The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call this the “Internet fueled buying cycle.&# Can sales be made relevant and valuable again in these key stages of the buying cycle? The End of Sales as we Know It?

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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.

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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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