The ROI Guy
APRIL 21, 2017
I recently had the pleasure of interviewing Nancy Maluso, Research Director from the analyst firm Sirius Decisions in our webcast” What a Buyer Wants, What a Seller Needs. In the session, Nancy and I discussed the importance of value storytelling and quantification and its correlation to sales effectiveness.
The ROI Guy
MAY 18, 2017
Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people. More stakeholders than ever are engaged in enterprise buying decisions. According to Gartner, the average enterprise technology buying team now includes more than 13 people ! Who’s in Charge: The Business or IT?
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The ROI Guy
DECEMBER 6, 2010
From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#.
The ROI Guy
NOVEMBER 4, 2010
In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. In this blog post, I present a few of the key research metrics and advice.
xiQ
AUGUST 8, 2015
But Gartner research (see here and here ) indicates a very different contemporary buying reality. Evaluate: Buyers take a closer look at options uncovered while exploring, again leaning heavily on self-directed search and peer interactions as well as vendor sales representatives. The sales force is more important than ever.
xiQ
AUGUST 8, 2015
But Gartner research (see here and here ) indicates a very different contemporary buying reality. Evaluate: Buyers take a closer look at options uncovered while exploring, again leaning heavily on self-directed search and peer interactions as well as vendor sales representatives. The sales force is more important than ever.
Buzz Marketing for Technology
JUNE 27, 2008
Dave Pollards environmental philosophy, creative works, business papers and essays. In search of a better way to live and make a living, and a better understanding of how the world really works. September 2006. Its time for the knowledge champions of the world to get together, and to get our act. together. I believe time is running out.
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