The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

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. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

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. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48