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.
The ROI Guy
NOVEMBER 4, 2010
Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. In this blog post, I present a few of the key research metrics and advice. Tom then served Gartner as a Managing VP.
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The ROI Guy
DECEMBER 6, 2010
In a recent survey by IDC, 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).
xiQ
AUGUST 8, 2015
But Gartner research (see here and here ) indicates a very different contemporary buying reality. The research also found that, across all buying streams, buyers emphasized that interactions with sellers — technical demonstrations, sales presentations tailored to my company’s need – should be about the buyer’s needs.
xiQ
AUGUST 8, 2015
But Gartner research (see here and here ) indicates a very different contemporary buying reality. The research also found that, across all buying streams, buyers emphasized that interactions with sellers — technical demonstrations, sales presentations tailored to my company’s need – should be about the buyer’s needs.
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