Data analytics and artificial intelligence have been the most hyped tools for B2B selling activities over the last two years. Yet, benefiting from data analytics and artificial intelligence projects remain a lengthy journey. This article highlights the daily experience of 400 highly successful senior executives at medium and large companies with data analytics and artificial… More
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The ongoing Covid-19 pandemic is having a nearly universal detrimental impact on all industries, including business-to-business (B2B) sales, which likely will not return to normal for quite a while. Some contend they may never return ever to normal, at least as we knew them before the pandemic. This article covers high-level B2B sales between sales… More
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The ongoing Covid-19 pandemic is likely to prove one of the costliest developments in history, likely costing between $1 trillion and $2 trillion, according to United Nations and other estimates. Like most industries, those engaged in business-to-business (B2B) sales are identifying new ways to conduct their business, including remote and other means of communicating, until… More
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This year, US business to business online sales will top $9 trillion. Nearly every company engaged in this large and growing sector would likely acknowledge that the key to its past growth owes much to the emergence of account-based marketing. Every indication shows that account-based marketing will remain a centerpiece to exploding sales in the… More
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Business to business (BtoB) customers typically search the web before contacting a potential supplier. One would think that this would accelerate the BtoB selling cycle, but experience shows that just the opposite is happening. Why is this? When some steps in the selling process are shortened, others are lengthened because customers are assessing their options… More
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