B2B

On their terms: Millennials shift the B2B buying journey

Enterprise technology buying is changing, driven by two major trends: the consumerization of B2B and a generational shift as Millennials step into decision-making roles. This has implications for everyone... ...Read more

How artificial intelligence is transforming B2B

Consumer-oriented companies like Amazon and Google have generated most of the artificial intelligence (AI) buzz so far. But the B2B world is now poised for transformative change as well,... ...Read more

Home Depot builds customer loyalty through value-added experiences

With a total of 2,278 retail stores in all 50 states, the District of Columbia, Puerto Rico, U.S. Virgin Islands, Guam, 10 Canadian provinces, and Mexico, Home Depot is as familiar a name in... ...Read more

Key Success Factors For Implementing Sales Enablement Tools

Enabling sellers to be more efficient and impactful is difficult. Technology is one aspect of sales enablement that is helping companies increase productivity. The challenge is identifying the technology... ...Read more

The Black Box of B2B Content Marketing

Content marketing has officially turned the corner from trend to cornerstone of an effective marketing strategy. Most companies are doing some form of content marketing. Unfortunately without a clear... ...Read more

Re-tuning the B2B Sales Role for 2016 and Beyond

Buyers today are informed, digitally savvy and squarely in the driver’s seat in terms of how and when they want to talk to sales. As we illustrated in The... ...Read more

A Market of One: Account-Based Marketing (ABM) in B2B

Megan Heuer, VP at SiriusDecisions said, “If you believe ABM success is measured only in lead volume… think again. ABM is about influence.”  B2B decision-making is a group sport. ... ...Read more

The Death of the Sales Funnel

We have been closely following the shift in B2B and B2C sales organizations. It’s not news that sales motions are becoming more complex. However, what’s different now (and continues... ...Read more

It’s Nothing Personal…Unless it’s Small Business

We’ve all heard the old adage “it’s just business,” but to a small business owner, it’s actually so much more. More often than not they’ve invested countless hours caring... ...Read more

How The Home Depot Made Mobile Its Most Versatile Tool for B2B Customer Engagement

Mobile technology has had profound impacts on life and business that were unimaginable a decade ago. I first realized the potential of mobile devices when, in 2008, I moved... ...Read more