The ROI Guy

DECEMBER 6, 2010

At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision. Content is King?

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Metadata

FEBRUARY 22, 2021

You have to almost just get good at answering the question without really having a quantitative Gartner report or something to point to. I think our one big compelling point, we’ve been working [Forrester] for years. The internet is about disintermediation. It’s like a progressive process for me.

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