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 ...

It’s been a dramatic last 10 years for B2B sales teams. What worked a decade ago now makes modern buyers run for the hills. B2B sales cycles have changed. Salespeople and buyers have a new ...

It's easy for sales teams to focus on small businesses. There are plenty to pitch and they are much less intimidating to approach than large enterprises. Even experienced sales staffs can fall into ...

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 ...

Billions of dollars have been poured into marketing automation technologies. Given the ability to deliver more relevant and timely information to customers with ease, marketing has gained enormous ...

We have been pondering new ways to express the importance of aligning the premium content on your website with your B2B sales process. Recently, we discovered the included infographic that does a very ...

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 ...

The Fast Company Executive Board is a private, fee-based network of influential leaders, experts, executives, and entrepreneurs who share their insights with our audience. BY Solomon Thimothy There’s ...

B2B brands love to talk up their customer experience. But the volume is often turned down in reality. New research shows that ...

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 ...

Opinions expressed by Entrepreneur contributors are their own. It’s easy for sales teams to focus on small businesses. There are plenty to pitch, and they’re less intimidating to approach than large ...