Remove Customer Remove Disintermediation Remove Linkedin Remove Relationship

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P-Cube Rising: Procurement is Cool Again

B2B Marketing Unplugged

With the end of solution selling, Corporate Executive Board suggests that the P-Cube is back in the game and “actively trying to disintermediate the customer-supplier relationship” at the same time that it is rapidly professionalizing.  According to Harvard Business Review, we’re finally spending again and external suppliers are seeing four percent more of revenue than in 2011.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

Tom Pisello

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Content is King?

Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

Social CRM: social media and communities in customer relationship management and marketing - Conversionation , September 9, 2010 Let me start this post with a quote from “Using your customers’ desired actions to increase your sales”, a paper Gerry McGovern and Kristin Zhivago published earlier this year. You think you know what is important to customers. Hard Data to Justify Your Marketing Automation Investment - Customer Experience Matrix , September 1, 2010 Summary: So you want some hard numbers to prove the value of marketing automation? Customer (230

The New Symbiosis of Professional Networks: Social Media’s Impact on Business and Decision-Making

Leader Networks

great deal of attention and research has been devoted over the last few years to evangelizing social media as a new form of customer-centric relationship building. Build a network or use social media to deepen customer intimacy has become the mantra of today. Human relationships and peer-to-peer decision making are inherently interrelated. Is this person knowledgeable?

Have Digital Marketing and Social Media Killed the Industrial.

Industrial Marketing Today

Complex industrial sales require many face-to-face meetings with several stakeholders within the customer’s organization. The salesperson may have to spend a lot of time re-educating the customer and correcting misunderstandings Customers are prisoners of their own experiences (we all are). Every disruptive technology is known to cause major upheavals in any industry.

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) The software vendors that are our customers report that buyers are increasingly hard to reach, even when the buyer requests information from the vendor (A humorous note: these are often the same vendors that didn’t return our calls when we were first recruiting them). Marketing bloggers like Craig Rosenberg and Jon Miller are talking about it too. “IT” is the disintermediation of the sales person. If your customers are on Twitter, you should be “tweeting”.

Wake Up, Boss! Your Salespeople Need Help

Jill Konrath's Fresh Sales Strategies Blog

How can I convince him that things have changed?" I always send them to " A Candid Letter from Your Frazzled Customer. " which is from Chapter 1 of my new book. Marketing bloggers like Craig Rosenberg and Jon Miller are talking about it too. “IT” is the disintermediation of the sales person. If your customers are on Twitter, you should be “tweeting”. Bing too.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Content is King?

PKM and the Organization - Pollard

Buzz Marketing for Technology

And the creative people who often had the Knowledge Director thrust upon them conceived of KM as a means for increasing organizational innovation, customer satisfaction and employee retention. One of the initial goals of KM was disintermediation -- getting rid of the layers between front-line people and useful information. Tools and mechanisms for surveying employees, customers and the informed public and otherwise tapping the Wisdom of Crowds (including prediction markets and decision support applications). LinkedIn. September 2006. Sat. 1. 2. 3. 4. 5. 6. 7. 8. 9.