BtoB Buying Cycle Disintermediation Purchase 
The ROI Guy
NOVEMBER 4, 2010
As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase.
The ROI Guy
DECEMBER 6, 2010
At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. Many vendors will also need to consider adding “buy it now&# options for solutions they would never have thought to have this for in years past.
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