B2B sales are becoming more digitalised, with fewer face-to-face meetings. Find out why marketing is taking on more sales tasks and why close collaboration is essential.

Today, B2B buying is not a straightforward transaction between businesses. One could say that it has never been. What's changed, however, is that each purchase is now characterized by a multitude ...

2. B2B purchases have long sales cycles While some consumer purchases have long sales cycles, they rarely extend to the lengths seen in B2B. We worked with a company that sold baggage handling ...

Millennial buyers value ease of doing business most when evaluating a vendor; Gen X buyers look for assurances that they'll be satisfied with their purchase; Baby Boomer buyers prize a vendor's ...

B2C examples include: B2B and B2C businesses differ in sales cycle length, purchase decisions, customer relationships, and more. The B2B sales cycle is usually longer and more complex than B2C.

More than half of large B2B purchases are set to be processed through digital self-service channels according to global market research company Forrester. This has significant implications for the ...

More than two-thirds (68%) of B2B buyers now purchase goods online, up from 57% last year, according to a recent report from the Acquity Group. Moreover, the number of B2B buyers who spent 90% or more ...

Effective sales and marketing in B2B relies on accounts. Salesforce was designed to focus on leads. Therein lies the problem. The post How the Salesforce Lead Object broke B2B marketing (and how to ...

B2B brands have to work hard to beat off competition. Olivia Harry of Nelson Bostock (part of Accenture Song) shares insights ...

Forrester predicted that in 2025 more than half of large B2B purchases will be processed through digital self-service channels. This will see transactions of $1million or greater being processed ...

Today’s business-to-business (B2B) sales cycle is not just long, it fails to meet the changing needs and expectations of customers, especially within the technology industry. Applying proven ...