Disintermediation Personalization Presentation Sales Management 
The ROI Guy
APRIL 21, 2017
In the session, Nancy and I discussed the importance of value storytelling and quantification and its correlation to sales effectiveness. But that is not enough for today’s more skeptical buyer and complex decision making process. The highest performing sales reps definitely do things differently when it comes to Value.
The ROI Guy
JULY 23, 2015
We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.
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The ROI Guy
MAY 18, 2017
This means connecting, engaging and convincing different stakeholders during the earlier exploration phases, and then doing it all over again for others more heavily involved in the evaluation and selection process. Who’s in Charge: The Business or IT? Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people.
Outgrow
SEPTEMBER 15, 2022
The first one is, that before joining the SaaS startup scene, you led thinking on how disintermediation fueled brand storytelling. So I’m looking back in the mid-2000s and the internet was stable, and people have figured out that they needed websites and that they needed to present themselves there. The Big Questions!
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. Content may indeed be king.
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. The invitation often coming after key decisions have already been made.
Convince & Convert
NOVEMBER 1, 2011
Obviously the publishing business is disintermediated, and we understand that. It was a fantastic illustration that you have in the book that shows your own personal media usage habits and the channels across the social Web that you used a few years ago versus the ones that you use now. But is long form publishing counter-cyclical?
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