Disintermediation Gartner Marketing Budget Creation Website Personalization 
The ROI Guy
DECEMBER 6, 2010
An empowered buyer means that the role of sales will dramatically be impacted, requiring sales enablement and marketing to help redefine and drive a new breed of value selling professional. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).
The ROI Guy
NOVEMBER 4, 2010
When we look at marketing budgets however, we find that marketing spending is not aligned in most cases with this financial decision making criteria. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives.
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