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Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

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.

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Three Value Perspectives: Business, Functional and Personal

The ROI Guy

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.

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How customer experience supports brand loyalty through relationships

Biznology

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.

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Gartner: Are Your Ready for More Buyers and the IT to Business Shift?

The ROI Guy

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.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

From the research, IDC indicates that vendors should invest in content, tools and support to help buyers proactively identify and frame their issues / opportunities and quantify the benefits and value of proposed solutions in order to prove contributions to growth, savings and bottom-line impact.

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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. Even with a continued recovery and more financial optimism through 2011, the shift to frugality is fundamental and permanent.

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What Salespeople Need to Know About the New B2B Landscape

xiQ

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.