Buying Cycle Demand Disintermediation Sales Cycle 
ViewPoint
OCTOBER 10, 2011
Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. This disintermediation with sales has effectively given control of the sales cycle to the buyer. But all is not lost.
The ROI Guy
OCTOBER 22, 2010
Internet fueled buying cycles - research by IDC and Sirius Decisions both indicate that sales professionals are being engaged later and later in the buying cycle, if at all. With more information available, and growing skepticism in vendors, buyers have taken control of the purchasing cycle.
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Industrial Marketing Today
SEPTEMBER 27, 2010
Even though the widespread adoption of social media in industrial marketing has been slower than general B2B and B2C marketing, it has had a serious impact on industrial sales, especially on the traditional role of the outside sales rep. Conduct a content audit and make sure you have mapped your content to the buy cycle.
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. 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.
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. These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.
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