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. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Engage: Buyers initiate further contact with providers (or accept proposals from providers) to get help in moving toward a purchase decision.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

The ROI Guy

MAY 19, 2015

Last week we had the pleasure of attending our 10 th SiriusDecisions Summit in Nashville, a gathering of over 2,300 sales and marketing professionals. These findings directly contradict the other analyst findings that b-to-b sales reps’ roles and importance are declining due to a disintermediation by B2B marketing and digital resources.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Engage: Buyers initiate further contact with providers (or accept proposals from providers) to get help in moving toward a purchase decision.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

Buzz Marketing for Technology

JUNE 27, 2008

One of the initial goals of KM was disintermediation -- getting rid of the layers between front-line people and useful information. Tools and mechanisms for surveying employees, customers and the informed public and otherwise tapping the Wisdom of Crowds (including prediction markets and decision support applications). Personal KM.

Organization 100

Organization Peer-to-peer Lead Ranking Budget Programs 100