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7 Radical Shifts In B2B Buying

Submitted by Marijuana News on Wed, 06/17/2015 - 08:00

As I write in my latest book, The Radical Sales Shift, the B2B buyer of today is different from the buyer of five and fifteen years ago. We’re in the midst of radical shift towards a new way of buying, which means B2B companies have to rethink their marketing and sales strategies.  

Just how is the buyer today different?  Here are seven key ways the New Buyer is different from her predecessors and what it means for how she behaves when buying.  

The_New_Buyer

1. MORE INFORMED

Today’s buyer has more information available to her than ever before, and the amount increases every day.
 
For just about every business problem, no matter how niche or specific, there are dozens of blogs, articles, and other sources of information.   Most business searches yield thousands, if not millions, of results that can range from company websites to aficionado blogs. No matter...
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