The incentives involved in selling a product are fundamentally different from the incentives involved in advising a client.

Aaron Biggs, VP of Revenue at Summit, is a tenured technology leader with expertise in growth, go-to-market strategy, and customer success. The way buyers make decisions has changed dramatically. They ...

Balihoo, an on-demand media buying and planning platform that provides software-PLUS-services to media professionals across all mediums, announced the results of its media planning and buying workflow ...

The pressures of today's B2B sales landscape are vast. There are longer sales cycles, an increased number of stakeholders (6-10 people are now involved in the B2B buying process), greater appetite to ...

Part One of the 2013 Buyersphere reportIf there is a golden moment for B2B marketers, it is the very outset of the buying process. When the blue touchpaper is first lit.Every purchase begins with a ...

The global mergers and acquisitions market skyrocketed in 2021, with a total of nearly $6 trillion in deals recorded that year. The pace of deal-making slowed somewhat in 2022, but the market is again ...

“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation (with my emphasis) by Robert Miller, co-creator of the ...