The ROI Guy

MAY 18, 2017

According to Gartner, the average enterprise technology buying team now includes more than 13 people ! Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people. According to Gartner, enterprise buying efforts often take 12 months or more.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

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. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

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

6sense

FEBRUARY 14, 2022

Eric is a former Gartner and TOPO analyst who has long specialized in demand generation, digital, content, and media. As inventory moves through programmatic channels, it disintermediates the relationship between the seller and the buyer — and it makes it a lot easier for someone with fraudulent intent to step into the middle of that.

Advertisements 62

Advertisements Advertising Practices Disintermediation 62

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Specious talk about disintermediation of salespeople obscures the real issues facing firms. Buyers value interaction with others at your firm besides the sales person (e.g., Buying is a continuous and dynamic process.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Specious talk about disintermediation of salespeople obscures the real issues facing firms. Buyers value interaction with others at your firm besides the sales person (e.g., Buying is a continuous and dynamic process.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

Metadata

FEBRUARY 22, 2021

A good person who establishes a good culture. I’m very excited to learn how a company can succeed and grow so fast and still institute a good culture and a good people person. That’s what I would try to tell myself to not feel like a crazy person. But yeah, that person that is passionate. I think yes.

B2B 52

B2B Enterprise Management Work Management Marketing Management 52