The B2B buying process can be lengthy and complex, with multiple decision-makers and stakeholder groups involved. This can lead to long sales cycles and a lower win percentage for businesses. However, by understanding and catering to the needs of the buyer throughout the journey, B2B marketers can decrease sales cycle times and increase the chances… Read More


B2B marketing has the unique challenge of often dealing with long and complex sales cycles. These can be caused by a variety of factors, such as the need for multiple decision makers, the high value of the products or services being sold, and the need for thorough research and consideration before making a purchase.One key aspect of the B2B buying … Read More


In today's fast-paced business world, B2B companies are under increasing pressure to shorten their sales cycles and increase their win percentages. One way to achieve these goals is by aligning marketing efforts with the buyer's journey.The buyer's journey refers to the process that potential customers go through when considering a purchase. It typ… Read More


In this hard-hitting episode on the B2B eCommerce Podcast I shared my thinking of why the Sales Funnel no longer exists, as well as other realities about contemporary B2B marketing. We talk about how the buying trip is now entirely fragmented and the manner in which area structure can aid marketing experts take back control of the exploration as we… Read More


Mark Donnigan: It's going terrific, Ben. I am so satisfied to be below on your program.Especially given the value and also the necessity of the subject we're going to be taking on over the course of this conversation also, which is one that I think is really under-discussed. One that might if not raise some eyebrows, however might get you some puzz… Read More