A recent report by Accenture Interactive provides several interesting insights on both the fragility of B2B seller-buyer relationships and what…
B2B Selling Process
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.…
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…
What’s Required for Effective Demand Generation
CSO Insights (a division of Miller Heiman Group) recently published its 2018-2019 Sales Performance Report. This report describes the findings…
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…
Holistic Revenue Management Moves Toward the Mainstream
Fundamental changes in the business environment have led a growing number of B2B companies to adopt new approaches for managing…
How to Persuade Prospects to Leave the Status Quo
Most B2B marketing and sales professionals recognize that their more formidable competitor is usually the status quo. The grip of…
Research Says B2B Buyers Want Strategic Partners
For decades, the basic approach to B2B marketing and sales has been to identify a prospect’s “pain points,” and then…