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.

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The ROI Guy

JULY 23, 2015

The original recording can be accessed at: [link] There has been some controversial research from several top analysts on the Death of the B2B Sales Rep. 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.

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The ROI Guy

NOVEMBER 4, 2010

In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. In this blog post, I present a few of the key research metrics and advice.

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The ROI Guy

DECEMBER 6, 2010

From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#.

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The ROI Guy

MAY 19, 2015

And plenty of controversy too, with SiriusDecisions taking on three big industry myths, with important new research findings: #1 - Death of a Salesman? Popular metrics indicate that buyers are 57% percent of the way through their purchase process before they engage a sales rep (CEB).

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FEBRUARY 22, 2021

I think our one big compelling point, we’ve been working [Forrester] for years. I did some research, I remember with HubSpot, if I’m not mistaken, I’m a customer for maybe a decade now. The internet is about disintermediation. The market is converging to where you thought it’s happening. Come on, at SaaS?

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