Marketers, by now, are well-versed in the customer journey. And for good reason: being aware of the twists and turns a customer takes on the way to a sale is incredibly instructive—not to mention ...

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 ...

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 ...

If you are not included in that answer, you are not just ranked lower; you are effectively erased from consideration.” — Ash Lockett, Head of B2B Marketing at ...

The pressures of today's B2B sales landscape are vast. There are longer sales cycles, an increased number of stakeholders (6-10 people are now involved in the B2B buying process), greater appetite to ...

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 ...