Explore how the B2B buyer journey is evolving and what marketers must do to adapt to shifting decision-making trends.

Clearly there’s something amiss in the decision-making process. While the data hints at a problem, it can’t diagnose it. So salespeople and managers have relied on the myths.

Like everything else around us, the B2B decision-making process is reshaping itself to fit our new reality. Understanding how it will impact your sales processes and key customer touchpoints will ...

A simulated buyers journey shows how ChatGPT search influences B2B buying through research, decision-making and vendor discovery. The post How ChatGPT search reshapes the B2B buyer’s journey ...

With the kind of environment businesses have to deal with at present, information is something so crucial that mishandling it can lead to dire consequences.

While B2B decision making is often portrayed as purely rational, beneath that layer of rationality lies an emotional undercurrent — stakeholders want to feel confident, less stressed, and a ...

As decision makers begin to look to and use social media for both professional and personal reasons, a marked shift has also occurred in the way B2B decision makers find their information. A ...

The key to B2B empathy lies in understanding how organizations make choices that favor one vendor over the other. The decision-making process has two levels, according to Colette Stevens and Paul ...

Seventy-five percent of B2B buyers now say they prefer self-service rather than starting their decision-making process by contacting sales reps.