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

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 ...

For an industry where the purchasing process was long defined by showrooms, a handwritten number slid across the desk and multiple back-and-forths with “the manager,” this data makes one thing ...

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.

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 ...

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 ...

Discover real-world Account Based Marketing (ABM) and Demand Generation insights to help drive your B2B success. Explore our expert-led resources and best practices for targeting high-value accounts, ...

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 ...

Access to information has completely changed the way people make buying decisions today, and it s influencing your agency whether you realize it or not. Web influence has been incredibly successful ...