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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. New TCO Calculator: EMC SMB Virtual Solutions Advi. Your Sales & Marketing Ready to Do Business with F. White Papers are Influence Kings, But Need Persona.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

In the early days of IT, product selling was prevalent, pitching products to innovators who were shown a product’s features and functions and then figured out on their own how to apply it to a pain / opportunity. New TCO Calculator: EMC SMB Virtual Solutions Advi. White Papers are Influence Kings, But Need Persona.