The ROI Guy

JULY 11, 2017

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

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Forrester B2B Sales Disintermediation B2B 66

The ROI Guy

MAY 18, 2017

Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people. When we look at today’s sales and marketing, most content and conversations remain too focused on technology and IT decision makers, missing the mark on what matters most to executives and the business.

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Gartner Enterprise Management Disintermediation Business 65

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.

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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? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. of respondents), and peers (28.7%), especially early in the lifecycle.

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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transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. But Gartner research (see here and here ) indicates a very different contemporary buying reality. Buying is a continuous and dynamic process.

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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. And plenty of controversy too, with SiriusDecisions taking on three big industry myths, with important new research findings: #1 - Death of a Salesman? After the call.

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. But Gartner research (see here and here ) indicates a very different contemporary buying reality. Buying is a continuous and dynamic process.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48