The ROI Guy
JULY 11, 2017
I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.
Chris Koch
NOVEMBER 7, 2012
I agree (journalism’s future will be determined by its ability to create a business model that pays better than the current one: giving away content for free and charging way too little for ads), but I think he missed the more important disruptive power that platforms like BrandVoice really do have: to disintermediate traditional marketing.
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The ROI Guy
NOVEMBER 4, 2010
IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase.
Convince & Convert
NOVEMBER 1, 2011
You probably could read it in somewhat random chapter order and still get a lot out of it. Obviously the publishing business is disintermediated, and we understand that. And there’s parts of this in the book where we talk about the effects that this is having on society. It reminds me a little bit of UnMarketing.
Industrial Marketing Today
SEPTEMBER 27, 2010
They help bridge the gap that marketing content and social media can never do According to Dave, social media is not disintermediating the great sales people, it provides them the vehicle to be a more important contributor to their customers’ success. Achinta offers his industrial clients marketing for engineers by an engineer. {
Martech
OCTOBER 10, 2022
Mastering the elusive buyer + account journey is the key to effective revenue and customer generation. Acknowledge and address the disintermediation of B2B sellers in today’s buyer’s journey. Disconnect 3: Siloed people, process, data and technology versus company-wide integration. We’re automating and spending more on tech than ever.
xiQ
AUGUST 8, 2015
So any effective sales model must adapt to changing buying protocols, not ignore or resist them. In each step, sales people are expected to perform a series of tasks, usually sequentially, in order to close. Specious talk about disintermediation of salespeople obscures the real issues facing firms. by: Frank V.
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