The ROI Guy

MAY 19, 2015

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. Create a sales support function that provides reps what they need to keep selling. More activity does not equate to more effectiveness.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

JULY 23, 2015

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. Segmented pricing analyses, pocket listings). This was all pre Zillow, Trulia and Realtor.com.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40