Looking at where we're headed and where we've been, it's clear to me that B2B buying is changing. Historically, and often because a B2B sale is complex and drawn out, there was a strong need for B2B sales interaction very early in the cycle. The B2B sales rep needed to 1) understand the product or service 2) understand the market 3) understand the customer and their needs 4) know how to sell it.
Predicting the future of B2B buying
Predicting the future of B2B buying
Predicting the future of B2B buying
Looking at where we're headed and where we've been, it's clear to me that B2B buying is changing. Historically, and often because a B2B sale is complex and drawn out, there was a strong need for B2B sales interaction very early in the cycle. The B2B sales rep needed to 1) understand the product or service 2) understand the market 3) understand the customer and their needs 4) know how to sell it.