The role of millennials in B2B buying decisions, and their distinctive attitudes and behaviors as business buyers have become major…
B2B Buying Process
Have the Differences Between B2B and B2C Marketing Disappeared?
Recently, it’s become popular to downplay the differences between B2B and B2C marketing. Some industry analysts and commentators have forcefully…
Why One Strategy for the Status Quo Isn’t Enough
B2B purchases come in all shapes and sizes, and B2B buying decisions are made under a wide variety of circumstances.…
New Research on the Attributes of Complex Buying Decisions
Demand Gen Report recently published the findings of its eighth annual B2B Buyers Survey. The 2019 survey received responses from…
Why B2B Buying Cycles Are So Long
(The following is a post I published about two years ago. Since then, the number of people in the average…
The Key Characteristics of Business Technology Buying
TrustRadius recently published The 2019 B2B Buying Disconnect report, which provides several important insights regarding the sale and purchase of…
Why Buying Scenarios Should Be Part of Your Planning for 2019
The stereotypical image we have of B2B buying is that it involves expensive and/or complex products or services, large buying…
Research Says “Bullies” Dictate Most Buying Decisions
The conventional wisdom is that B2B buying decisions are made by buying groups that must reach a consensus. New research…