We all know B2B sales cycles are painfully long. Unfortunately, it looks like they’re getting even longer ..read more

B2B sales is notorious for being a world where intricate transactions and complex decision-making processes reign supreme. Among the Excel spreadsheets and Word process documents, content emerges as the unsung hero, diligently guiding buyers through their multifaceted buying journey. Let’s delve into the profound, and sometimes understated, impact of content on the art of buyer enablement, considering how the implementation of valuable and relevant content can forge enduring relationships with buyers ..read more

To succeed in facilitating the buying journey from curiosity to conclusion, sales and marketing professionals in the manufacturing and tech sectors must understand the nuances of creating content that evolves as buyers progress through the stages of the buying journey. Content is how you find, engage, and intrigue prospects; it’s important it evolves as their needs do ..read more

Unlike B2C sales, B2B purchase decisions aren't made in isolation; they're the result of a collaborative effort among various stakeholders, each playing a distinct role at every stage of the decision process ..read more

Every step in the B2B buying journey is a balancing act of roles and responsibilities. The buying journey unfolds across distinct stages — awareness, consideration, decision, and retention — with each having its own set of tasks and strategies to complete and implement ..read more

Welcome to the complicated world of B2B buying, where the journey from need identification to the final purchase decision can take months if not years. Consider this “The Buying Landscape 101”, a crash course to the unique characteristics of B2B buying, confronting its challenges, and understand its pivotal “buying jobs”, not to be confused with the buying committee ..read more

Navigating the ever-evolving buying journey of B2B sales can often feel like appearing on Total Wipeout as discussed in this resource. Thankfully, we’re here to shed light on the common hurdles buyers face and equip you with strategies to face them effectively and efficiently. We'll delve deep into both the challenges and the solutions, providing you with a holistic understanding of how to master the B2B buying landscape ..read more

Welcome to the complicated world of B2B buying, where the journey from need identification to the final purchase decision can take months if not years. Consider this “The Buying Landscape 101”, a crash course to the unique characteristics of B2B buying, confronting its challenges, and understand its pivotal “buying jobs”, not to be confused with the buying committee ..read more

In the fast-paced world of B2B sales, every minute counts ..read more

For our most recent episode of Leaders in STEM, we sat down with Douglas Brown, head of marketing at MSC Industrial Supply co. Discover his unconventional route from acting to manufacturing marketing, as well as his thoughts on the digitalisation of the industry and how to best tackle the skills shortage felt throughout the STEM industries ..read more