As companies move to build the necessary digital sales channels, they need to make sure they balance technology and process. The pandemic has had a profound impact on the business-to-business (B2B) ...

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 ...

The B2B sales process has transformed in recent years, spurred on by agentic AI developments. These always-on systems identify sales cues and act in real-time, alongside automating orchestration and ...

No matter what industry you’re in, I’m willing to bet there’s a lot of competition. As you struggle to stand out in a sea of businesses, consider that an evidence-based sales process could be the ...

Full disclosure: Tim Sanders is one of my favorite people on the planet. The first time I saw him give a keynote speech, I was about to take a bite of chicken for lunch and wound up holding that fork ...

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 ...

The B2B sales process that exists today will become an expensive, outdated system by 2030. Here’s how you can create an autonomous buyer experience through a high-velocity, rep-free journey. Abandon ...

As marketers, we know a huge shift is happening in the buying process. Nowhere is that more pronounced than in the B2B space. These days, buyers do their own research. They don't talk to salespeople ...