By comprehending and catering to the needs of the buyer throughout the journey, B2B marketers can reduce sales cycle times and increase the possibilities of winning a sale. In today's busy business world, B2B companies are under increasing pressure to shorten their sales cycles and increase their win portions. B2B marketing has the special challeng… Read More

In this compelling episode on the B2B eCommerce Podcast I shared my thinking about why the Sales Funnel no longer exists, as well as various other facts about modern B2B advertising. We review how the purchasing journey is now totally fragmented as well as the manner in which area structure can aid marketers retake control of the discovery and dema… Read More