Five ways business buying is changing: Ignore these at your peril – B2B Marketing Article

If you’re a B2B marketer, especially a services provider, your environment is about to be upended.  Customers are changing, and so are the ways they buy. I’ve been struck recently by five glaring developments in business buying that you need to know about.  And once you know, you must consider how to adapt and, better yet, turn the changes to your advantage. Consider these. The arrival of Millennials in business buying positions.  These 30-somethings are rapidly migrating from researcher and…

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Ratings and reviews sites: The new B2B marketing channel – B2B Marketing Article

A new mechanism has emerged to help B2B buyers who are searching online for products and solutions:  Ratings and reviews sites, where searchers can find out what their peers are saying about prospective products and suppliers, and compare product features head to head.  Just as consumers use Yelp and TripAdvisor, business buyers can check out G2Crowd, TrustRadius,, Capterra and others.    These sites work best in fragmented markets, where it can be hard to stand out among the many…

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