“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation (with my emphasis) by Robert Miller, co-creator of the ...

The pressures of today's B2B sales landscape are vast. There are longer sales cycles, an increased number of stakeholders (6-10 people are now involved in the B2B buying process), greater appetite to ...

At a high level, think of the most recent time you went shopping. How was the experience? Were your purchasing needs met? Did you share your experience with others? While business-to-consumer (B2C) is ...

One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general ...

While B2B buyers strategically browse social media discussions during their research, web search remains a top source of information. Additionally, nearly two thirds of buyers indicate that content ...