Buying Cycle Disintermediation Sales Cycle Validation 
The ROI Guy
MAY 18, 2017
According to Gartner, the average enterprise technology buying team now includes more than 13 people ! This includes seven to eight who are actively driving the buying effort, and five to six people who occasionally get involved, particularly in validation checkpoints, reviews and approvals.
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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