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. Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years.

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). For more complex purchases, sales rep engagement starts at the beginning of the journey two-thirds of the time. Create a sales support function that provides reps what they need to keep selling.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40