Business Disintermediation Presentation Sales Management 
The ROI Guy
APRIL 21, 2017
In the session, Nancy and I discussed the importance of value storytelling and quantification and its correlation to sales effectiveness. But that is not enough for today’s more skeptical buyer and complex decision making process. The highest performing sales reps definitely do things differently when it comes to Value.
The ROI Guy
MAY 18, 2017
This means connecting, engaging and convincing different stakeholders during the earlier exploration phases, and then doing it all over again for others more heavily involved in the evaluation and selection process. Who’s in Charge: The Business or IT? According to Gartner, enterprise buying efforts often take 12 months or more.
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The ROI Guy
JULY 23, 2015
We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.
Outgrow
SEPTEMBER 15, 2022
The fundamentals of growing a SaaS business. De-risking the journey to scale a business by focusing purely on value-driving activity. The first one is, that before joining the SaaS startup scene, you led thinking on how disintermediation fueled brand storytelling. The state of brand storytelling in the early 2000s.
The ROI Guy
NOVEMBER 4, 2010
Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. In this blog post, I present a few of the key research metrics and advice.
The ROI Guy
DECEMBER 6, 2010
Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.
Convince & Convert
NOVEMBER 1, 2011
Brian recently published his 5th book, The End of Business As Usual. Futurist, big thinker, gadabout, raconteur, and author of “The End of Business as Usual” , Mr. Brian Solis. I also wanted to write at the executive level, because one thing I heard about The End of Business As Usual. Jay: Hey everybody. Brian: Wow.
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