The ROI Guy

JULY 23, 2015

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. Absolutely, one of the most referenced metrics comes to us from CEB, the creators of the Challenger Sale.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

DECEMBER 6, 2010

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.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

MAY 19, 2015

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.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40

B2B Marketing Zone Posts

OCTOBER 5, 2010

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. Disintermediation (3).

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40