People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for ...

As B2B marketing evolves, so do B2B buyers. Along with the rise of various technologies and fluctuating economic conditions, the B2B buyer's journey has changed, as has how buyers make decisions.

If you are not included in that answer, you are not just ranked lower; you are effectively erased from consideration.”— ...

In the complex world of B2B sales, there is often confusion between the selling journey and the buying journey. Many businesses mistakenly assume that these two processes are naturally aligned, or ...

One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general ...

Imagine you're about to make a significant purchase for personal or business reasons—a decision involving considerable consequences and investment of time, effort, and money. Consider a scenario where ...

Welcome to the era of the self-serve B2B tech buyer. According to recent data, B2C trends like convenience and access to easy-to-find product information like pricing and peer-to-peer reviews have ...

Shopping habits have changed in the last three years, across both the B2B and B2C landscape. Consumers who may have been hesitant to buy online began to do so for safety reasons and wound up embracing ...