How many times, B2B marketers, have you sat on a pipeline call reviewing open opportunities and heard someone comment on how long an opp has been open and what can be done to move it along? Quite a few times,...

We know that buyers are taking more control over their buying journey, and part of that control is opting for self-service when available. Self-service is already a common option for customer support teams, but sales departments have been, understandably, hesitant...

The B2B software buying experience is complex, and as the market becomes more crowded, that complexity only increases. This is problematic for both vendors and buyers. Buyers don’t know which vendor is the best fit for their needs, and vendors...

As businesses become more dependent on technology and the tech is interconnected, more people are necessarily involved in the decisions. Buying committees now include an average of 11 people, with large enterprises often including more. Gaining consensus is one of...

Buyers looking at project management systems have over 300 vendors to choose from, and many software categories include even more options. It’s no wonder that 77% of B2B buyers told Gartner their last purchase was complex or difficult. It’s overwhelming,...

In this episode of B2B Nation we talk with Ajit Sivadasan, who leads online sales for Lenovo across B2B and B2C in 35 countries. Ajit’s role allows him to bring a unique perspective on the convergence of B2B and B2C...