internet fueled buying cycles - research by IDC and Sirius Decisions both indicate that sales professionals are being engaged later and later in the buying cycle, if at all. With more information available, and growing skepticism in vendors, buyers have taken control of the purchasing cycle. What does that mean?

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

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. These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40