When selling to small and midsized businesses (SMBs), the first step is to throw out your big business playbook. SMBs face a unique set of challenges that call for different selling strategies....
As many consumers know, sometimes self service is the best type of customer service. It is therefore no surprise that B2B customers are also looking for self-service research and buying options....
Much like consumers, B2B prospects are doing their homework before they engage with a sales associate. Sixty-eight percent of buyers have increased the amount of content they consume to help guide...
In the past, client sales strategy was straightforward: Companies tailored their value propositions according to the needs of a target market. But it’s not so simple anymore. Buyers today...
Customers use an assortment of digital touchpoints when researching products. These journeys aren’t linear—customers will often return to a website or another reference point to re...
When researching products, customers use a wide range of digital touchpoints before making a purchase. Throughout their buying journeys, customers often have questions about a product or service...
Customers are gaining more control over the brands they do business with every day. To meet evolving consumer needs, brands are trying to remove as much friction as possible from customer...
The world has adopted a new buying paradigm: Customers research products across myriad sites and devices before making a buying decision. In response, organizations must be present and proactively...
Consumers live online. Gone are the days of dial-up. Today’s consumers carry immediate Web access in the palms of their hands at all times. As more and more consumers increasingly adopt the...
Understanding the rapid pace of change in today's business environment is no simple task. Customer sentiment changes rapidly and churn rates wreak havoc with bottom-line results. As a result,...
