Tag Archives: B2B buyer

How to Succeed with the Empowered B2B Buyer

Highly informed buyers now educate themselves through a substantial part of the buying journey and expect a new level of partnership and collaboration from their vendors. Here’s smart advice from Forrester analyst Laura Ramos on how to succeed with today’s empowered B2B buyer. Continue reading

Posted in INmarket, Sales & Technology, Sales Leadership | Tagged , , , | Leave a comment

The End of Self-Centered Selling

by Mark Roberge In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with dozens of VPs of sales at software companies, … Continue reading

Posted in Conference Speakers, Sales & Technology, Sales 2.0, Sales 2.0 Conference | Tagged , , , , , , , , , , , , , , , , | 1 Comment

How Well Do You Know Your B2B Buyer Cycle?

It sounds like a no-brainer, but you’d be surprised how many B2B companies have not yet adapted to a buyer cycle powered by the digital customer. Continue reading

Posted in Conference Speakers, Sales Leadership | Tagged , , , , , , , , , , | Leave a comment