The ROI Guy
MAY 18, 2017
Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people. It is most common for buying teams to spend between three and six months in each major area of the buying cycle. Second, more deals are being lost, not to the competition, but to “No Decision”.
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.
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The ROI Guy
NOVEMBER 4, 2010
In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. In this blog post, I present a few of the key research metrics and advice.
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.
B2B Marketing Zone Posts
OCTOBER 5, 2010
Tribes Rule the Hyper-Social Organization - Paul Gillin , September 8, 2010 I’ve been looking forward to reading The Hyper-Social Organization since I first heard François Gossieaux and Ed Moran discuss the findings of their “Tribalization of Business&# research at a conference two years ago. Disintermediation (3). Tweet This!
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