Better understanding B2B buyers – Part II – The shift in B2B buying steps

August 17, 2020 | Posted in: Grow your business

In Part 1 of this series we looked at the three types of buying motivation with a focus on ‘Fear Buying’ and what this means for sellers. In Part II, we’ll look at the steps buying organisations are starting to employ around decision making and also some key purchasing trends. Lessons learned from businesses who […]

Continue Reading

Better understanding B2B buyers – Part I – The shift in B2B buyer motivation

July 7, 2020 | Posted in: Grow your business

While the steps in B2B buying ‘process’ have remained relatively unchanged in the past two decades; the motivations, sophistication and behaviour of buyers has certainly evolved. In 2020 the buying process ‘norm’ sees sellers contending with more influential procurement functions, multiple approval layers, buying ‘boards’, an increase in formal requests for tender, and probably the […]

Continue Reading

Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

June 24, 2020 | Posted in: Grow your business

How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs.   Some of the more interesting and telling findings include: 52% of CEOs are […]

Continue Reading

Educating is selling

March 3, 2020 | Posted in: Grow your business

Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]

Continue Reading

Select articles

Feature article

Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs.   Some of the more interesting and telling findings include: 52% of CEOs are […]