Introduction to B2B Customer Needs Understanding what your B2B customers really want is crucial for the success of your business. It’s about recognizing that B2B buyers...
From Strategy to Success: How Process Drives B2B Growth The Importance of Process in B2B Growth B2B organizations often find themselves at a crossroads between strategy...
Buying dynamics are more complex than ever. Buying groups are getting larger, sales cycles are growing longer, and expectations for personalization have increased — all transforming...
Few people in sales would dispute the importance of bringing insights to customer conversations. The Jane Austen Rule of Selling One might call this the Jane...
B2B Marketing Measurement Isn’t Trusted, And It’s About To Get Worse Let’s face the hard truth. Trust in marketing measurement is already poor, and if left...
Collaborative Innovation in B2B The Rise of Collaborative Innovation Collaborative innovation is a hot topic in the B2C space, where it overlaps with crowdsourcing. However, we...
