Shorter B2B buying cycles are putting pressure on sales teams to respond quickly, revealing the growing gap between modern ...

Traditionally, big sales have been made with a handshake, not a buy button. Because of this, B2B sales teams have long lacked the incentive to adopt new technologies, such as sales enablement ...

B2B buyers are using a wider variety of sources to research their purchases, and social media continues to play a more important role in the purchasing process, according to the 2012 Demand Gen Report ...

Virtual reality is elbowing its way into focus as a new marketing avenue. Technology such as Samsung Gear and Facebook's Oculus Rift give B2B marketers a venue to show off large equipment to audiences ...

To best manage B2B supply chains, business leaders are faced with navigating complex payments preferences and order-to-cash (or quote-to-cash) systems. Following the digital transformation of the last ...

Marketers, by now, are well-versed in the customer journey. And for good reason: being aware of the twists and turns a customer takes on the way to a sale is incredibly instructive—not to mention ...

It’s a statistic that’s been widely quoted and even more widely misunderstood – the idea that the typical modern B2B buying decision process is “57% complete” before the customer even talks to the ...

For many B2B organizations, the challenge has become less about generating new leads and more about how to further engage those leads and move them into a next stage conversation. Critical elements of ...