Remove BtoB Remove Cost Remove Disintermediation Remove Personalization
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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. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Research on what drives IT purchase decisions indicates that decisions are predominantly made based on financial requirements, such as enabling business growth (29%), improving profitability (25%), and reducing costs (22%). The End of Sales as we Know It?