The ROI Guy

MAY 18, 2017

It is most common for buying teams to spend between three and six months in each major area of the buying cycle. According to Gartner, in the past 12 months, 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

ViewPoint

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. Buyers can now glean a majority of information on potential solutions from the web or through social media. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

Industrial Marketing Today

SEPTEMBER 27, 2010

Digital marketing has also changed how industrial and technical buyers behave, search and consume information that they need at different stages of the buy cycle. Here’s how I see the impact of the changes: Industrial buyers are using more and more online resources for initiating and going deeper into the industrial buy cycle.

Social Media 60

Social Media Social Marketing Media Planning 60

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.

Marketing Automation Services 40

Marketing Automation Services Budget Programs Marketing Automation Software 40

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 this the “Internet fueled buying cycle.&# Can sales be made relevant and valuable again in these key stages of the buying cycle? The End of Sales as we Know It?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

B2B Marketing Zone Posts

OCTOBER 5, 2010

Disintermediation (3). Introduction and Definitions. Social Media (239). 20+ Cool Social Media and Web Tools , September 15, 2010. 50 Killer Free Social Media Icon Sets , September 10, 2010. 24 Full Service Tools to Manage B2B Social Media , September 30, 2010. 10 B2B Social Media Case Studies and Examples , September 17, 2010. Media (258).

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40