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. New buyer behavior, new ways to digitally interact and a keen quest for revenue ensure this role stays in place and may even expand. But all is not lost. The role of marketing in driving revenue is here and it is not going away.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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. They are time-challenged and want to interact with salespeople based only on their needs and schedules. Solution: Curate content and make it easily searchable.

Social Media 60

Social Media Social Marketing Media Planning 60

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

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

B2B Marketing Zone Posts

OCTOBER 5, 2010

When Thought Leadership Isn’t - Marketing Interactions , September 20, 2010 Many B2B marketers cite a goal of their content marketing programs as establishing their company as thought leaders in their marketplace. Disintermediation (3). Before the Event. Know your place. Introduction and Definitions. Social Media (239).

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40