Buying Process

Article
The B2B Buying Disconnect: Insights on the Gap Between Vendors and Buyers
Research from a number of analyst firms over the past few years has revealed that the B2B purchasing process has changed—the new technology buyer is more empowered and conducting more independent research than ever before. What’s unclear is how technology vendors have adjusted their go-to-market strategies to match this new paradigm....
Research from a number of analyst firms over the past few years has revealed that the B2B purchasing process has changed—the new technology buyer is more empowered and conducting more independent research than ever before. What’s unclear is how technology vendors have adjusted their go-to-market strategies to match this new paradigm....
Article
Branding: The Other Half of Your Go-To-Market Journey
The old adage that good marketing can’t sell a bad product is true. I’ve seen brands throw millions of marketing dollars at products that ultimately flopped. As product professionals, we internalize this lesson and combat its occurrence by taking an outside-in approach when it comes to product development. But what about the...
The old adage that good marketing can’t sell a bad product is true. I’ve seen brands throw millions of marketing dollars at products that ultimately flopped. As product professionals, we internalize this lesson and combat its occurrence by taking an outside-in approach when it comes to product development. But what about the...
Article
Gain the House Advantage: The Benefits of Mapping Your Buyer’s Process
You’re not communicating if you’re marketing to someone you don’t know.
You’re not communicating if you’re marketing to someone you don’t know.
Article
Give Buyers What They Want: How B2B Companies Can Use Online Reviews to Get Ahead
In the last two years, business technology buyers have increasingly adopted consumer-like behavior as they evaluate products. They now complete more than half of their evaluation process before contacting sales, and they seek opinions from other users ahead of vendors and analysts. In fact, two-thirds search online for peer reviews or testimonials,...
In the last two years, business technology buyers have increasingly adopted consumer-like behavior as they evaluate products. They now complete more than half of their evaluation process before contacting sales, and they seek opinions from other users ahead of vendors and analysts. In fact, two-thirds search online for peer reviews or testimonials,...
 
Webinar
Making the Perfect Match: Adapting to Your Buyers' Process
Every organization has a sales process, but does it align with your prospects' buying process? Things have changed in your business and their businesses. The way we sell needs to follow suit. Our February Webinar focused on how to evaluate your existing sales process to ensure it aligns with your customers' buying process,...
Every organization has a sales process, but does it align with your prospects' buying process? Things have changed in your business and their businesses. The way we sell needs to follow suit. Our February Webinar focused on how to evaluate your existing sales process to ensure it aligns with your customers' buying process,...
Webinar
Mapping the Sales Trail
Are you going down a dead-end trail with the wrong customers? Are your best prospects wandering away or taking too long to say yes?
Are you going down a dead-end trail with the wrong customers? Are your best prospects wandering away or taking too long to say yes?
Webinar
Tuned In Social Media - Webinar
 By David Meerman Scott
 By David Meerman Scott
Article
The Eight Rules of Successful Win/Loss Analysis
Extracted from “The Reality of Perception: Aligning Your Buyer and Seller Process”
Extracted from “The Reality of Perception: Aligning Your Buyer and Seller Process”
Article
Customer Affinity: How to Get It, What to Do With It
Affinity! That illusive icon in the distance that every company wants to attain. When you have it, you’re golden. When you don’t, everything’s a struggle. Here are some basic ingredients for creating customer affinity.
Affinity! That illusive icon in the distance that every company wants to attain. When you have it, you’re golden. When you don’t, everything’s a struggle. Here are some basic ingredients for creating customer affinity.
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