article thumbnail

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

The ROI Guy

These findings directly contradict the findings of CEB and Forrester that b-to-b sales reps’ role and importance are declining due to a disintermediation by B2B marketing and digital resources. In a recent blog article, you point to several B2C examples that could perhaps point the way to what lies ahead for B2B sales reps?

article thumbnail

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

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.

article thumbnail

Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

0160; Just think about this for a second: 70% of b-to-b marketers of all sizes do not feel their social media marketing is effective. Disintermediation (3). - Junta 42 , September 16, 2010 Throughout the process of sifting through the data from our B2B Content Marketing study, a couple favorites stood out. Social Media (239).