Blogger Demand Disintermediation SMB 
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. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. New TCO Calculator: EMC SMB Virtual Solutions Advi. Latest Research.
The ROI Guy
NOVEMBER 4, 2010
With the Great Recession more pressure than ever is on IT to do-more-with-less, and the economic buyer is firmly in control, demanding even more financial due diligence. Sales is being invited later into the decision making process and even worse, potentially disintermediated from the cycle altogether. Powered by Blogger.
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