CEO of Customer Think Corp, Bob Thompson, penned an article in October 2012 where he berated those involved in B2B sales and marketing for failing to acknowledge the growth in customer power when it ...

B2B organizations need to use the CDJ in three ways to increase sales: 1. Find out what matters to your decision makers. It’s not enough to identify the decision makers in an organization.

Thankfully, there’s data to show what kind of content buyers use during their decision-making process. Most B2B buyers say they rely heavily on white papers (82%), webinars (78%), and case ...

Big B2B vs. B2C differences. With longer sales cycles and especially at the top of the funnel, ... empowering complex decision-making hierarchies and extensive documentation needs.

How to Engage B2B Decision-Makers Who Generate Your Sales and Margins: Market Focus (Article 1 of 4) by Mark Eardley. save. In our B2B marketing guidebook Business-to-Business Marketing: A ...

Social proof influences our decision-making process. If many others proclaim a product is good, we're more likely to trust that product. In B2B sales, too, social proof can be a powerful tool. To make ...

Growth analytics is a powerful enabler of resilience and organic growth for B2B companies, especially in times of market volatility. Pioneers have consistently achieved 10 to 20% revenue growth.

Taking advantage of this shift is challenging because it requires moving from deeply embedded B2B sales and marketing models to data-driven, digitally powered partnerships between sales, marketing and ...