The ROI Guy

DECEMBER 6, 2010

To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. As a common example, an Internet empowered prospect will often self-diagnose their issues, but may not do so completely or accurately.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

To help cut through the constant information overload, and help guide decisions more effectively, the most valuable content is that which is tuned to be relevant and engaging to the buyer - one-to-one personalized for example by industry, location, size, stage in buying cycle, role, pain points and opportunities.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Sales people have not been replaced by digital, and providing relevant solutions remains key in most B2B buying scenarios. Specious talk about disintermediation of salespeople obscures the real issues facing firms.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

But Gartner research (see here and here ) indicates a very different contemporary buying reality. Sales people have not been replaced by digital, and providing relevant solutions remains key in most B2B buying scenarios. Specious talk about disintermediation of salespeople obscures the real issues facing firms.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48