• Chris Hergesell

B2B buyers are changing, and the sales organization is struggling to keep pace. Compared with buyers in the business-to-consumer (B2C) sector, buyers of B2B products and services have historically been largely predictable in how they deal with providers and make buying decisions. Their needs have also been more easily understood than those of fickle consumers. But increasingly, that’s no longer the case, as B2B buyers’ purchasing behavior has changed significantly and rapidly in the past
Read more...