Blog Posts - B2b Buying Process

How to Make the B2B Sales Process Fit the Buyers

The business-to-business (B2B) sales process is not a one-size-fits-all proposition. The usual comparisons between B2B and business-to-consumer (B2C) neglect the obvious fact that the target business size greatly affects the selling process. Selling...
by SiteProNews on Feb 10, 2016

How Millennial B2B Buyers Make Purchase Decisions

For the past several years, the practice of B2B marketing has been changing in fundamental and profound ways. Digital technologies have transformed how business buyers access information and interact with peers, colleagues, and vendors. Easy access t...
by on May 18, 2015

How to Avoid Lead Genocide

Several days ago, I came across a great blog post by Jill Konrath. If you’re not familiar with Jill’s work, she is a well-respected sales consultant/trainer and the author of SNAP Selling and Selling to Big Companies. In her post, Jill...
by on Aug 13, 2013

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