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. This, to serve a new breed of B2B buyer that completely rejects salesperson involvement and wants to manage the purchase process all on their own.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 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. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision. Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 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). In fact, the highest level of engagement with sales reps occurred during the education phase of the buyer’s journey, the first decision gate in the purchasing decision process. During the call.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40

Metadata

FEBRUARY 22, 2021

I think our one big compelling point, we’ve been working [Forrester] for years. The internet is about disintermediation. It’s like a progressive process for me. The market is converging to where you thought it’s happening. Maybe Michel, you can start? Michel Feaster: Sure. And it was like, hallelujah.

B2B 52

B2B Enterprise Management Work Management Marketing Management 52