Mar 13, 2020 Your customers need your help! By Tom Elgar A fascinating article from HBR on buying processes in B2B. The idea is that the buyer, with the greatest information source the world has...
Oct 31, 2018 If you aren't building consensus for a sale from day one - you're losing. By Samuel Page I've been reading a lot recently about marketing and how B2B firms need to reach out to buyers earlier in the sales cycle. (related: Only...
Oct 19, 2018 Gartner - the idea of Marketing handing over to Sales is both wrong and damaging By Adam Elgar The shift in B2B buyer behaviours continues to drive change in vendor organisations. People are no longer researching online, reading...
Oct 11, 2018 Helping your customers to buy By Adam Elgar I first came across the concept below of Enterprise Sales helping customers to buy in a tweet from Marc Andreessen but it really...
Oct 01, 2018 In B2B, buying has changed, but selling hasn't By Tom Elgar Spend more than a few minutes at a B2B marketing event and someone will bring up the statistic that 69% of the buyer journey happens...
Sep 07, 2018 Report: Only 53% of salespeople make target - sellers have not adapted to changing buyer behaviour By Samuel Page Marketers and salespeople have known for some time that buyers are reaching out to vendors less and less. There is an excellent study...