The ROI Guy

JULY 11, 2017

Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation.

B2B Sales 66

B2B Sales Forrester B2B Disintermediation 66

xiQ

AUGUST 8, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Don’t believe the hype.

Sales Management 62

Sales Management Work Management B2B Marketing Management 62

xiQ

AUGUST 8, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Don’t believe the hype.

Sales Management 48

Sales Management Work Management B2B Marketing Management 48

The ROI Guy

MAY 19, 2015

Last week we had the pleasure of attending our 10 th SiriusDecisions Summit in Nashville, a gathering of over 2,300 sales and marketing professionals. Popular metrics indicate that buyers are 57% percent of the way through their purchase process before they engage a sales rep (CEB). 2 - Content is King?

Planning 40

Planning B2B Sales Paid Search Agency Marketing & Strategy 40

The ROI Guy

MAY 18, 2017

This means connecting, engaging and convincing different stakeholders during the earlier exploration phases, and then doing it all over again for others more heavily involved in the evaluation and selection process. Who’s in Charge: The Business or IT? Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people.

Gartner 65

Gartner Enterprise Management Work Management Business 65

Exo B2B

JUNE 5, 2020

In contrast, digital transformation is a fundamental rethinking of the business itself, its products and services, what market it addresses, and especially what its future business models will be. As a consultant, I had been helping organizations radically re-imagine the way they market and communicate since 2006. The challenge?

Digital Transformation 132

Digital Transformation Work Management Enterprise Management Paid Search Agency 132

Biznology

JANUARY 7, 2016

We’ve all heard and read a lot about customer experience recently and how the study of and practice of CE Marketing has become an area of specialization and innovation. Another viewpoint stems from that of disintermediation where facilitators (in this case retailers) are being replaced by a direct connection of manufacturer to consumer.

Loyalty 80

Loyalty Paid Search Agency Ideal Customer Profiles Branding 80