The ROI Guy

JULY 11, 2017

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

B2B Sales 66

B2B Sales Forrester B2B Disintermediation 66

The ROI Guy

APRIL 21, 2017

When it comes to value, many think its all about financially quantifying the ROI impact of proposed solutions. For example, helping gain awards or accolades from executives and peers, going home early to be with family and kids, getting a promotion, and reducing risk of job disintermediation or disruptive job loss.

Personalization 56

Personalization Webcast Disintermediation Peer-to-peer 56

Exo B2B

JUNE 5, 2020

When data drive decisions, these decisions can be made quickly at lower levels, dramatically reducing the need to move the proposal up the hierarchy for approval after approval. Like any major organizational change, this requires the right tools and adequate training about how to use them (both tactically and strategically).

Digital Transformation 132

Digital Transformation Network Marketing Marketing Proposals Disintermediation 132

Biznology

JANUARY 7, 2016

Another viewpoint stems from that of disintermediation where facilitators (in this case retailers) are being replaced by a direct connection of manufacturer to consumer. One suggestion I’ve often proposed, perhaps before it’s time, is the notion of leveraging events in the customer life cycle.

Loyalty 80

Loyalty Brand Identity Branding Disintermediation 80

The ROI Guy

MAY 18, 2017

For example, helping gain awards or accolades from executives and peers, going home early to be with family and kids, getting a promotion, and reducing risk of job disintermediation or disruptive job loss. #3: Prepare the materials with only the champion in mind and you might not resonate with the rest of the decision makers.

Gartner 65

Gartner Business Marketing Proposals Buying Cycle 65

The ROI Guy

MAY 19, 2015

These findings directly contradict the other analyst findings that b-to-b sales reps’ roles and importance are declining due to a disintermediation by B2B marketing and digital resources. Build sales content into the device, as well as the ability to configure quotes and proposals in real time. After the call.

B2B Sales 40

B2B Sales B2B Marketing Marketing B2B 40

xiQ

AUGUST 8, 2015

Engage: Buyers initiate further contact with providers (or accept proposals from providers) to get help in moving toward a purchase decision. Specious talk about disintermediation of salespeople obscures the real issues facing firms. Buying is a continuous and dynamic process.

B2B 62

B2B Digital Marketing Funnels B2B Sales B2B Marketing 62