Remove B to B Remove Case Studies Remove Disintermediation
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Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

According to the study, more than half the time, rep involvement starts at the beginning of the buyer’s journey. 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.

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Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle. According to the study, more than half the time, rep involvement starts at the beginning of the journey. And rising in importance, an economic focus on ROI and the business case.

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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. Gartner CIO Study Highlights Need for Outcome-Base. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

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Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

10 B2B Social Media Case Studies and Examples - Social Media B2B , September 17, 2010 As we have learned by writing posts for this site, people are interested in examples of what other B2B companies large and small are doing with social media. 10 B2B Social Media Case Studies and Examples , September 17, 2010.