Category: B2B Selling Process
-
In 2015, Millennials became the largest generational cohort in the US population and the largest generation in the US labor force. Research studies by the IBM Institute for Business Value, Google/Millward Brown Digital, Sacunas (now Merit), and SnapApp/Heinz Marketing have shown that Millennials are now playing significant roles in B2B purchase decisions. So it seems clear…
-
Yesterday, I performed a Google search using the term “sales and marketing alignment.” My search produced 239,000 results. When I limited the search to the past year, Google still returned over 50 pages of results. So clearly, sales and marketing alignment is still a hot topic in the B2B sales and marketing world. Marketing and…
-
Astute marketing and sales professionals have long understood that their toughest competitor is usually the status quo. In most cases, no sale can be made unless prospects are first willing to consider changing their current methods and practices. Given the importance of the issue, it shouldn’t be surprising that many marketing and sales experts have…