Many have described the B2B buying process, but when you're building a buying-process map from the ground up, visualizing is easier—and, ultimately, easier to understand. The 'Basic' B2B Buying ...

This is pretty significant research and decision-making taking place without you. In a B2B study, CEB shows that buyers are not contacting suppliers until they are 57% of the way through the buying ...

AI-powered research tools are eliminating traditional sales steps, forcing marketers to rethink how they attract, engage and convert increasingly self-directed buyers. The post AI tools are rewriting ...

The most decisive factor in B2B buying today isn’t price or even performance, but fear – specifically, the fear of not being able to defend a buying decision if it turns out to be the wrong ...