Biznology

JANUARY 7, 2016

We’ve all heard and read a lot about customer experience recently and how the study of and practice of CE Marketing has become an area of specialization and innovation. In fact, it’s the nature of nearly every industry where major purchases are driven by emotion and fashion over utility and price.

Loyalty 80

Loyalty Paid Search Agency Disintermediation Ideal Customer Profiles 80

The ROI Guy

JULY 23, 2015

Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep. The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle. B2B is quite different than B2C.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

DECEMBER 6, 2010

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.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

MAY 19, 2015

Popular metrics indicate that buyers are 57% percent of the way through their purchase process before they engage a sales rep (CEB). According to the study, more than half the time, rep involvement starts at the beginning of the buyer’s journey. Create a sales support function that provides reps what they need to keep selling.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40