ViewPoint

OCTOBER 10, 2011

” However, if you’re leading a marketing organization in a B2B company, this question is directly tied to marketing’s new revenue imperative and it can be a very scary question. This disintermediation with sales has effectively given control of the sales cycle to the buyer. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

The ROI Guy

MAY 18, 2017

Back in the day, technology purchase decisions were more complex and as such, IT used to own the majority of the budget and lead almost all of the decision making process. Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

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

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.

Marketing Automation Services 40

Marketing Automation Services Budget Programs Marketing Automation Software 40

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?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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. From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

B2B Marketing Zone Posts

OCTOBER 5, 2010

B2B advertising spend on social media and lead generation sites is forecasted to grow at an annualized rate of 21% and 17% respectively to 2013. Perhaps that’s one crazy basketball game, but with your website, it’s one score after another; visits become leads, and leads become sales. Continue reading. What’s the point?

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40