The ROI Guy

DECEMBER 6, 2010

To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Provocation-Based Selling: Loosening the Status-Qu. .

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

To help cut through the constant information overload, and help guide decisions more effectively, the most valuable content is that which is tuned to be relevant and engaging to the buyer - one-to-one personalized for example by industry, location, size, stage in buying cycle, role, pain points and opportunities.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

MAY 19, 2015

Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs. 3 - More Activity = More Effectiveness?

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40